Best Practice Report

Enabling B2B Interaction Visibility In A Converging Sales Tech Landscape

Clearing The Fog Of Sales Tech To Close The Buyer Insights Gap

June 14th, 2021
Anthony McPartlin, Principal Analyst
Anthony McPartlin Principal Analyst
With contributors:
Steve Silver , Robin Whiting

Summary

In the new normal, digital tracking of buyer and seller interactions is the only game in town. Buyer orchestration and sales forecasting require robust insights into what interactions are taking place, with whom, and whether interactions are progressing deals. Without this insight, organizations are blindfolded, relying on reps to manually track activity. Sales leaders seeking to address this gap may use three sales tech categories that automate the tracking of human interactions with buyers. In this report, we define sales technology options for tracking human interactions with buyers and recommend approaches for determining technology prioritization.

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