Sales Technology and Services
In a hypercompetitive sales climate, sales technology choices are critical. These choices must be driven by sales strategy and business needs — not what’s superficially appealing. Read our insights on streamlining sales processes, supporting sales productivity, and advancing sales goals through technology.
Insights
Blog
Customer Success Platform Consolidation Reflects Market Dynamism
Customer success platform vendors Totango and Catalyst have announced plans to merge. Is this the start of an acquisition trend in the space? Find out more in this analysis.
Blog
What Salesloft’s Acquisition Of Drift Means
Salesloft’s acquisition of Drift is a first step into marketing technology for sales tech vendors.
Blog
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.
Blog
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.
Blog
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.
Blog
Salesforce Now Available On AWS Marketplace
Salesforce and Amazon Web Services recently announced that Salesforce will be available on the AWS Marketplace. Learn some of the biggest implications for Salesforce customers.
Blog
Shift From Manual To Automated Account Planning To Deliver Results
I’ve been involved with account planning programs for over 30 years — first as a sales rep, then as a sales manager, then as a sales operations leader, and, finally, as an analyst and advisor. And in all that time, resistance by sellers to the process of creating and leveraging account plans remains high. Why? […]
Supercharge Your APAC B2B Success — And Save $200
Register by June 28 to save $200 on B2B Summit APAC in Singapore. Access growth, revenue, alignment, sales, genAI, and product strategies to boost your brand success.
Blog
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.
Blog
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.
Blog
Salesforce Debuts New High-End Editions For Sales And Service
As Salesforce quietly debuts a new tier to customers, the advice for buyers is simple: do the math. Learn more in this post.
Blog
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.
Blog
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.
Blog
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.
Blog
How B2B Companies Will Win The Competition For Growth
The competition for growth is fiercer than ever for B2B companies. To win, marketing, product, and sales leaders need to build a growth engine based on three fundamentals that are also simple, powerful, challenging, and achievable.
Blog
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.
Blog
Digital Sales Rooms: Hype Or Reality?
Like other business innovations, digital sales rooms are not a magic wand. Learn what’s needed to capture the biggest benefits — and learn more at B2B Summit North America.
Blog
CPQ: Empowering Buyers To Buy With Omnichannel Sales
Learn how your organization can leverage CPQ solutions to win, retain, and grow customers, This blog will highlight trends uncovered during research for The Configure, Price, Quote Solutions Landscape, Q1 2023.
Adapt To EMEA B2B Buyer Change — And Save £200
Register by July 19 to save £200 on B2B Summit EMEA in London. Discover how to adapt your marketing, sales, and product strategies for complex buyer scenarios, longer sales cycles, genAI, and more.
Blog
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.
Blog
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.
Blog
Is Your Revenue Tech Strategy Beach-Ready?
Despite heavy investment in tech, many B2B organizations struggle to show related business impact due to implementation, integration, and adoption issues. It’s time for revenue technology management to be elevated as a strategic capability to drive sustainable business value from tech.
More posts