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 Chris Rothstein, CEO of Groove.

Nancy: Why does the industry need your solution?

Chris: Sales teams currently don’t have much that helps them with the actual execution of their sales communication. They have a CRM to store basic information about their customers but nothing to actually help them understand what is working for them and how they can improve when engaging their customers.  

When you think of AI, you may be conjuring images of autonomous robots taking over the world.

Fortunately, there’s a long way to go before that happens. But AI already plays a big part in our lives, whether we realize it or not.

Have you ever gotten a ride from Uber or Lyft? Browsed recommendations on Netflix? Or checked your Facebook newsfeed? These types of personalized experiences are just a few examples of AI-powered technology.

With the staggering amount of online data being collected, many companies are already leveraging artificial intelligence to understand customer behavior and preferences.

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 Amy Chang, Founder & CEO of Accompany.

Nancy: Why does the industry need your solution?

Amy: Accompany eliminates manual research and helps sales professionals prepare for sales calls in an instant. We increase sales effectiveness by equipping each sales person with the unique insights to increase conversion and win rates. Our proprietary data platform continuously scours billions of pages to provide the relevant triggers sales teams need to uncover more qualified leads, close a deal, or find expansion opportunities.

When most people picture a successful salesperson, they often think of ‘the closer’ – the one celebrating the big deal coming in, money showering down, and gongs going off.

These folks, particularly in enterprise companies, are often called Account Executives (AE). They manage the account, ultimately building and owning the relationship, then closing deals.

Ever since the switch to ‘inside sales’ became the dominant way to initiate deals –  over the phone and over email – it’s been the role of sales development representatives to start but not finish the process. Once a lead is qualified, it turns to the AE to make it happen.

This week I interview Pete McChrystal, President & CEO of Accent Technologies.

Nancy: Why does the industry need your solution?

Pete: Most every sales team wants to improve sales productivity, and this is exactly what Accent’s sales enablement solution does. It’s like having a good sales assistant with you all the time.

Accent helps sales teams sell more efficiently in several ways. We reduce the time reps spend locating and customizing content and materials for buyers, and reduce the manual CRM data entry reps love so much—giving them more time to sell.

Something watches your every move. It casts a dark, deceptive, and often destructive, shadow upon each and every salesperson as they go about their day. It threatens to wreak havoc in the most insidious and unexpected ways.

It is the perfect ally to have on your side, but it often stands as a formidable and unforgiving adversary. It cannot be bought or owned, yet it is yours to use as you like.

Learn the best way to identify and prioritize your challenges using a framework I call the Revenue Hierarchy. You’ll walk away from this webinar with a workbook that includes checklists so you’ll have what you need to do this on your own.

The second thing I’ll cover in the webinar is the Sales Stack Maturity model, a tool to see where you stand with respect to technology compared to others with similar challenges. It’s a meter of sorts that tells you the next best technology step in your path to solving those challenges.

74% of companies are spending more on enablement efforts than they did last year, but sales enablement teams are struggling to quantify the value of on-boarding and training efforts and identify what activities have the highest impact on rep productivity.

With average turnover at 30% per year, management is putting increasing pressure on HR and sales enablement to hire even more quickly and shorten onboarding time so reps can get into the field and start selling.

Let’s face it: Google AdWords is expensive. Especially because “more leads” doesn’t necessarily mean “more sales” – unless you’re thinking the process through.

Even though the average cost per click is “only” $1-2, research from Wordstream found that even small businesses typically spend between $9,000-10,000 a month (more than $100,000 a year) on Adwords campaigns. Large companies like Amazon, State Farm and Lowe’s spend between $40 and $50 million each year – not to mention that popular keywords can cost upwards of $50 per click.