Seth Marrs
Principal Analyst
Speaking At
Author Insights
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When It Comes To Sales And Marketing Alignment, Data Needs To Come Before People
Perfecting the execution of a complex system requires data to enable revenue teams to deliver the best results on every deal.
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It’s Time For Sales Leaders To Coach Sellers Like Athletes
Sales managers now have the visibility needed to coach sellers beyond the basics.
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A New Supergroup For Revenue Technology Emerges: Revenue Orchestration Platforms
In the world of revenue technology, three distinct categories have converged to form a new supergroup of revtech capabilities. Learn more about revenue orchestration platforms in this preview of a new report.
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What Salesloft’s Acquisition Of Drift Means
Salesloft’s acquisition of Drift is a first step into marketing technology for sales tech vendors.
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Understanding The Real-Time Revenue Execution Platform Landscape
Real-time revenue execution platforms strengthen prospect identification and digital engagement while also providing capabilities that ensure the best buyer experience. Learn more about how they can improve business outcomes.
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What I Learned About Sales Technology In 2023
The past year was an exciting one for the sales technology market. Here are some of the highlights, along with a look ahead to 2024.
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What Google’s New Spam Protection Means For Sales And Marketing
Learn more about the impending changes to Gmail and Yahoo spam rules, along with what you can do about it.
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Conversation Intelligence For B2B Revenue Drives AI-Generated B2B Insights
The recent evaluation, The Forrester Wave™: Conversation Intelligence For B2B Revenue, Q4 2023, revealed trends that help customers understand what they should look for in providers when purchasing CI solutions.
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An Overview Of The Current B2B Revenue Conversation Intelligence Landscape
The COVID lockdown rapidly advanced the adoption of digital versus in-person communications, creating a significant demand for conversation intelligence (CI) solutions. CI solutions for B2B revenue allow sales teams to translate unstructured digital conversations into actionable insights.
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Apollo And Mediafly Funding Signals Renewed Interest In Sales Tech
This blog covers the impact that Mediafly and Apollo’s recent funding will have on the two firms, the sales technology market, and buyers of sales technology.
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Clari’s Acquisition Of Groove Is A Milestone For Revenue Tech
Clari’s acqusition of Groove cements the convergence happening at the core of sales tech and is a milestone for the market.
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Conversation Intelligence Is The Key To Unlocking Sales Productivity
This blog describes how conversation intelligence solutions can reverse the seller productivity decline and increase win rates.
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Is Your Tech Stack Confusing Your Sellers? Help Is On The Way.
The proliferation of sales technology has created significant potential, but the volume of new tools is confusing overworked sellers who do not have time to learn about all these new capabilities. Sales technology providers have realized this and are now building new workflows to simplify this process, making it easier for sellers to get the most from their company’s technology.
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Revenue Operations Is The Key To Winning Today’s B2B Adventure Race
Data, insights, and technology have become a superpower for aligning sales and marketing organizations. The relay race has shifted to an adventure race, supported by a fully integrated revenue lifecycle toolset.
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Disruptive Innovation Is Shaking Up The Sales Performance Management Technology Category
Until recently, cost and implementation complexity limited SPM solutions to mostly large companies with complex use cases. Our Forrester Wave™ evaluation covering SPM shows that new entrants are providing solutions using modern technology that disrupt the status quo and generate value beyond the most complex use cases.
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Beyond The Hype Of Generative AI For Users Of Sales Tech
This blog provides an overview of what generative AI is — and what it is not — for B2B sales organizations.
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Your Company’s Quota Attainment Is Probably Around 50%, And That’s Not A Bad Thing
Quota attainment is consistently used as a sales performance metric but is misunderstood and should not be used as an indicator of sales success. Read this blog to understand the reasons for quota attainment challenges and why different measures should be used.
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Time To Track Sellers Like Athletes
Many companies adore their top-performing sellers and treat them like elite athletes. They literally have days of celebrations to reward their success. In the sales world, we call these President’s Club trips. While this reverence has merit, it has also created a double standard that limits company performance. Reverence for top sellers often leads to […]
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What I Learned About Sales Technology In 2022
In the past tumultuous year, cash flow into sales technology companies dried up. How were vendors and customers impacted?
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Does My RO&I Or Sales Engagement Platform Need To Be Native To Salesforce?
Have you considered buying a revenue operations and intelligence (RO&I) or sales engagement platform? If so, you’ve likely seen vendors touting the benefits of their native Salesforce capabilities. That’s a good thing, right? Most clients I’ve spoken with believe a native application is a positive feature. Vendors know this and look for any opportunity to […]
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