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.

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Insights

Podcast

Could The Chip Shortage Derail Your IT Transformation?

What It Means 19 hours ago
The short-term impact of the chip shortage is clear to anyone who’s tried to buy something with a plug or a battery lately. But what long-term impacts should IT executives look out for? VP and Research Director Glenn O’Donnell provides insights.
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Blog

Wondering If Your Sales Enablement Efforts Are Visible? Try These Four Quick-Hit Options

Peter Ostrow September 14, 2021
Sales enablement can often be a squirrelly thing to quantify. For starters, most practitioners are compensated via the same mechanisms — quota attainment, deal size, sales cycle — that are deployed to reward just about everyone in the direct sales hierarchy: leaders, coaches, overlays, managers, and, of course, the reps and partners they support. But […]
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Blog

Quick Take: What Does This Current Sales Enablement Tech Consolidation Mean?

Peter Ostrow August 23, 2021
Two recent major acquisitions are part of a larger trend that reveals what sales enablement leaders have come to want and need.
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Blog

Putting Forrester’s B2B Revenue Waterfall Into Action: Six Tips For Laser-Focused Targeting

Alisa Groocock July 22, 2021
Your product demos, content, and delivery channels won't matter if you're pursuing the wrong targets. Learn how the new Waterfall can help you zero in on the most promising opportunities.
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Blog

Conversational Interactions And AI: Enhancing The Digital Buying Experience And Closing Gaps In Your Sales Process

Anne Slough July 1, 2021
Organizations that fail to meet buyers’ expectations for personalized omnichannel communications risk losing market share to competitors that do.
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Blog

Welcome To The Future: Have You Heard About The 5 P’s Of Sales?

Phil Harrell May 6, 2021
Learn about the characteristics that sales organizations will need to gain and maintain a competitive edge.
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Blog

Why The Tech-Enhanced Sales Rep Will Be Your Differentiator

Anne Slough April 6, 2021
Learn how dynamic guided selling gives sales teams a competitive edge — and join us at this year's B2B Summit to go deeper.
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Blog

Careful With That Axe, Sales Team: AI And The Future Of Forecasting

Brandon Purcell March 16, 2021
While traditional, opinion-based forecasting often misses the mark, AI holds great promise for sharpening B2B sales forecasting. Learn how at this year's B2B Summit EMEA.
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Blog

Sales Tech Convergence And Confusion

Anthony McPartlin February 18, 2021
How do sales leaders, sales operations, and sales enablement practitioners navigate their way through an increasingly crowded technology space?
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Blog

New To You Doesn’t Mean New: How Sales Tech Providers Have Reinvented Their Solutions

Anne Slough February 9, 2021
The intertwinement of revenue intelligence, revenue operations, and sales engagement platforms has become a powerful potion. These technologies have been repurposed, retooled, reinvented, and repositioned to equip sales operations for transition from a cost center to a profit center.
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Blog

The Race Is On: Allego Acquires Refract As Sales Tech Consolidation Accelerates

Mary Shea December 10, 2020
As the reality of a current and future world where B2B buying and selling largely takes place in remote and digital formats sets in, sellers must evolve their skill sets, sales leaders must reimagine their go-to-market strategies, and sales enablement providers must increase the value they deliver to their customers. The pace of COVID-induced trends […]
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Blog

Key Takeaways From The Forrester Wave™: Sales Content Solutions, Q3 2020

Laura Ramos September 15, 2020
In Forrester’s recently published report, “The Forrester Wave™: Sales Content Solutions, Q3 2020,” we evaluated the nine most significant ones — Accent Technologies, Bigtincan, ClearSlide (a division of Corel), Highspot, Mediafly, MindMatrix, Pitcher, Seismic, and Showpad — against 40 criteria. After researching, analyzing, and scoring each vendor’s current offering, strategy, and market presence, we identified […]
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Blog

The Best of Both Worlds: Sales Reps Can Finally Get Value From Their Customer Interactions Without Needing to Log Them

Seth Marrs September 2, 2020
  • Sales activity analysis identifies insights that enhance the quality of buyer interactions
  • Automating activity capture reduces sales administrative time while increasing insights
  • Better insights help sales reps shift behavior from doing the same thing to doing the most meaningful thing
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Blog

Cadence Optimization Is a Sales Rep Prospecting Superpower

Seth Marrs August 4, 2020
Follow three steps to improve the effectiveness of your prospecting teams, and leverage AI to enhance your sales reps' ability to connect with buyers.
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Blog

Sales Reps as Psychics: Buyers Want You to Know Their Expectations, Even if They Haven’t Told You What They Are

Seth Marrs July 14, 2020
  • Use digital interactions to educate sales reps about buyer needs
  • Three specific opportunities allow reps to take advantage of digital interactions to close more sales
  • Analyzing digital interactions is an underutilized tool that helps reps to anticipate buyers’ needs
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Blog

Are You Managing Your Sales Data or Is It Managing You?

Seth Marrs July 2, 2020
  • Dynamic guided selling requires clean, real-time data to deliver the desired results
  • Three data management shifts will help organizations use AI effectively to improve performance
  • Eliminate data cleansing as a daily task to maximize analytics capabilities
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Blog

What If the World Depended on the Accuracy of Your Org’s Data?

Seth Marrs April 22, 2020
  • Data accuracy is critical today but still a struggle for even the most important tasks and analysis
  • To maximize its effectiveness, AI requires accurate, real-time data
  • The right data structure will enable the focus to shift from today to the future
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Blog

AI Can Get You a Date, But Can It Keep Your Buyers From Swiping Left?

Seth Marrs March 3, 2020
  • AI is taking on tasks many believed only humans could perform
  • As AI develops and matures, B2B buyers will start to transition more of their decisionmaking to AI tools
  • For B2B organization to stay relevant, they must properly implement AI tools to better support their buyers
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Blog

Supercharging Sales with Dynamic Guided Selling

Seth Marrs February 3, 2020
  • Dynamic guided selling is a concept that is poised to become a reality in B2B sales organizations
  • Integrating sales tools to build an iterative process enables sales teams to win more
  • E-commerce guided selling, configure, price and quote (CPQ) systems, customer relationship management (CRM) and AI are the foundation for every customer interaction
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Blog

The Golden Spike: Integration of Quote-to-Cash Platforms

Forrester November 12, 2019
  • At the 2019 SiriusDecisions Technology Exchange (TechX), we will reveal how organizations are combining quote-to-cash (Q2C) sales and market data with AI to provide next-best product offers and pricing insights
  • TechX attendees will be able to gain insight through real-world examples of how an integrated Q2C solution increases revenue and maximizes profits
  • TechX attendees can learn about best practices for selecting and assessing the impact of an integrated Q2C
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