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.
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.
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.
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 […]
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?
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 […]
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 […]
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 […]
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 […]
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.
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.
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.
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 […]
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?
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.
Get To “Yes” Faster By Embracing The Switch From Relay To Adventure Racing
Revenue organizations need to work together to optimize human and digital interactions with buyers, rather than restricting functional groups to “their” position in the buyer’s journey.
The Future Of Sales Compensation Is Insight-Driven
Sales compensation plans have not kept up with the realities of how B2B sales are won. This will change as insights are increasingly folded into the compensation planning process.
Are You Optimizing Your Sales Compensation Program?
Use the four stages of annual compensation planning to maximize the effectiveness of your plan today and in the future.
What You Can’t See Will Hurt You: Leveraging Digital Insights To Drive Sales
Buyers who conduct online research provide better signals than what sales reps can get through direct interaction alone. Learn how to translate this data into recommended next steps.
Can Your Sales Rep Be Influenced By Commission?
Compensation is important — but it isn't always the primary sales motivator. Evaluate these three factors to determine the true impact of commission.