nancy nardin’s sales technology landscape 2018 · who to sell to and why web visitor id/tracking...
TRANSCRIPT
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
Predictive Dialers
Scheduling Online Meetings
Sales Enablement/Content Management Sales Prospecting & Engagement
HOW TO ENGAGE & WHEN
Outreach Email Workflow
AI Email Outreach
AI Note Taking
Tactile Selling
Unified Activity Entry & Look Up
WHY THEY SHOULD BUY & FROM YOU
Value Selling & ROI
Reference Mgmt
Sales Process & Activity 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 2018 Version 3 7-16-2018
eSigning
Revenue & Renewal Management
Call-Back Web Lead Capture
Channel Management
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
Buyer Portals
Knowledge Sharing
Sales Operations