Greg Hall of Cincom on the evolution of digital selling

Editor's Note: This episode is sponsored by Cincom. Two decades ago, many product companies started their digital journeys with a brochure-style web site. Back then, a static online product list may have met customer expectations, but today's buyers expect something more. On this episode we talk with Greg Hall, director of product management at Cincom about buyer experiences, the state of the CPQ market, and his observations on how buyer and seller priorities have changed over time. Hall foresees more complex products and services, even products sold primarily as services, using CPQ technology to engage customers earlier in the buying process and more holistically throughout it.  Want to see how CPQ can help you? Visit cincom.com/cpqsync to learn more.   Show Notes 1:30 - Introduction to Greg and a bit about Cincom's 50+ year history 3:30 - Evolution from "brochure" web sites to digital selling 9:30 - Buying journeys: Why simple and complex can exist side by side, and how it continues to change 13:00 - Representing a complex product across a sales process 15:15 - Other ways to enhance sales processes 17:00 - The creative ways companies use CPQ tools, including in services-based businesses 20:30 - Digital maturity levels and what is next for CPQ users 23:00 - Which organizations are ready to operate in a data-driven culture 24:30 - Prioritizing investments in digital commerce 27:30 - Why CPQ adoption is still in the early stages across the broader marketplace 28:30 - What else Greg is watching in the broader enterprise software market