Making sense of sales technology and analytics

June 3, 2020 by   in kojo blog

Have you ever been bamboozled by all the sales technology and analytics services out there in the marketplace? You are not alone! This is a very fast emerging field – a fact not lost in the world’s leading business schools too. Warwick Business School, for example, is running an open programme for the first time in this area.


In our kojopro skills platform for sales leader, we include a module (video, podcast, application guide & interactive template) on digital technology in sales. You can view it here with a free demo

Our book recommendations

For some cutting-edge insights into how technology is being used in sales, we recommend these two books:

Firstly, “Marketing Analytics” by Mike Grigsby. If you are still proudly presenting the results of your ‘K-means’ analysis to segment your customer base, then Mike explains how you are hopelessly retro, and that now you should be using LCA (Latent Class Analysis). If you have no idea what any of that means, then this is definitely a book for you!

Secondly, “Data-Driven Sales” curated by Clearbit has excellent client case examples. You’ll find out how organisations are dramatically increasing lead generation and conversion rates using technology to support them.

To develop yourself

Don’t forget you can subscribe to Kojopro to get access to all the insights and methodologies to help you build a world class sales organisation.
All our content is based on evidence-based sales best practices and contains extensive reading lists for those of you who want to really go deep into a topic.

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