Enterprise Sales Tech
If you sell to key accounts and/or your opportunities are high-value, you will want to strongly consider these solutions. These solutions provide for internal collaboration, planning, documentation, and execution to penetrate and expand within accounts and win more opportunities. Think of these as platforms for operationalizing revenue growth.
Typical features may include:
Product penetration or white-space analysis
Assignment of responsibilities and tracking outcome
These solutions incorporate AI and machine learning to identify the best next actions for each deal in the pipeline. It’s tough for salespeople to keep up with hundreds or thousands of moving parts. Each opportunity requires different activities at different stages with different people. These solutions tell sellers and managers which activities and actions are required and when to get repeatable, predictable.
AI-powered recommendations and playbooks
Automatic logging of deal activity into CRM
Analysis of recorded conversations
Identification of “next-step” best actions
Predicting risk in the forecast
Providing a way to search and find information and resources needed to move deals forward. These solutions put relevant information on customers, deals, products, competitors and activities into one searchable view. Share files, make calls, ask questions, find answers to keep your sales team productive.
Look for features like:
Channels or topic views
Access to relevant content
Voice and video calls
These solutions make it possible to leverage the voice of your customer at all stages of the sales cycle without over-using any one customer. The process includes recruiting, logging which activities each customer is willing to participate in and how often, and giving sellers access to the right reference customer for each deal no matter the stage.
Look for features such as:
Customer reference lead generation,
Reference activities performed
Customer rewards and metrics
These solutions are for sharing information and collaborating with prospects on their own personalized, private, web page (portal). Rather than – or in addition to – emailing content, the content is curated into the prospect’s private collection. No need for prospects to search for attachments and text links buried across multiple emails. Content can include contracts and proposals, videos, collateral, anything that is relevant to the deal. This is the new, modern way of communicating with prospects that improves the prospects buying experience. It also helps sellers identify members of the buying team and to understand each of their interests.
Typical functionality includes:
Posting content to a shared, private space
Collaboration via chat or email
Ability to forward invitations to other buying team members
Presales is an important function in many sales organizations. Sometimes its referred to as Technical Sales or Sales Engineers. This emerging category is specifically for executing on Proof of Concepts, pilots, and mutual action plans. See also Demos and Presales Management categories.
POC dashboard with health and POC data
Scope collaboration and definition (including mutual action plans)
POC collaboration with the prospect
These solutions allow your sellers to quickly and easily quantify the economic impact to the customer. These tools can be used at any stage of the customer journey, including renewal time. Typically they include the ability to present various hypothesis and use-cases that are then translated into economic benefit.
Functionality may include:
Web ROI calculator tools
Value realization tools
Value summary documents
Industry metrics research and comparison