With this week’s announcement of a professional league for Esports, it’s time to recognize what great salespeople have known all along. Sales is a sport. Think about it. We love to watch others optimize a process to achieve a goal, whether physical or mental. Just like a sports team, great sales teams are built with an obsessive focus on stats and success metrics. Sales needs the right players, and those players need the right tools. Closing the deal involves a playbook of emails, phone calls, social outreach, or, gasp, in-person meetings. Just as sports has been “Moneyball-ed”, sales is being scrutinized in new ways to arbitrage the best people and tools.

In this series, we ask tech executives to describe the why and how of their solution. We call it Sales Tech Simplified.
This week I interview Steve Preston, CMO at Qstream.

Nancy: Why does the industry need your solution?

Steve: Qstream is giving sales leaders the tools, and the data they need to measure and improve proficiency at scale, while continually reinforcing critical knowledge and skills in a way reps love – in just minutes a day, via their mobile device. Sales leaders simply can’t accomplish this using traditional tools like Learning Management Systems that track course completion rates or assess a one-time test.

In today’s big data business world, sales reps often find themselves drowning in sales data and reports, rather than data improving their efficiency and effectiveness in selling.

This is especially true for sales people who manage a large book of business and large product portfolios: the larger their account or product list, the larger the data sets to review and report on, and the less time they have to focus on growing and retaining every customer account.

The Sales Tech space has grown dramatically as evidenced by the publication of our 2017 Sales Tech Landscape with 500 solutions. The buzz words for the year were predictive analytics, AI, ABM, ABS, and Coaching. Here are some of Smart Selling Tools stats for 2017:

– Published over 100 articles on our blog
– Hosted 17 of our own webinars and participated in about a dozen others
– Recorded 39 Sales Software video reviews

Today’s buyer’s journey is very different. Instead of a serial progression from marketing to sales, buyers interact with both marketing and sales throughout the buyer’s journey. We see this with the advent of of social selling as well as the proliferation of digital content.

However, even with the increased touch points, according to a Gallup poll, only 29% of buyers feel fully engaged in the sales process. While traditionally engagement has been a marketing metric, we as sales leaders can no longer afford to ignore emotional engagement as an important driver of sales.

Until recently, a sales person’s toolkit included email, phone, maybe even some type of screen share technology. Meanwhile, marketing technology outpaced sales years ago: Since the early 2000s, marketing professionals have enjoyed things like website optimization tools, A/B testing, detailed performance statistics, and advanced lead scoring products. But thanks to technology slowly moving to the cloud, many more sales teams can more easily track and analyze the data in their phone and email systems — and make more informed decisions.

This week I interview Alan Greenhalgh, Chief Product Officer of Vortini.

Nancy: Why does the industry need your solution?

Alan: We see a number of themes emerge with our customers and in the market more generally. We are constantly asked to demonstrate how they can improve efficiency and drive growth. Customers realize they have a wealth of information about the selling process but are yet to see business gains from it.

Just in time to get ready for a record-breaking 2018! The Top Sales Tools of 2017 Guide: Final Cut is where you’ll find the best sales tech for growing revenue. Use our Smart Selling Tools’ Guide to learn about innovative tools designed for any kind of seller.

You’ll find detailed information on top selling tools for:
– Account-Based Selling
– Sales Enablement & Engagement
– Sales Management, Coaching, & Training
– and more