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TRANSCRIPT
Finding Your Technological Path to Revenue Growth
2017 © Smart Selling Tools, Inc.
Sales Stack Maturity
Building Your
Sales Technology
Stack
Technology matters only to the
extent that it can help you improve
revenue performance.
Sell More. In Less Time.At the right Price. To the right End.
SALES TRANSFORMATION
With fewer Sales People.
2017 © Smart Selling Tools, Inc.2017 © Smart Selling Tools, Inc.
WHO TO SELL TO AND WHY
Account Targeting, Predictive ScoringWeb Visitor ID/Tracking
Web Lead Clipping
Email Reply Mining
Lead Referrals
Database Cleanse & Append Lead Lists/Building
Sales Personalization/Trigger Events/Social SellingInstalled Tech Stack
Presentation Creation
Specialized Mobile
Video Selling
Phone Dialers
Buyer Portals Online Meetings
Sales Enablement/Content Management Sales Prospecting & Engagement
HOW TO ENGAGE & WHEN
Outreach Email Workflow
AI Email Outreach
AI Note Taking
Tactile Selling
Scheduling
WHY THEY SHOULD BUY & FROM YOU
Value Selling & ROI
Reference Mgmt
Sales Process & Action Management
Buyer Consensus
Account & Opportunity Planning
WHAT TO DO TO CLOSEHOW TO UP/CROSS-SELL & RENEW
Proposal & Configure, Price, Quote (CPQ), Contract Life-Cycle Mgmt
Nancy Nardin’s Sales Technology Landscape 2017 Version 1.5
eSigning
Revenue Management
Renewal Management
Call-Back Web Lead Capture
Channel Management
Sales Outreach AI
Customer Engagement
Customer Experience & Success
Sales Forecasting & Reporting
HOW TO MANAGE, COMPENSATE, TRAIN, ONBOARD, REINFORCE, COACH
Skills Development and Reinforcement
Video Practice & Role Play
Sales Call Recording & Coaching
Gamification
Quota & Territory Management
Sales Compensation
Watch Video Reviews, See On-Demand Webinars, Read Informative Reports at www.smartsellingtools.com
Close to 500 tools to help
with Sales Transformation
2017 © Smart Selling Tools, Inc.2017 © Smart Selling Tools, Inc.
Who owns
responsibility for the
transformational Sales
technology stack?
2017 © Smart Selling Tools, Inc.2017 © Smart Selling Tools, Inc.
Sales programs
Employee Recognition
Sales processfunnel tracking
Events
Salesforce Training
Reporting
Recruitment
Tools
Sales support
Sales force deployment
CRM enhancement
Market insights
Sales Strategy
Organizational Effectiveness
Sales Planning
Analytics
Targeting
Sales performance
Contests
Sales Conference
Quota Analysis
Booking of Deals
LinkedIn Sales Operations: Job Descriptions Tools assessment is a small part
2017 © Smart Selling Tools, Inc.2017 © Smart Selling Tools, Inc.
Field Marketing
ContentSkills Development
People Management
Sales Knowledge
Tools
Certification
Solution Marketing
Channel Sales
Sales Strategy
Sales Planning
Training
Sales performance
Onboarding
Field Readiness
Sales Strategy
LinkedIn Sales Enablement: Job Descriptions Tools assessment is a small part
2017 © Smart Selling Tools, Inc.2017 © Smart Selling Tools, Inc.
Sales programs
Forecasting
Coaching
Sales Rep Development
Planning & Reporting
Develop & Grow Team
ToolsBudgeting
Generate Revenue Streams
Assign Territories Exceed Targets
Sales Strategy
Ensure Profitable Revenue
Sales Planning
Sales Hiring
Sales performance Contests
Quota Analysis
Improve Velocity
LinkedIn Sales VP: Job Descriptions Tools assessment is a small part
2017 © Smart Selling Tools, Inc.2017 © Smart Selling Tools, Inc.
Sales Leadership+ Sales Operations + Sales Enablement
Power to Transform
Who Takes the Lead at your Organization?(and is their coordination among groups)
2017 © Smart Selling Tools, Inc.
Sales Transformation
Stack
in Steps
2017 © Smart Selling Tools, Inc.
Step OneUnderstand the Hierarchy of
Revenue Needs TM
2017 © Smart Selling Tools, Inc.
WHO TO SELL TO
The Hierarchy ofRevenue Needs™
These are the basic needs requiredto increase revenue. And wheretechnology can help you sell morein less time, at the right price andto the right end.
Manage, Forecast, Analyze
Physiological
The Revenue Hierarchy
2017 © Smart Selling Tools, Inc.
WHO TO SELL TO
The Hierarchy ofRevenue Needs™
These are the basic needs requiredto increase revenue. And wheretechnology can help you sell morein less time, at the right price andto the right end.
Manage, Forecast, Analyze
Physiological
The Revenue Hierarchy
Safety WHEN & HOW TO ENGAGE
2017 © Smart Selling Tools, Inc.
WHO TO SELL TO
The Hierarchy ofRevenue Needs™
These are the basic needs requiredto increase revenue. And wheretechnology can help you sell morein less time, at the right price andto the right end.
Manage, Forecast, Analyze
Physiological
The Revenue Hierarchy
Safety WHEN & HOW TO ENGAGE
Social BelongingWHY BUY & FROM YOU
2017 © Smart Selling Tools, Inc.
WHO TO SELL TO
The Hierarchy ofRevenue Needs™
These are the basic needs requiredto increase revenue. And wheretechnology can help you sell morein less time, at the right price andto the right end.
Manage, Forecast, Analyze
Physiological
The Revenue Hierarchy
Safety WHEN & HOW TO ENGAGE
Social BelongingWHY BUY & FROM YOU
Esteem HOW TO CLOSE
2017 © Smart Selling Tools, Inc.
WHO TO SELL TO
The Hierarchy ofRevenue Needs™
These are the basic needs requiredto increase revenue. And wheretechnology can help you sell morein less time, at the right price andto the right end.
Manage, Forecast, Analyze
Physiological
The Revenue Hierarchy
Safety WHEN & HOW TO ENGAGE
Social BelongingWHY BUY & FROM YOU
Esteem HOW TO CLOSE
Self ActualizationHOW TO SELL MORE
Up/Cross-Sell & Renew
2017 © Smart Selling Tools, Inc.
WHO TO SELL TO
The Hierarchy ofRevenue Needs™
These are the basic needs requiredto increase revenue. And wheretechnology can help you sell morein less time, at the right price andto the right end.
Manage, Forecast, Analyze
Physiological
The Revenue Hierarchy
Safety WHEN & HOW TO ENGAGE
Social BelongingWHY BUY & FROM YOU
Esteem HOW TO CLOSE
Self ActualizationHOW TO SELL MORE
Up/Cross-Sell & Renew
Manage, Forecast, Analyze
Develop, Coach, Onboard, Motivate
2017 © Smart Selling Tools, Inc.
Review opportunities at each
Hierarchy level and check those where improvement is needed
Step Two
2017 © Smart Selling Tools, Inc.
Build prospect lists Determine ideal customer profile based on success Ensure high-level of lead follow-up Facilitate outreach through social networks Find email and phone contact data Identify connections to prospects within your network Increase call connect rates
Maintain and refresh database Map buyer political landscape Marry online inquiries to existing account records Prioritize prospects for optimized activity Respond to Leads quickly Route Leads to the ‘right’ person Score Leads and qualify them for sales Test & verify email addresses in database
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Who to Sell toDo salespeople have the technology neededto discover opportunities in the market,prioritize selling effort, target all decisioninfluencers, and maintain and grow yourdatabase?
2017 © Smart Selling Tools, Inc.
A/B or other message testing for sales rep emails Alert reps when sales steps or activities missed Auto Dial on phone numbers Automate email outreach Automatically log calls Build buyer Consensus Coordinate meeting times and schedules
Have instant online meetings Know optimal number of touch points Know what technology prospects use & when they change Know when prospects engage Know which content progresses deals Log emails, tasks, and opportunities through email client Nurture future opportunities
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Present, show product catalog, and capture leads Provide prospect-specific call scripts Record live calls Send email to a full list of prospects Send video email messages Share & Track Video demos Understand prospects' business and challenges
Create customized prospect or deal portals Create email/call sequencing workflows Create, Share, Customize email templates Define the sales process & specific steps Facilitate the online selection of content or products Facilitate the sending of swag, or other marketing assets Get email alerts/digests on key accounts & the market
When & How to EngageDo salespeople have the technology to build interest and momentum, to get prospects to engage (get emails opened and calls accepted), to know what works and why?
2017 © Smart Selling Tools, Inc.
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Align solutions with buyer challenges Auto recommend relevant content to buyers Auto recommend relevant content to salespeople Build buyer consensus Create customized prospect or deal portals Get alerts/digests on key accounts & market intelligence
Map buyer political landscape Plan account-specific strategies Quantify ROI and value Share & Track Video demos Understand prospects' business and challenges Share, access & collaborate on a knowledgebase
Why Buy, Why From YouDo salespeople have the technology neededto discover opportunities in the market,prioritize selling effort, target all decisioninfluencers, and maintain and grow yourdatabase?
2017 © Smart Selling Tools, Inc.
Collaborate on account activities & responsibilities Configure quotes and proposals Facilitate the online selection of content or products Get contracts signed electronically Identify referrals to help close deals Plan account-specific strategies Track and monitor changes in deal status (and causes) Track contract workflow Track signature status
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
How to Close the DealDo you have the technology to enable the sales rep to create contracts in real time, generate quotes, and capture signatures.
2017 © Smart Selling Tools, Inc.
Configure proposals with complimentary systems & solutions Create customized prospect or deal portals Map account white-space Measure customer satisfaction Nurture future opportunities Understand and monitor the delivery of purchased services
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Do salespeople have the technology to nurture current customers for up-sell and cross-sell purposes? Do they have the ability to map the white-space for their solutions within target accounts. And, do they have the ability to track customer satisfaction and fulfillment to secure a renewal?
What Else to Sell & How to Repeat
2017 © Smart Selling Tools, Inc.
Analyze activities to auto-assess deal probabilityAnalyze territories and assign to reps Analyze win/lossIdentify at-risk deals (and why) Identify where reps are spending time Judge forecasts on past and predictive analyticsRoll-up the forecast
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Know optimal number of touch points Know which content progresses deals Monitor & analyze pipeline velocity & underlying factors Quota planning, scenario analysis, & AdministrationTrack and monitor changes in deal status (and causes)Track Sales rep activity metrics
Sales Management, Analytics, Forecasting & Operations
Do you have the technology needed to roll-up the forecast quickly, dive deep into forecast movement, identify at-risk deals, coach the right people at the right time, and measure KPIs?
2017 © Smart Selling Tools, Inc.
Identify where reps are spending time Motivate sales performance and reward behavior Provide prospect-specific call scripts Quiz on, and reinforce skill-set and knowledge Role-play and feedback via video Track and monitor changes in deal status (and causes) Train salespeople on the use of internal sales technology
CHECK ALL ITEMS THAT ARE HOLDING YOU BACK
Skills Development,Coaching, Onboarding& Reinforcement
Do you have the technology to automate skill-set assessment,record and share best practice skills, onboard new reps to fullperformance quickly?
2017 © Smart Selling Tools, Inc.
Step ThreeReview the items you checked in step two and identify the hierarchy level to
focus first. See the Sales Stack Maturity Model for
technology ideas.
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead ScoringData Cleanse/Append
Phone & Email
Online Meeting
Meeting Schedulers
PowerPoint ®
Outreach Email Workflow
Sales Prospecting &
Engagement
Presentation Builders
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
PowerPoint® ROI CalculatorsBuyer Consensus
Value SellingReference Management Channel Management
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Spreadsheets CRMCustomer Experience
& SuccessCustomer Engagement
Revenue Management
Renewal Management
Spreadsheets CRMSales Compensation Planning
& Admin’
Forecast Analysis & Roll-
Up (machine-learning)Territory Management
Face-to-face Training Sales Portal
Skills Development &
Reinforcement,
Gamification,
Video Practice &
Role-Play
Sales Call Recording &
Coaching
Someone to Sell to
When & How To Engage
Why Buy & From You
How to Close
Up/Cross-Sell/Renew
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
Sales Stack Maturity Model
W ’ k y hr h h s
model on the following pages
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead ScoringData Cleanse/Append
Phone & Email
Online Meeting
Meeting Schedulers
PowerPoint ®
Outreach Email Workflow
Sales Prospecting &
Engagement
Presentation Builders
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
PowerPoint® ROI CalculatorsBuyer Consensus
Value SellingReference Management Channel Management
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Spreadsheets CRMCustomer Experience
& SuccessCustomer Engagement
Revenue Management
Renewal Management
Spreadsheets CRMSales Compensation Planning
& Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Sales Performance Mgmt
Territory Management
Face-to-face Training Sales Portal
Gamification,
Skills Development &
Reinforcement
Video Practice &
Role-Play
Sales Call Recording &
Coaching
When & How To Engage
Why Buy & From You
How to Close
Up/Cross-Sell/Renew
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
Sales Stack Maturity Model
Someone to Sell to
Hierarchy Levels on the Left
Maturity levels across the top
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead ScoringData Cleanse/Append
Phone & Email
Online Meeting
Meeting Schedulers
PowerPoint ®
Outreach Email Workflow
Sales Prospecting &
Engagement
Presentation Builders
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
PowerPoint® ROI CalculatorsBuyer Consensus
Value SellingReference Management Channel Management
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Spreadsheets CRMCustomer Experience
& SuccessCustomer Engagement
Revenue Management
Renewal Management
Spreadsheets CRMSales Compensation Planning
& Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Sales Performance Mgmt
Territory Management
Face-to-face Training Sales Portal
Gamification,
Skills Development &
Reinforcement
Video Practice &
Role-Play
Sales Call Recording &
Coaching
When & How To Engage
Why Buy & From You
How to Close
Up/Cross-Sell/Renew
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
Sales Stack Maturity Model
Someone to Sell to
Locate the tools you use now, to know your current belt level
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead ScoringData Cleanse/Append
Phone & Email
Online Meeting
Meeting Schedulers
PowerPoint ®
Outreach Email Workflow
Sales Prospecting &
Engagement
Presentation Builders
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
PowerPoint® ROI CalculatorsBuyer Consensus
Value SellingReference Management Channel Management
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Spreadsheets CRMCustomer Experience
& SuccessCustomer Engagement
Revenue Management
Renewal Management
Spreadsheets CRMSales Compensation Planning
& Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Sales Performance Mgmt
Territory Management
Face-to-face Training Sales Portal
Gamification,
Skills Development &
Reinforcement
Video Practice &
Role-Play
Sales Call Recording &
Coaching
When & How To Engage
Why Buy & From You
How to Close
Up/Cross-Sell/Renew
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
Sales Stack Maturity Model
Someone to Sell to
Locate the tools you use now, to know your current belt level
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead ScoringData Cleanse/Append
Phone & Email
Online Meeting
Meeting Schedulers
PowerPoint ®
Outreach Email Workflow
Sales Prospecting &
Engagement
Presentation Builders
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
PowerPoint® ROI CalculatorsBuyer Consensus
Value SellingReference Management Channel Management
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Spreadsheets CRMCustomer Experience
& SuccessCustomer Engagement
Revenue Management
Renewal Management
Spreadsheets CRMSales Compensation Planning
& Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Sales Performance Mgmt
Territory Management
Face-to-face Training Sales Portal
Gamification,
Skills Development &
Reinforcement
Video Practice &
Role-Play
Sales Call Recording &
Coaching
When & How To Engage
Why Buy & From You
How to Close
Up/Cross-Sell/Renew
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
Sales Stack Maturity Model
Someone to Sell to
Locate the tools you use now, to know your current belt level
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead ScoringData Cleanse/Append
Phone & Email
Online Meeting
Meeting Schedulers
PowerPoint ®
Outreach Email Workflow
Sales Prospecting &
Engagement
Presentation Builders
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
PowerPoint® ROI CalculatorsBuyer Consensus
Value SellingReference Management Channel Management
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Spreadsheets CRMCustomer Experience
& SuccessCustomer Engagement
Revenue Management
Renewal Management
Spreadsheets CRMSales Compensation Planning
& Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Sales Performance Mgmt
Territory Management
Face-to-face Training Sales Portal
Gamification,
Skills Development &
Reinforcement
Video Practice &
Role-Play
Sales Call Recording &
Coaching
When & How To Engage
Why Buy & From You
How to Close
Up/Cross-Sell/Renew
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
Sales Stack Maturity Model
Someone to Sell to
Purposefully blurred
Locate the tools you use now, to know your current belt level
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead ScoringData Cleanse/Append
Phone & Email
Online Meeting
Meeting Schedulers
PowerPoint ®
Outreach Email Workflow
Sales Prospecting &
Engagement
Presentation Builders
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
PowerPoint® ROI CalculatorsBuyer Consensus
Value SellingReference Management Channel Management
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Spreadsheets CRMCustomer Experience
& SuccessCustomer Engagement
Revenue Management
Renewal Management
Spreadsheets CRMSales Compensation Planning
& Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Sales Performance Mgmt
Territory Management
Face-to-face Training Sales Portal
Gamification,
Skills Development &
Reinforcement
Video Practice &
Role-Play
Sales Call Recording &
Coaching
When & How To Engage
Why Buy & From You
How to Close
Up/Cross-Sell/Renew
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
Sales Stack Maturity Model
Someone to Sell to
Purposefully blurredLocate the tools you use now, to know your current belt level
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead ScoringData Cleanse/Append
Phone & Email
Online Meeting
Meeting Schedulers
PowerPoint ®
Outreach Email Workflow
Sales Prospecting &
Engagement
Presentation Builders
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
PowerPoint® ROI CalculatorsBuyer Consensus
Value SellingReference Management Channel Management
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Spreadsheets CRMCustomer Experience
& SuccessCustomer Engagement
Revenue Management
Renewal Management
Spreadsheets CRMSales Compensation Planning
& Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Sales Performance Mgmt
Territory Management
Face-to-face Training Sales Portal
Gamification,
Skills Development &
Reinforcement
Video Practice &
Role-Play
Sales Call Recording &
Coaching
When & How To Engage
Why Buy & From You
How to Close
Up/Cross-Sell/Renew
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
Sales Stack Maturity Model
Someone to Sell to
Locate the tools you use now, to know your current belt level
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead ScoringData Cleanse/Append
Phone & Email
Online Meeting
Meeting Schedulers
PowerPoint ®
Outreach Email Workflow
Sales Prospecting &
Engagement
Presentation Builders
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
PowerPoint® ROI CalculatorsBuyer Consensus
Value SellingReference Management Channel Management
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Spreadsheets CRMCustomer Experience
& SuccessCustomer Engagement
Revenue Management
Renewal Management
Spreadsheets CRMSales Compensation Planning
& Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Sales Performance Mgmt
Territory Management
Face-to-face Training Sales Portal
Gamification,
Skills Development &
Reinforcement
Video Practice &
Role-Play
Sales Call Recording &
Coaching
When & How To Engage
Why Buy & From You
How to Close
Up/Cross-Sell/Renew
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
Sales Stack Maturity Model
Someone to Sell to
Locate the tools you use now, to know your current belt level
2017 © Smart Selling Tools, Inc.
Someone to Sell to
When & How To Engage
Why Buy & From You
How to Close
Up/Cross-Sell/Renew
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
Sales Stack Maturity Model
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead ScoringData Cleanse/Append
Phone & Email
Online Meeting
Meeting Schedulers
PowerPoint ®
Outreach Email Workflow
Sales Prospecting &
Engagement
Presentation Builders
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
PowerPoint® ROI CalculatorsBuyer Consensus
Value SellingReference Management Channel Management
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Spreadsheets CRMCustomer Experience
& SuccessCustomer Engagement
Revenue Management
Renewal Management
Spreadsheets CRMSales Compensation Planning
& Admin’
Forecast Analysis & Roll-
Up (machine-learning)Territory Management
Face-to-face Training Sales Portal
Skills Development &
Reinforcement,
Gamification
Video Practice &
Role-Play
Sales Call Recording &
Coaching
Typical Maturity levels in Yellow(lots of room for improvement)
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead ScoringData Cleanse/Append
Someone to Sell to
Sales Stack Maturity Model
L ’s f p k h v
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Instant look up from a
web page
Can often check and
verify multiple
sources
Sometimes has ability
to sync with CRM
Someone to Sell to & Why
Tech
Capabilities
Examples
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Instant look up from a
web page
Can often check and
verify multiple
sources
Sometimes has ability
to sync with CRM
Look up contacts and
accounts
Some have purchase
intent & install-base
Some offer relevant
content
Hot lead prioritization
Some work on any web
page (not just landing
pages)
Someone to Sell to & Why
Tech
Capabilities
Examples
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Instant look up from a
web page
Can often check and
verify multiple
sources
Sometimes has ability
to sync with CRM
Look up contacts and
accounts
Some have purchase
intent & install-base
Some offer relevant
content
Hot lead prioritization
Some work on any web
page (not just landing
pages)
Routing to available reps on
mobile or land-line
Return call in 25 sec
Improved website
conversion
Append data from email
signature lines
Discover new contacts from
OOO msg
Identify Sales Trigger Events
Someone to Sell to & Why
Tech
Capabilities
Examples
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead Scoring
Instant look up from a
web page
Can often check and
verify multiple
sources
Sometimes has ability
to sync with CRM
Look up contacts and
accounts
Some have purchase
intent & install-base
Some offer relevant
content
Hot lead prioritization
Some work on any web
page (not just landing
pages)
Routing to available reps
on mobile or land-line
Return call in 25 sec
Improved website
conversion
Append data from email
signature lines
Discover new contacts
from OOO msg
Changes in contact status
Similar Companies
Ideal Customer Profile
(ICP)
Score accounts &
prioritize
Identify Total
Addressable Market
(TAM)
Someone to Sell to & Why
Tech
Capabilities
Examples
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Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead ScoringData Cleanse/Append
Instant look up from a
web page
Can often check and
verify multiple
sources
Sometimes has ability
to sync with CRM
Look up contacts and
accounts
Some have purchase
intent & install-base
Some offer relevant
content
Hot lead prioritization
Some work on any web
page (not just landing
pages)
Routing to available reps
on mobile or land-line
Return call in 25 sec
Improved website
conversion
Append data from email
signature lines
Discover new contacts
from OOO msg
Changes in contact status
Similar Companies
Ideal Customer Profile
(ICP)
Score accounts &
prioritize
Identify Total
Addressable Market
(TAM)
Match Leads to
Accounts
De-Duplication
Normalize data (key
data fields used)
Enrich and Append
Data
Unify Data across
Marketing & Sales
Someone to Sell to & Why
Tech
Capabilities
Examples
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White Belt Blue Belt Purple Belt Brown Belt Black Belt
Phone & Email,
Online Meeting
More advanced give Personal Mtg URL’s and
don’t require downloading
Ability to share screen
Ability to record
Tech
Capabilities
Examples
When & How to Engage
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Phone & Email,
Online Meeting
Meeting Schedulers,
PowerPoint,®
Outreach Email Workflow
More advanced give Personal Mtg URL’s and
don’t require downloading
Ability to share screen
Ability to record
Personal links for prospects to select the best time
Add prospects to list and send personal one-to-many
campaigns
Set up sequences or cadences for automatic email
follow-through
Tech
Capabilities
Examples
When & How to Engage
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Phone & Email,
Online Meeting
Meeting Schedulers,
PowerPoint,®
Outreach Email Workflow
Sales Prospecting &
Engagement,
Presentation Builders
More advanced give Personal Mtg URL’s and
don’t require downloading
Ability to share screen
Ability to record
Personal links for prospects to select the best time
Add prospects to list and send personal one-to-many
campaigns
Set up sequences or cadences for automatic email
follow-through
For high velocity Selling
Tee’s up next calls with dialer capabilities
Often includes call scripts and email templates
Automatic Presentation creation
Some can insert key data from CRM and elsewhere to
personalize
Ability to track engagement
Tech
Capabilities
Examples
When & How to Engage
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White Belt Blue Belt Purple Belt Brown Belt Black Belt
Phone & Email,
Online Meeting
Meeting Schedulers,
PowerPoint,®
Outreach Email Workflow
Sales Prospecting &
Engagement,
Presentation Builders
Sales Enablement,
Video Selling,
Personalization/Social
Tactile Selling
More advanced give Personal Mtg URL’s and
don’t require downloading
Ability to share screen
Ability to record
Personal links for prospects to select the best time
Add prospects to list and send personal one-to-many
campaigns
Set up sequences or cadences for automatic email
follow-through
For high velocity Selling
Tee’s up next calls with dialer capabilities
Often includes call scripts and email templates
Automatic Presentation creation
Some can insert key data from CRM and elsewhere to
personalize
Ability to track engagement
Makes the right content readily available to sales
Some use machine learning to recommend
Using Webcam or smart phone
With engagement tracking
Ability to send & track swag to prospects
Tech
Capabilities
Examples
When & How to Engage
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White Belt Blue Belt Purple Belt Brown Belt Black Belt
Phone & Email,
Online Meeting
Meeting Schedulers,
PowerPoint,®
Outreach Email Workflow
Sales Prospecting &
Engagement,
Presentation Builders
Sales Enablement,
Video Selling,
Personalization/Social
Tactile Selling
AI Email Outreach,
Buyer Portals,
AI Mtg Note Taking
More advanced give Personal Mtg URL’s and
don’t require downloading
Ability to share screen
Ability to record
Personal links for prospects to select the best time
Add prospects to list and send personal one-to-many
campaigns
Set up sequences or cadences for automatic email
follow-through
For high velocity Selling
Tee’s up next calls with dialer capabilities
Often includes call scripts and email templates
Automatic Presentation creation
Some can insert key data from CRM and elsewhere to
personalize
Ability to track engagement
Makes the right content readily available to sales
Some use machine learning to recommend
Using Webcam or smart phone
With engagement tracking
Ability to send & track swag to prospects
Human-like lead outreach to increase sales efficiency
Customized landing pages with sales rep contact
details and personalized content
Some have interactive chat-like capability
Transcript service bot that “joins” each sales call
Tech
Capabilities
Examples
When & How to Engage
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White Belt Blue Belt Purple Belt Brown Belt Black Belt
PowerPoint,® Spreadsheet ROI Calculators
Interactive Tools that allow a salesperson or prospect
quantify ROI
Can be posted on websites and used for lead gen
Tech
Capabilities
Examples
Why Buy & From You
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White Belt Blue Belt Purple Belt Brown Belt Black Belt
PowerPoint,® Spreadsheet ROI Calculators Buyer Consensus,
Value Selling
Interactive Tools that allow a salesperson or prospect
quantify ROI
Can be posted on websites and used for lead gen
Identify & map buying team members & sentiment
Identify at-risk deals based on sentiment
Expected (& realized ROI)
Turn spreadsheets into sophisticated models
formatted for prospects
Quantify “do nothing” costs
Tech
Capabilities
Examples
Why Buy & From You
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PowerPoint,® Spreadsheet ROI Calculators Buyer Consensus,
Value SellingReference Management
Interactive Tools that allow a salesperson or prospect
quantify ROI
Can be posted on websites and used for lead gen
Identify & map buying team members & sentiment
Identify at-risk deals based on sentiment
Expected (& realized ROI)
Turn spreadsheets into sophisticated models
formatted for prospects
Quantify “do nothing” costs
Platform to manage customer reference
collections
Manage customer reference requests
including matching the right reference customers
Track & report revenue impacted by customer
references
Tech
Capabilities
Examples
Why Buy & From You
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
PowerPoint,® Spreadsheet ROI Calculators Buyer Consensus,
Value SellingReference Management Channel Management
Interactive Tools that allow a salesperson or prospect
quantify ROI
Can be posted on websites and used for lead gen
Identify & map buying team members & sentiment
Identify at-risk deals based on sentiment
Expected (& realized ROI)
Turn spreadsheets into sophisticated models
formatted for prospects
Quantify “do nothing” costs
Platform to manage customer reference
collections
Manage customer reference requests
including matching the right reference customers
Track & report revenue impacted by customer
references
Make branded content available to Resellers
Visibility into partner sales activity
Control messaging & brand
Some include self-help tools and training content
Some include collaboration
Tech
Capabilities
Examples
Why Buy & From You
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Spreadsheets
Documents Email
eSignatures
Proposal Creation
Send documents electronically for prospect to
sign from any device.
Some will automatically create the right signing fields based on proposal templates
Automatic creation based on CRM data
Can build with personalized branding and
Tech
Capabilities
Examples
How to Close
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Spreadsheets
Documents Email
eSignatures
Proposal CreationCPQ
Send documents electronically for prospect to
sign from any device.
Some will automatically create the right signing fields based on proposal templates
Automatic creation based on CRM data
Can build with personalized branding and
Ability to quote quickly from with CRM
Eliminates mistakes in product configuration
Prevents mispricing or adding unavailable items.
Some include guided selling
Usually for companies with hundreds of SKU’s
Tech
Capabilities
Examples
How to Close
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Spreadsheets
Documents Email
eSignatures
Proposal CreationCPQ
Account & Opportunity
Management
Send documents electronically for prospect to
sign from any device.
Some will automatically create the right signing fields based on proposal templates
Automatic creation based on CRM data
Can build with personalized branding and
Ability to quote quickly from with CRM
Eliminates mistakes in product configuration
Prevents mispricing or adding unavailable items.
Some include guided selling
Usually for companies with hundreds of SKU’s
White-Space Analysis to increase wallet-share
Sales Process Reinforcement
Complex deal planning and collaboration
Risk-Identification
Map capabilities to your customer’s requirements
Tech
Capabilities
Examples
How to Close
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Spreadsheets
Documents Email
eSignatures
Proposal CreationCPQ
Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Send documents electronically for prospect to
sign from any device.
Some will automatically create the right signing fields based on proposal templates
Automatic creation based on CRM data
Can build with personalized branding and
Ability to quote quickly from with CRM
Eliminates mistakes in product configuration
Prevents mispricing or adding unavailable items.
Some include guided selling
Usually for companies with hundreds of SKU’s
White-Space Analysis to increase wallet-share
Sales Process Reinforcement
Complex deal planning and collaboration
Risk-Identification
Map capabilities to your customer’s requirements
Workflow functionality to automate processes & tasks
Streamlines Sales activity management
Pre-approved templates
Approval & Signature Routing
Redlining Processes
Contract Repositories
Tech
Capabilities
Examples
How to Close
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Spreadsheets CRMCustomer Experience
& Success
Identify abnormal customer engagement patterns
Capture usage data and craft personalized messaging to
groups and individuals
Track patterns across products and departments
Develop a Success Plan to deliver value and plan for
expansion
Tech
Capabilities
Examples
Up/Cross-Sell & Renew
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Spreadsheets CRMCustomer Experience
& SuccessCustomer Engagement
Identify abnormal customer engagement patterns
Capture usage data and craft personalized messaging to
groups and individuals
Track patterns across products and departments
Develop a Success Plan to deliver value and plan for
expansion
360-degree view of your customers
Unified Customer Interaction Data
Automatic call tracking and logging
Tech
Capabilities
Examples
Up/Cross-Sell & Renew
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Spreadsheets CRMCustomer Experience
& SuccessCustomer Engagement
Revenue Management
Renewal Management
Identify abnormal customer engagement patterns
Capture usage data and craft personalized messaging to
groups and individuals
Track patterns across products and departments
Develop a Success Plan to deliver value and plan for
expansion
360-degree view of your customers
Unified Customer Interaction Data
Automatic call tracking and logging
Key Drivers affecting Revenue
Revenue Recognition Compliance
Revenue Allocation
Recurring Billing
Recurring Revenue
Subscription Management
Retention & Upgrade Analysis
Tech
Capabilities
Examples
Up/Cross-Sell & Renew
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Spreadsheets CRM Sales Compensation Planning
& Admin’
Tools to more easily design incentive plans
Manage complex configurations and formulas
Track and Manage Commissions
Many include Sales Rep portals
Easily spot inaccuracies
Tech
Capabilities
Examples
Management, Admin, Forecasting & Ops
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White Belt Blue Belt Purple Belt Brown Belt Black Belt
Spreadsheets CRM Sales Compensation Planning
& Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Tools to more easily design incentive plans
Manage complex configurations and formulas
Track and Manage Commissions
Many include Sales Rep portals
Easily spot inaccuracies
Real-time alerts on forecast changes (& why)
Automated, real-time roll-up for timely visibility
Deal Scoring prioritization
Deal specific coaching
Pipeline quality and velocity analysis
Tech
Capabilities
Examples
Management, Admin, Forecasting & Ops
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White Belt Blue Belt Purple Belt Brown Belt Black Belt
Spreadsheets CRM Sales Compensation Planning
& Admin’
Forecast Analysis & Roll-
Up (machine-learning)Territory Management
Tools to more easily design incentive plans
Manage complex configurations and formulas
Track and Manage Commissions
Many include Sales Rep portals
Easily spot inaccuracies
Real-time alerts on forecast changes (& why)
Automated, real-time roll-up for timely visibility
Deal Scoring prioritization
Deal specific coaching
Pipeline quality and velocity analysis
Assess and quantify opportunity and workload for accounts & geographies
Align territory potential with sales capacity
Prevent over-under allocation
Keep account and territory lists up to date
Tech
Capabilities
Examples
Management, Admin, Forecasting & Ops
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White Belt Blue Belt Purple Belt Brown Belt Black Belt
Face-to-face Training Sales Portal
Skills Development &
Reinforcement,
Gamification
Mobile access stimulates
engagement
Information and insights
delivered and quizzed in
small increments
reinforced over time.
Some offer coaching hubs
Tech
Capabilities
Examples
Skills Development, Measurement & Reinforcement
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White Belt Blue Belt Purple Belt Brown Belt Black Belt
Face-to-face Training Sales Portal
Skills Development &
Reinforcement,
Gamification
Video Practice &
Role-Play
Mobile access stimulates
engagement
Information and insights
delivered and quizzed in
small increments
reinforced over time.
Some offer coaching hubs
Practice by recording
pitches & demos
Managers have access
to review
Some have peer
collaboration
Tech
Capabilities
Examples
Skills Development, Measurement & Reinforcement
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Face-to-face Training Sales Portal
Skills Development &
Reinforcement,
Gamification
Video Practice &
Role-Play
Sales Call Recording &
Coaching
Mobile access stimulates
engagement
Information and insights
delivered and quizzed in
small increments
reinforced over time.
Some offer coaching hubs
Practice by recording
pitches & demos
Managers have access
to review
Some have peer
collaboration
Listen to calls at key
moments
Identify coaching
opportunities
Feedback & Notation
capability
Identify best-practice
Tech
Capabilities
Examples
Skills Development, Measurement & Reinforcement
2017 © Smart Selling Tools, Inc.
White Belt Blue Belt Purple Belt Brown Belt Black Belt
Internet Search
Lead Clipping
Lead List Building
Web Visitor Tracking
Call-Back Lead Capture
Email Auto-Reply Mining
Account Targeting
Predictive Lead ScoringData Cleanse/Append
Phone & Email
Online Meeting
Meeting Schedulers
PowerPoint ®
Outreach Email Workflow
Sales Prospecting &
Engagement
Presentation Builders
Sales Enablement
Video Selling
Personalization/Social
Tactile Selling
AI Email Outreach
Buyer Portals
AI Mtg Note Taking
PowerPoint® ROI CalculatorsBuyer Consensus
Value SellingReference Management Channel Management
Spreadsheets
Documents Email
eSignatures
Proposal Creation
CPQ Account & Opportunity
Management
Sales Process &
Action Management
Contract Life-Cycle Mgmt
Spreadsheets CRMCustomer Experience
& SuccessCustomer Engagement
Revenue Management
Renewal Management
Spreadsheets CRMSales Compensation Planning
& Admin’
Forecast Analysis & Roll-
Up (machine-learning)
Sales Performance Mgmt
Territory Management
Face-to-face Training Sales Portal
Gamification,
Skills Development &
Reinforcement
Video Practice &
Role-Play
Sales Call Recording &
Coaching
Someone to Sell to
When & How To Engage
Why Buy & From You
How to Close
Up/Cross-Sell/Renew
Management, Admin
Forecasting & Ops
Skills Development,
Measurement &
Reinforcement
Sales Stack Maturity Model
3-Step Framework1. Identify the hierarchy level on which to focus2. See which belt level you are based on tools currently in use3. Consider technologies that take you to the next level
(refer to the 2017 SalesTech Landscape on the next page and the example solutions on prior pages)
2017 © Smart Selling Tools, Inc.
WHO TO SELL TO AND WHY
Account Targeting, Predictive ScoringWeb Visitor ID/Tracking
Web Lead Clipping
Email Reply Mining
Lead Referrals
Database Cleanse & Append Lead Lists/Building
Sales Personalization/Trigger Events/Social SellingInstalled Tech Stack
Presentation Creation
Specialized Mobile
Video Selling
Phone Dialers
Buyer Portals Online Meetings
Sales Enablement/Content Management Sales Prospecting & Engagement
HOW TO ENGAGE & WHEN
Outreach Email Workflow
AI Email Outreach
AI Note Taking
Tactile Selling
Scheduling
WHY THEY SHOULD BUY & FROM YOU
Value Selling & ROI
Reference Mgmt
Sales Process & Action Management
Buyer Consensus
Account & Opportunity Planning
WHAT TO DO TO CLOSEHOW TO UP/CROSS-SELL & RENEW
Proposal & Configure, Price, Quote (CPQ), Contract Life-Cycle Mgmt
Nancy Nardin’s Sales Technology Landscape 2017 Version 1.5
eSigning
Revenue Management
Renewal Management
Call-Back Web Lead Capture
Channel Management
Sales Outreach AI
Customer Engagement
Customer Experience & Success
Sales Forecasting & Reporting
HOW TO MANAGE, COMPENSATE, TRAIN, ONBOARD, REINFORCE, COACH
Skills Development and Reinforcement
Video Practice & Role Play
Sales Call Recording & Coaching
Gamification
Quota & Territory Management
Sales Compensation
Watch Video Reviews, See On-Demand Webinars, Read Informative Reports at www.smartsellingtools.com
For the latest versionClick here >
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