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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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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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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Predictions 2021 Hub

Explore our blog posts, videos, guides, and other resources to understand the dynamics that will shape 2021.


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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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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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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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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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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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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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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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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Technology and Sales Productivity, Part Three: Sales Management

Jacques Begin October 8, 2019
  • Revenue ops and sales ops leaders should make understanding the latest sales technology innovation a routine part of their jobs
  • Five key activities help determine what technology can be leveraged by sales management
  • Technology solutions improve the sales management process by automating, accelerating and increasing the effectiveness of coaching, management and forecasting
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Technology and Sales Productivity, Part Two: Opportunity Management

Jacques Begin September 18, 2019
  • Revenue ops and sales ops leaders should make understanding the latest sales technology innovation part of their jobs
  • Six key activities determine what technology can be leveraged for opportunity management
  • Technology solutions can improve opportunity management by automating sales activities and informing, advising and predicting outcomes at various points in the sales cycle
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“2112” Things We All Need to Need to Know About Artificial Intelligence

Dana Therrien August 8, 2019
  • Sales operations functions are sitting on a treasure trove of sales data that will fundamentally change the way sales hiring, training, compensation and management are performed
  • Data signals and AI will one day be used during the hiring process to predict rep viability and success
  • Sales managers must use technology to enhance – not replace – rep intuition
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Technology and Sales Productivity, Part One: Business Development

Jacques Begin June 12, 2019
  • Revenue ops and sales ops leaders should make understanding the latest sales technology innovation part of their jobs
  • Five key activities help determine what technology can be leveraged in the business development phase of the sales cycle
  • Sales engagement platforms provide a breadth of functionality that revs up sales productivity
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The Four Core Functionalities of Sales Engagement Technology

Jacques Begin December 19, 2018
  • Sales engagement technologies share four core functionalities: calling/dialing, email, calendaring and reporting
  • Automatically recording administrative sales tasks – and reducing the time spent on them – increases sales reps’ efficiency and can make them more effective
  • Differentiation among vendors goes beyond the core functionalities into other areas, including sales playbooks, chatbots and artificial intelligence
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Why Do I Keep Hearing, “Play it Again, SAM”?

Peter Ostrow November 6, 2018
  • Sales asset management deployments often fail to meet buyer expectations – why?
  • Too often, shiny object syndrome motivates misguided sales enablement technology purchases
  • Replacing a failing sales technology with a new product isn’t a panacea
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Don’t Be Dumb: Why Artificial Intelligence Won’t Replace Smart Salespeople

Dana Therrien September 26, 2018
  • AI has the potential to become the world’s worst micromanager for salespeople – but only if they let it
  • Salespeople’s pioneering spirit is what attracts them to the profession, so attempts to limit their creativity might backfire
  • A good rule of thumb is to never underestimate one’s ability to overcome insurmountable odds
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Sales and Marketing Technology Adoption Isn’t a Game. Or Is It?

Jacques Begin September 4, 2018
  • Among methods for training sales reps, gamification scored low in a recent SiriusDecisions study
  • Sales and marketing technology adoption continues to puzzle many sales and marketing operations leaders
  • When using gamification for tech adoption, follow a structured approach of define, design and execute
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Sales Intelligence: Guiding Sales Operations on the Path to Success

Robert Munoz July 17, 2018
  • Sales operations leaders are challenged to extract sales intelligence that informs, prescribes, automates, predicts and drives actionable insights to achieve sales goals
  • The SiriusDecisions Sales Intelligence Model identifies 17 capabilities foundational to delivering sales intelligence across each sales planning and execution stage
  • Building an end-to-end sales intelligence capability drives greater alignment between sales, product, marketing and finance on goals, deliverables and performance measures that improve predictability and visibility
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Why Sales Compensation Management Systems Are Critical

Jacques Begin April 10, 2018
  • Sales compensation management technology (SCM) is a critical component for sales operations leaders and sales compensation managers
  • SCM solutions make sales compensation plan design, creation, administration and assessment more efficient
  • B2B organizations spend an average of 20 to 25 percent of their annual revenue on sales salaries and commissions
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