Rob Peterson, the Dean’s Distinguished Professor of Sales in the Department of Marketing, co-authored an article on technology stacks in the sales process. Peterson’s article, entitled “Sales Tech Stack: Purpose, Cost and Complexity,” was recently published in the annual magazine from the Sales Education Foundation.
The article begins with a description of a tech stack: “…an essential part of customer-facing strategies for modern sales organizations, it consists mostly of cloud-based software solutions that work to address the needs and provide tools for sales and marketing teams to become more efficient and effective within their roles.”
Peterson then explores how sales technology assists stakeholders, shapes the sales process, and impacts relationships. For more of Professor Peterson’s insights on this topic, visit his article, which begins on page 32 in the 2020 SEF magazine. This issue of SEF magazine also includes a list of the top sales programs in the country, which continues to include the NIU Sales Program year over year.
by M. De Jean, Director of Marketing, NIU Business