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RESEARCH FOUND AVERAGE B2BWIN RATES OF 41%..PG2

UNCOVER THETOTAL REVENUE POTENTIAL..PG 5

YOUR GPS FOR SALES - GUIDING REPS TO CLOSE..PG 3

DEMONSTRATE MASTERY OFKEY MESSAGES..PG 7

game chang ingadjective

having a big effect on the conditions in an area such as business:“New technology can create a game-changing shift in a market.”

There have never been as many game-changing sales technologies as there are today. These game changers can help you sell more, in less time, at the right price, and with fewer salespeople. What we call the 4 Golden Goals of sales organizations.

In our 2018 Sales Tech Game Changers series, we ask Executives several questions about how their solution can change a sales organization in a significant way.

The first question is perhaps the most important, “What are the top 3 ways your solution changes the game for a sales organization?”

In a glance, you can see how 9 executives answered that question. From Adobe Sign to SAVO.

So, what are some these game-changing solutions? Read on to see.

SALES TECH GAME CHANGERS

FOUNDER

Outside In’s solutions will help salespeople to improve productivity, identify risks, lift win rates, shorten sales cycles, and improve transparency.

1. Salespeople can be over 50% more productive when building and refreshing account plans. By building them natively in Salesforce, and not using off-line documents, the need for double-keying is reduced. Adding to data already captured and structuring this in a useful planning approach for accounts and opportunities will make things simple for sales people.

2. Assessments are too frequently done through ‘rose tinted glasses’ and teams fail to see what’s right in front of them. Our tools help salespeople to objectively assess their position on a deal or account and in the process spot the risks and gaps that could lead to loss.

3. In our last research we found that average B2B win rates were 41%, with many under 20%. Sales teams are wasting effort chasing down deals that are ‘unwinnable’. DealSheet helps salespeople to quickly qualify and score opportunities, highlighting risks and supporting better pursuit choices. Building the right strategy for each opportunity focused on winnable deals will improve win rates, reduce pipeline slippage, and help to raise the accuracy of the forecast.

4. Only 18% of B2B companies we asked recently were happy with the quality of their account strategies for their most important customers. AccountPlan helps salespeople to accelerate their engagement strategy and DealSheet creates a focused deal strategy that can help to shorten sales cycles. Both tools use a focused assessment approach, clear goals, and tracked activities to focus team efforts.

5. Salespeople and their managers do not always see where to focus their activity, but using simple reports and dashboards they can measure, monitor, and compare the performance of a portfolio of accounts and opportunities.

GARRY MANSFIELD

While OpsPanda is not necessarily designed to help salespeople as individuals do their jobs better it is designed to help Sales Leadership and Sales Operations to better optimize their sales force which results in better performance by the individual reps. For example, having the right number of sales reps with the right skills in their territories enables reps to maximize individual performance while also increasing the overall productivity of the team. Also understanding what to expect from sales reps and when enables meaningful manager/rep conversations about development and performance.

1. Enables sales leadership to truly understand their coverage and capacity models

2. Provides the data and analytics to allow sales leadership to make better management decisions

3. Optimizes sales force to specifics of specific geographies or segmentations

4. Deeply understand the cost of attrition and the time to performance for new hires

5. Truly understand the effectiveness of your sales enablement efforts

JON KONDO

CO-FOUNDER & CEO

Olono is your GPS for sales. It guides reps to their destination: the close, even if they run into a hurdle and get off track, because Olono understands every activity and signal that has occurred and can predict what’s ahead. The solution quickly gets them back on the route to success. Reps still drive the deal, but Olono is their map and assistant.Olono means:

1. Real-time, automated logging of sales activities in Salesforce.

2. Ensure reps are following sales playbooks.

3. Know what sales activities are working, and what’s not.

4.Understand activity cadence by deal and rep; know exactly which deals are progressing as well as those that are stalled.

5. Find hidden information from across your sales stack with a single search.

LARRY WARNOCK

CEO & PRESIDENT

CEO

The wealth of account data that is either publicly available or can be purchased by premium data providers provides a treasure trove of insight into the buying intentions within accounts. Rather than largely relying on guess work or instinct to engage with buyers, this data, if organized correctly, can be used to massively accelerate time to value for sales people by helping them understand what buyers are interested in and how best to engage with them, much earlier than previously possible.

1. Through ‘intent’ data analysis in the Agent3 platform, sales users can now understand where the most relevant buying signals are within their key and named accounts, allowing them to efficiently target those accounts as priorities and thus accelerate their time to quota.

2. Through monitoring ‘intent’ data within the Agent3 platform, sales users can now understand how their own engagement efforts are faring versus possible competitors, allowing them to change sales strategies and tactics in real time.

3. Through having a single, shared view of an account via the Agent3 platform, the sales user can now work much more collaboratively with sales colleagues and also marketing colleagues to quickly determine sales (and marketing engagement) to drive pipeline velocity.

4. Through social sharing functionality within the Agent3 platform, the sales user can now use the insights that they gain on their target accounts to build engagement with individual prospects very easily through social channels.

5. Through the aggregation of all news about particular accounts, pertinent to their own sales portfolio, the Agent3 platform allows sales users to be ‘situationally fluent’ about what is happening within their key and named accounts, therefore saving significant time on account research.

CLIVE ARMITAGE

SENIOR VP OF SALES

Zilliant IQ helps you maximize the immediate value of every transaction and the lifetime value of every customer. Here are the top five things salespeople can do thanks to Zilliant IQ:

1. Understand every customer and their needs like your best customers, while being highly productive and focused on the best opportunities.

2. Uncover the total revenue potential of every customer and create customer-specific action plans that you can close to hit your numbers.

3. Identify and win growth opportunities across your entire customer base through upsell, cross-sell, and pricing opportunities.

4. Avoid losing business due to customers leaving or purchasing from competitors with proactive customer retention and product churn alerts.

5. Price every customer, product, and transaction optimally to win business and grow profits accurately, quickly, and consistently.

GREG HOWE

VP OF MARKETING

Cirrus Insight saves sales teams time and provides a way to share best practices across team members.

1. Save Time: Integrate Lead, Contact, Case, or Opportunity data directly from your inbox into Salesforce.

2. Streamline the Sales Tech Stack: Work in your inbox with a single suite of solutions including email scheduling and tracking rather than having to deploy and connect individual solutions to each pain point.

3. Accelerate Direct Engagement With Prospects: Schedule and confirm meetings with just an email. Or provide branded email calendars for customers to select a time to meet.

4. Share and Track Sales Collateral: Use attachment tracking to determine high performing pieces of content and know when prospects read high converting pages.

5. Up-level the Quality of the Sales Team: Teams that implement Cirrus are able to measure and share best practices, thereby getting from awareness to order faster

JILL CARPENTER

Seismic makes sellers more productive, and it does so by:

1. Providing all the content they need, whenever and wherever they need it. Seismic centralizing all sales collateral into one area, and then automatically distributes it to other tools where sellers spend most of their time, such as in their CRM, their email client, or their mobile device.

2. Distributing only the most relevant content for a particular buyer. Through machine learning and advanced algorithms, Seismic distributes the right pieces of content to the seller based on a host of data, such as where the buyer is in the sales cycle, what industry or region they are in, and how other buyers in similar situations have engaged with content.

3. Offering the ability for sellers to automatically personalize content. Seismic’s dynamic content assembly technology is unique in the industry. It componentizes content so that sellers can quickly personalize materials, such as a pitchbook or client review, with the relevant information, data, and case studies that are most pertinent to that unique buyer.

4. Providing valuable buyer engagement data. With Seismic, sellers can see when a buyer has engaged with a piece of content in real-time, how long they engaged with it down to the page level, and whether they shared it with others, resulting in more productive and beneficial future conversations.

5. Increasing the value of content used in buyer interactions. Meanwhile, marketers and other content creators can measure how content performs in aggregate and make appropriate, intelligent improvements to it. The result is that content used by sellers is constantly improving.

JOHN RAGUIN

CMO

VP OF MARKETING

Brainshark improves sales enablement and readiness for sales organizations in a number of key ways:

1. Create memorable, more engaging content: Brainshark doesn’t just help you manage your content and training, it also makes it easy to create video-based learning assets yourself – and do it quickly. You can add narration to PowerPoints and other files, pro-duce webcam or screen recording videos, add interactive elements like quizzes, polls and attachments, and a lot more – it provides a lot of flexibility for sales enablement leaders.

2. Provide fast, easy access to training material and other sales resources: Again, we believe in the importance of enabling sellers when, where, and how they work. With Brainshark you can provide formal learning paths or make content available anytime as need-ed, and reps can access it all quickly via Brainshark, our Mobile App, or integrated within the same systems they use every day, including CRMs like Salesforce or Dynamics 365.

3. Keep sellers on-point and on-message with video coaching: Brainshark enables video-based coaching, practice, and assess-ments to validate that sellers can demonstrate mastery of key mes-sages before they get in front of a buyer. Coaching activities can be assigned to teams and individuals, as formal courses and one-off assessments, and the top submissions can be saved as examples of what great looks like for others to learn from.

4. Elevate video coaching with machine analysis and scoring: Before a manager reviews a coaching video, Brainshark will provide auto-scores and feedback on the rep’s ability to cover key topics, speaking rate, emotions exhibited, and more.

5. Track the readiness progress for all teams and individuals: Visual dashboards make it easy to view the learning status for mul-tiples teams at once (from account executives to business develop-ment reps), and drill down to see how individuals are progressing through all their assigned courses and activities – creating a deeper understanding of who is truly ready to sell.

BRENDAN COURNEYOR