Across all types of businesses, sales executives are making a difficult transition from driving an effective sales process to being effective within the customer’s buying process. SMAC, (social, mobile, analytics, cloud) has altered the traditional B2B sales engagement, empowering buyers with more information, more insights and more options than ever before. The result is B2B buyers now expect an immediate, seamless, 24/7 customer experience tailored specifically to their needs.

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 Jake Braly, VP of Marketing for Highspot.

Nancy: Why does the industry need your solution?

Jake: Today’s consumers are digitally empowered to evaluate B2B purchases on their own. They’ve become accustomed to a buying experience that they can control – one where they determine how much or how little support and interaction they want from a salesperson.

Recently, I did an hour and a half long demonstration of our CRM software, PipelineDeals. By all standards, software demonstrations should be short and to the point. The longer you talk through your platform, your message gets diluted, bugs inevitably crop up, and eyes (or ears) glaze over. They should most certainly NOT be an hour and a half long – that’s three times as long as my target time for most demos.

The demo drug on because the prospect kept pushing back; he was from the old-school and thought CRM software was too much work. Too much data entry, it’s a pain in the butt, and his salespeople didn’t need it! He didn’t know anyone that thought much of that new-fangled software, but his employees kept bugging him about it.

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 Oleg Campbell, CEO & Founder of Reply.

Nancy: Why does the industry need your solution?

Oleg: It all started when I saw an opportunity in our audience pain (among sales & recruiting professionals, media outreach specialists, business developers, etc.). The first major issue they faced was the need to constantly follow up with prospects that didn’t respond to their message, not to waste the opportunity.

We’ve just announced the Top Marketing Tools of 2017 (TMT) Guide. Why should Sales leaders care? Because the marketing tools we recognize directly support the generation of revenue. In other words, Sales organizations are the beneficiaries.

This year, we’ve scoured the market for technology that falls into six key categories:

1- ABM (Account Based Marketing)
2- Customer Engagement
3- Customer Experience
4- Customer Journey
5- Top of Funnel
6- Specialized Solutions

29 solutions in total… Something for everyone!

Every sales leader is continuously searching for top sales people. They are evaluating talent looking for a demonstrated track record in closing big deals, ability to manage relationships, enterprise credibility and more.

While these traits and experience are important to individual hiring decisions, the profile of the overall team is often overlooked and team diversity is usually an after thought.

However, there is increasing evidence to suggest that diversity in teams and organizations may be a key indicator of sales success.

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 David Keane, Co-Founder & CEO of Bigtincan.

Nancy: Why does the industry need your solution?

David: According to analyst firm CSO Insights, only 58% of sales people achieve their sales quota. This is a problem that puts pressure on sales people around the world to win more deals and be more effective and efficient with their time every day.

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.