This week I interview Joe Andrews, VP of Product & Solution Marketing for InsideView. Connect with him on LinkedIn or Twitter.

Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Joe: InsideView helps B2B companies drive rapid growth by empowering business leaders to quickly and confidently make go-to-market decisions. Below are a few ways we help sales organizations:

1.) Go-to-market – As the market shifts from volume-based to targeted sales and marketing strategies like ABM, InsideView helps organizations identify new market opportunities, align sales and marketing execution, and optimize revenue performance. With InsideView, companies have a single source of truth to understand their Ideal Customer Profile (ICP), build their Total Addressable Market (TAM) and pinpoint who they should target.

For many sales and marketing teams, discovering an in-month deal requires a whole lot of luck. But we know in B2B, luck isn’t a scalable tactic. Traditional demand generation methods just aren’t cutting it anymore. A marketing team judges how qualified a lead is based on engagement alone; a sales team takes that lead and discovers it isn’t a fit at all. What happens next is predictable: marketers and sales professionals lose trust in one another. Meanwhile, the pressure to meet targets doesn’t go away—it grows.

Many modern B2B companies select their target account tiers using fit data from a data intelligence solution, and engagement data from their marketing automation solution. This combination is a good start, but there’s one problem with the engagement data: prospects have to come to you. Your marketing automation misses all the high-fit accounts who have performed hundreds of hours of research, but have spent zero time on your website. This research data, known as Intent data, combined with the recency of the action reveals the full picture of a sales ready lead.

The line between consumer buying behavior and business buying behavior isn’t blurred. It’s now nonexistent.

Consumer-oriented companies such as Amazon and Airbnb have set a high bar for more informed, highly-personalized buying experiences. These expectations have quickly carried over into the world of business buying. Personalization from sales is no longer just “desired” by modern buyers — it’s required.

The challenge is that–on the sales side–it’s often not easy to do personalization well, if at all. In order to personalize selling engagements properly, the stars have to align across:

Relevance: Does this message resonate with the unique characteristics of the buyer?
Timeliness: Is this currently top-of-mind with the buyer?
Being Right: Do you actually know the buyer? The data on the buyer’s demographics, interests and personal goals better be right.

So, what’s realistic and achievable when it comes to personalization in sales?

In late 2017, we went to field with our first annual Sales Stack Benchmark Survey to identify which are the most commonly used sales technologies, and which are being considered most for the year ahead, among other things. Our aim was to get a clear view of what a typical sales stack looks like and how it will evolve over time.

A sales stack is a collection of software solutions that support a sales organization’s efforts to generate revenue.

This week I interview Jill Carpenter, VP of Marketing for Cirrus Insight.

Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Jill: Cirrus Insight offers a platform of sales enablement productivity solutions, including Salesforce integration, Meeting Scheduling, Attachment Tracking, Drip Campaigns, and Email Automation. Sales organizations are sophisticated consumers of operational tech. Sales teams that integrate Cirrus into their workflow see faster conversion of prospects into customers.

The top 3 ways Cirrus Insight is a game-changer:

1.) Email Tracking: Teams know when customers open emails, so follow-up is fast.

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. Like a lot of presales leaders, he was in a resource crunch, being asked to more with less. He had a mandate to decrease costs to improve profitability by increasing margins. At the same time, he was seeing a jump in requests for demos as his qualified prospect pool was increasing.

What did he do? He turned to Demo Automation.

Demo Automation might be an effective solution for you if you’re struggling with similar challenges, including:

Trying to keep up with the number of demos requested by prospects.

Seeing your demo resources stay stagnant or even shrink all while your sales teams and prospect pools are growing.

This week I interview Larry Warnock, CEO and President of Olono.

Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Larry: Today’s sales reps and sales leaders are drowning in data, tools, and processes. And as a result, they are spending more time entering, tracking and updating systems and reports than actually selling. This is where Olono “changes the game.” With Olono sales professionals can:

Eliminate manual data entry and boost CRM data accuracy by automatically capturing sales details from email, calendars, web traffic, and other sales tools (70+ integrations available). Yes, I said it, no more data entry for reps.

Improve pipeline visibility with a complete, real-time view of opportunity/account health from multiple data sources, presented in a single screen.

This week I interview Brendan Cournoyer, VP of Marketing for Brainshark. Connect with him on Twitter or LinkedIn.

Nancy: What are the top 3 ways your solution changes the game for a sales organization?

Brendan:Brainshark provides a comprehensive platform for sales enablement and readiness. We help sales organizations in a number of ways, the first I would highlight is:

Answering the question, ‘Are your sales reps ready?’: This might sound simple, but it’s amazing how many organizations struggle to answer this question. Every company provides some form of sales training. But confirming that a seller has reviewed a training course and knowing whether they can actually demonstrate mastery of that material when it counts are two different things. Brainshark elevates sales training by providing tools, assessments, and dashboards that help our customers answer this question with confidence.

The fourth industrial revolution is upon us. Connectivity, data, and processing power have come together to make disruptive technologies like artificial intelligence possible. While we are just scratching the surface on what we can do with AI, we’re seeing more and more companies begin to offer specialized AI applications.

Conversational AI is one type of specialized AI that has gained quite a bit of traction in recent years. What exactly is conversational AI? Some people may know it in the form of Amazon’s Alexa, and Apple’s Siri. While these are more commonly known use cases, conversational AI is also being leveraged by companies to optimize business processes.

An integral part of conversational AI is Natural Language Understanding (NLU) and Natural Language Generation (NLG). According to Conversica Chief Scientist, Dr. Sid Reddy, this entails having a system that can precisely classify intents and entities.