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

Blog

Salesforce Debuts New High-End Editions For Sales And Service

Liz Herbert September 22, 2023
As Salesforce quietly debuts a new tier to customers, the advice for buyers is simple: do the math. Learn more in this post.
Blog

Apollo And Mediafly Funding Signals Renewed Interest In Sales Tech

Seth Marrs August 29, 2023
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

Anthony McPartlin August 15, 2023
Clari’s acqusition of Groove cements the convergence happening at the core of sales tech and is a milestone for the market.
Blog

Conversation Intelligence Is The Key To Unlocking Sales Productivity

Seth Marrs July 31, 2023
This blog describes how conversation intelligence solutions can reverse the seller productivity decline and increase win rates.
Blog

How B2B Companies Will Win The Competition For Growth

John Arnold July 25, 2023
The competition for growth is fiercer than ever for B2B companies. To win, marketing, product, and sales leaders need to build a growth engine based on three fundamentals that are also simple, powerful, challenging, and achievable.
Blog

Is Your Tech Stack Confusing Your Sellers? Help Is On The Way.

Seth Marrs June 26, 2023
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.
Blog

Digital Sales Rooms: Hype Or Reality?

Anne Slough May 4, 2023
Like other business innovations, digital sales rooms are not a magic wand. Learn what’s needed to capture the biggest benefits — and learn more at B2B Summit North America.
Blog

CPQ: Empowering Buyers To Buy With Omnichannel Sales

Robert Muñoz March 30, 2023
Learn how your organization can leverage CPQ solutions to win, retain, and grow customers, This blog will highlight trends uncovered during research for The Configure, Price, Quote Solutions Landscape, Q1 2023.
Blog

Disruptive Innovation Is Shaking Up The Sales Performance Management Technology Category

Seth Marrs March 21, 2023
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.
Blog

Beyond The Hype Of Generative AI For Users Of Sales Tech

Seth Marrs March 20, 2023
This blog provides an overview of what generative AI is — and what it is not — for B2B sales organizations.
Blog

Is Your Revenue Tech Strategy Beach-Ready?

Anthony McPartlin March 17, 2023
Despite heavy investment in tech, many B2B organizations struggle to show related business impact due to implementation, integration, and adoption issues. It’s time for revenue technology management to be elevated as a strategic capability to drive sustainable business value from tech.
Blog

Sales Content Solutions: A Lid For Every Pot

Kathleen Pierce March 9, 2023
The Forrester Wave™: Sales Content Solutions, Q4 2022, revealed a market that has radically expanded its capabilities, truly providing a lid for every pot. Modern sales content solutions (SCS) are multifaceted, highly integrated keystones of the sales/marketing tech stack and are table stakes for most companies past the startup stage. Providers are focusing their innovation […]
Blog

Sales Technology: Saturated To Simplified

Steve Silver March 7, 2023
Maximizing value from sales technology is more important than ever while budgets are lean and the economy continues to waver. Explore findings from our recent Tech Tide and what they mean for sales leaders.
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Why Aren’t There More Enablement Help Desks?

Peter Ostrow March 6, 2023
What does a help desk, or similar functionality, look like for enablement teams?
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Leverage Data In Your Sales Strategy To Win 2023

Alex Schanne February 23, 2023
Attention, sales leaders! In case you missed it, to win in 2023, your reps must leverage digital selling tactics and listen to buyer signals. Today’s buyer is empowered and increasingly reliant on self-discovery through digital experiences. Sales leaders need to adapt fast to win, retain, and grow revenue in this increasingly turbulent market, but the […]
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Navigating The Economic Headwinds Of 2023

Anne Slough February 21, 2023
The inability to sell in person during the pandemic gave rise to the perception that we needed more meetings and emails — taking away from direct selling time. As we’ve moved past the pandemic, learn what our data is telling us about where sales reps are spending their time now.
Blog

Time To Track Sellers Like Athletes

Seth Marrs January 16, 2023
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 […]
Blog

A Sales Performance End-Of-Year Review — Forrester’s SPM Landscape Can Help

Robert Muñoz December 22, 2022
Congratulations on making it through another turbulent year! As we toast our glasses to hopes of new opportunities and growth in 2023, it’s important to take some time to review what we’ve learned through the year and adapt to changes that are unfolding into the new year. This was an important year of discovery as […]
Blog

What’s Next For Sales Intelligence Solutions?

Anne Slough December 20, 2022
(Part two of a two-part series) Sales intelligence, in concept and in practice, has experienced a significant evolution (see part one of this blog series). Today’s sales intelligence providers give insight into buyer behaviors and provide data to salespeople. This helps sales professionals identify, analyze, present, and utilize data to increase win rates for acquisition, […]
Blog

The Future Of Account-Based Selling Technology

Steve Silver December 19, 2022
When properly selected and implemented, account-based selling solutions deepen teams’ understanding of key accounts. Sellers can then focus on winnable deals, increase average deal value, and maximize customer lifetime value.
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