The events of 2020 have cemented the digitization of the B2B buying and selling process — and sales engagement (SE) vendors are well prepared to help businesses meet this moment. As sellers face an extended remote selling environment, larger buying teams, slower decision cycles, and a host of other challenges, companies of all shapes and sizes will need to arm their selling teams with SE and other foundational tools.
In the past 16 months, SE vendors have raised over $250 million in venture investment, with $62 million of that in 2020, according to Venture Scanner. This market validation of sales engagement vendors highlights the importance of their core platform functionality to help early-to-mid, mid-to-late, post-sale, and full-cycle reps manage their omnichannel touchpoints and automate manual tasks, including outbound dialing, leaving voicemails, calendaring, tracking emails, logging notes, and initiating outbound correspondences.
SE vendors are primed to see licenses increase as existing clients extend access to entire revenue teams and traditional businesses look to provide their teams with foundational enablement technologies.
Learn about this category in my report, “The Forrester Wave™: Sales Engagement, Q3 2020,” where we cover the leading sales engagement vendors in the market today, their key differentiating features, and what’s important to know when you’re choosing a SE solution. In our interactive Forrester Wave™ model, you can weight criteria differently for your specific business requirements and see which vendor may be the best fit for your company.
To learn more about the best sales engagement vendors for your market needs, read my new report, “The Forrester Wave™: Sales Engagement, Q3 2020” (for Forrester clients). You can also continue the conversation with me on my LinkedIn or Twitter.