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Vendor provided calculators may look good, but without independent validation, will do little to convince today’s skeptical buyer. Utilizing a 3 rd party provided toolset, calculation model, metrics, and including case study proof points is essential.
But it is important that the CRM be at the center of your technology stack in order to track all metrics down to deal-level data, which correlates with Kirkpatrick’s 4th level. In 2017, Gartner reported that sales enablement vendors have matured into platform solutions and are well-suited for the needs of a typical sales leader.
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