Key findings
| Relation with the sales technology ecosystem | Tech sceptics | Tech enthusiasts |
|---|---|---|
| Sales technology perceived as | A substitute | Essential to my job |
| Sales technology is fundamental to | The company | The salesperson |
| Additional sales insight | Is stressful: nowhere to hide | Helps me organize better and proves my efforts |
| STI | Is stressful: always online | Empowers my work |
| Sales tech VS Salesperson | Focus on substitution effect | Focus on the value (strategic sight and human relation) |
| Hunting | Go analogic | IT salespeople use tech along the whole sales process, non-IT salespeople use tech, except when focusing on the human interaction |
| Farming | CRM is a burden, Information ownership | CRM is a resource, Information sharing |
| Sales ambidexterity | – | Sales technology help better allocating time and resources, supporting the sales process |
| Tech sceptics | Tech enthusiasts | |
|---|---|---|
| A substitute | Essential to my job | |
| The company | The salesperson | |
| Is stressful: nowhere to hide | Helps me organize better and proves my efforts | |
| Is stressful: always online | Empowers my work | |
| Focus on substitution effect | Focus on the value (strategic sight and human relation) | |
| Go analogic | IT salespeople use tech along the whole sales process, non-IT salespeople use tech, except when focusing on the human interaction | |
| CRM is a burden, Information ownership | CRM is a resource, Information sharing | |
| – | Sales technology help better allocating time and resources, supporting the sales process |
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