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

Five Standout Features Of Real-Time Revenue Execution Providers

Seth Marrs June 11, 2024
Real-time revenue execution platform vendors have built important features that enable companies to improve revenue outcomes. After evaluating the top vendors in this category, five features stood out.
Blog

Focus On Customer Value To Deliver B2B Customer Growth

Steve Silver May 14, 2024
Last week, I presented at my 10th, and final, Forrester B2B Summit North America. I say final not because the event is ending but because I’m retiring from Forrester in June of this year. One of my sessions introduced the Forrester Customer-Led Sales Growth Model, which was a perfect way to summarize my views on […]
Blog

Customer Success Platform Consolidation Reflects Market Dynamism

Shari Srebnick February 28, 2024
Customer success platform vendors Totango and Catalyst have announced plans to merge. Is this the start of an acquisition trend in the space? Find out more in this analysis.
Blog

What Salesloft’s Acquisition Of Drift Means

Seth Marrs February 13, 2024
Salesloft’s acquisition of Drift is a first step into marketing technology for sales tech vendors.
Blog

Understanding The Real-Time Revenue Execution Platform Landscape

Seth Marrs January 24, 2024
Real-time revenue execution platforms strengthen prospect identification and digital engagement while also providing capabilities that ensure the best buyer experience. Learn more about how they can improve business outcomes.
Blog

What I Learned About Sales Technology In 2023

Seth Marrs December 20, 2023
The past year was an exciting one for the sales technology market. Here are some of the highlights, along with a look ahead to 2024.
Blog

What Google’s New Spam Protection Means For Sales And Marketing

Seth Marrs December 11, 2023
Learn more about the impending changes to Gmail and Yahoo spam rules, along with what you can do about it.

Supercharge Your APAC B2B Success — And Save $200

Register by June 28 to save $200 on B2B Summit APAC in Singapore. Access growth, revenue, alignment, sales, genAI, and product strategies to boost your brand success.

Blog

Salesforce Now Available On AWS Marketplace

Liz Herbert November 30, 2023
Salesforce and Amazon Web Services recently announced that Salesforce will be available on the AWS Marketplace. Learn some of the biggest implications for Salesforce customers.
Blog

Shift From Manual To Automated Account Planning To Deliver Results

Steve Silver November 13, 2023
I’ve been involved with account planning programs for over 30 years — first as a sales rep, then as a sales manager, then as a sales operations leader, and, finally, as an analyst and advisor. And in all that time, resistance by sellers to the process of creating and leveraging account plans remains high. Why? […]
Blog

Conversation Intelligence For B2B Revenue Drives AI-Generated B2B Insights

Seth Marrs October 31, 2023
The recent evaluation, The Forrester Wave™: Conversation Intelligence For B2B Revenue, Q4 2023, revealed trends that help customers understand what they should look for in providers when purchasing CI solutions.
Blog

An Overview Of The Current B2B Revenue Conversation Intelligence Landscape

Seth Marrs October 16, 2023
The COVID lockdown rapidly advanced the adoption of digital versus in-person communications, creating a significant demand for conversation intelligence (CI) solutions. CI solutions for B2B revenue allow sales teams to translate unstructured digital conversations into actionable 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.
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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.

Adapt To EMEA B2B Buyer Change — And Save £200

Register by July 19 to save £200 on B2B Summit EMEA in London. Discover how to adapt your marketing, sales, and product strategies for complex buyer scenarios, longer sales cycles, genAI, and more.

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.
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