Seth Marrs
Principal Analyst

Author Insights
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.
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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.
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.
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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.
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.
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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.
Blog
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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Sales Tech Innovation Is Declining — And That’s A Good Thing!
From 2020 to 2021, we saw a renaissance in sales technology. COVID-19 forced sellers to work from home, leaving no choice but to adopt new technologies to do their job. In addition, low interest rates provided an almost unlimited supply of funding to help sales technology companies solve this challenge. Investors funneled almost a billion […]
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Sales Engagement Platforms Optimize Sales In A Hybrid World
The Forrester Wave™ evaluation covering sales engagement vendors in 2020 was released at a point during the COVID-19 epidemic when sellers could no longer visit customers and 53% of white-collar workers were planning to work from home for the foreseeable future. One year later, the Forrester/Human Resource Executive© Magazine Q3 2021 US HR Decision-Maker Survey […]
Blog
Clari’s Acquisition Of Wingman Signals A Deeper Push Into Revenue Intelligence
Clari is a sales technology provider that helps sales teams streamline operations and improve revenue predictability. Traditionally, it has stayed away from deeper revenue intelligence capabilities that focus on interaction execution, preferring to aggregate that information from other tools and present it in Clari. The Wingman acquisition is a shift away from this approach, as […]
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Time For Sellers To Exit The Activity Capture Game
New tools that automate data capture from buyer-seller interactions will unlock a plethora of benefits for sales organizations.
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The Sales Engagement Landscape And The Case For The Single Pane Of Glass
In this fast-moving sales technology environment, the sales engagement feature set has never been more valuable. Our new research provides insight into what the future may hold.
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Recycle Opportunities To Make The Most Of Your B2B Investments
When you’re tracking B2B opportunities, some will inevitably take a detour. Learn how to manage those opportunities to successfully reengage these potential deals.
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Why Don’t Sales Leaders Care More About Seller Insights?
Advanced analytics are changing sports as teams collect data that provides insights about the opposing team, its players, and in-game opportunities. These insights only work, however, if the players take advantage of them during the game — in the moment. The three-point shot in the NBA is a great example. Obviously, scoring three points is […]
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In The Future, Will You Really Need A CRM?
Just a small fraction of sellers use CRM stages to manage deals. So why do companies continue to pay so much for tools that go unused?
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With Sales Tech, Getting You To Your Destination Is The Easy Part
Ask sales technology vendors these three questions to determine if their solutions can go beyond forecasting and provide insights that will help you consistently hit sales targets.
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