The Sales Side of Tax Tech: Building Relationships and Supporting Innovation

Host Chris D’Ambola and Justin Breitfelder, VP of Enterprise Sales at FullStory, discuss:

• The role of trust in building customer relationships and ensuring successful technology implementation.
• The need for sales representatives to understand customer needs deeply and how they can help tax leaders navigate the tax technology procurement process.
• Differences in selling tax technology versus other technologies are minimal; the core principles of problem-solving and relationship-building are consistent.
• AI's growing impact on sales, offering potential for improved personalization and product usability, but also bringing challenges and changes to the profession.
• The critical nature of the sales journey in vendor selection, which can affect team morale and productivity, and ultimately, the success of technology utilization.

Resources:

Chris on LinkedIn

Justin on LinkedIn

FullStory’s Digital Experience Intelligence