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.
Insights
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Salesforce Debuts New High-End Editions For Sales And Service
As Salesforce quietly debuts a new tier to customers, the advice for buyers is simple: do the math. Learn more in this post.
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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.
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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.
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How B2B Companies Will Win The Competition For Growth
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.
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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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Digital Sales Rooms: Hype Or Reality?
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.
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CPQ: Empowering Buyers To Buy With Omnichannel Sales
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.
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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.
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Is Your Revenue Tech Strategy Beach-Ready?
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.
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Sales Content Solutions: A Lid For Every Pot
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 […]
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Sales Technology: Saturated To Simplified
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?
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
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
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.
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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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A Sales Performance End-Of-Year Review — Forrester’s SPM Landscape Can Help
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 […]
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What’s Next For Sales Intelligence Solutions?
(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, […]
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The Future Of Account-Based Selling Technology
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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