Report

New Tech: Account-Based Sales Technologies, Q1 2022

Forrester’s Landscape Overview Of 19 Providers

January 13th, 2022
With contributors:
Seth Marrs, Steve Silver, Marcel Bourre, Robin Whiting

Summary

Account-based selling technologies are streamlining the manual, labor-intensive process of assigning sales resources to specific companies or accounts in place of traditional geographic territories. The shift to account-based selling has been fraught with data and insight gaps for years, but as technologies have matured and grown in complexity, the ability to capture account data has made the process less administrative, more collaborative and increasingly insight driven. Sales and sales operations leaders should use this report to understand the capabilities of emerging vendors within major segments of the account-based selling market and to inform their technology strategies.

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