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Using AI For Sales? Forget The Hype - Forbes

Using AI For Sales? Forget The Hype - Forbes | The MarTech Digest | Scoop.it
Phase I: Instrument Your Sellers

Phase I is about getting better data, and we do this by instrumenting the team. Instead of having the team use their desk phones, we have them use a connected system to make phone calls. Instead of letting emails go back and forth under the cover of night, we track them. With phone calls and emails automatically logged -- even the calls and emails that go unanswered -- the data becomes pristine and useful to AI. 

Phase II: Optimize Your Buyers

With clean data, CRM now becomes useful to our AI efforts. AI wants basically four categories of data:

Descriptive data--who are the prospects, and what characteristics do they have?
Activity data--what actions have been taken? (calls, emails)
Contextual data--what are the prevailing conditions at any given time (weather, economics etc.)
Results data--what have been the outcomes of our activities?
Phase III: Optimize Your Sellers

For the sales leader who wants to build a team that can reliably hit quarterly targets, it’s important to understand who they have in which seats. AI can instantly evaluate the historical performance of thousands of reps, identifying the behaviors and attributes that separate one group of performers from the next. Phase III relies on data from Phases I and II, but it flips the unit of analysis from the buyer to the sales rep.

Phase IV: Custom AI

With good data on buyers, good data on sellers, and good data on how opportunities make their way through the sales cycle, the remaining opportunities to leverage AI for revenue lift fall into the catch-all category of “what else?” These answers can be broken up into two categories:

More data / data sources
Different questions
CYDigital's insight:

Using AI For Sales? Forget The Hype - Forbes

 

Of course, this all assumes you HAVE AI capabilities.

 

This news comes to you compliments of marketingIO.com. #MarTech #DigitalMarketing

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What the future science of B2B sales growth looks like | McKinsey & Company

What the future science of B2B sales growth looks like | McKinsey & Company | The MarTech Digest | Scoop.it
1. Engaging customers the way they want to be engaged
Our research showed that some 76 percent of B2B buyers found it helpful to speak to a salesperson when researching a new product or service. That figure fell to 52 percent for repeat purchases of products with new or different specifications, and only 15 percent indicated a desire to speak with a salesperson when repurchasing exactly the same product or service.

Engaging customers in the future will require a multichannel sales strategy powered by smart digital investments, which caters to the different needs of first-time and repeat customers. When targeting first-time customers who are looking for direct interaction with sales teams, the fastest-growing companies are using digital tools to help their sales teams address customer needs at each stage of their purchase journey. 

2. Using advanced analytics and machine learning to make better decisions faster
In the next five years, we believe that the fastest-growing companies will be using advanced analytics and machine learning to address fundamental strategic issues, such as what sales opportunities to pursue, what resources to allocate to which accounts, and what behaviors to prioritize to drive sales productivity. Already the days when lead generation relied entirely on local field knowledge are fading fast. Market leaders of the future are using advanced analytics to build a granular account, product, and geographic profile of each of their customers. These profiles are then augmented with relevant external data such as news reports, public financial information, and social media to generate a truly 360-degree view of each customer.

3. Continually investing in finding and developing world-class talent
Buyers are becoming increasingly sophisticated and technically savvy, which has led to the rise of a new breed of sales leaders who bring a strategic mind-set and rock-solid technical skills. These leaders are “growing up” across multiple roles in their organization and come with a truly cross-functional and cross-geographic skill set. They view themselves as coaches whose primary job is to turn rookies into rainmakers.
CYDigital's insight:

What the future science of B2B sales growth looks like | McKinsey & Company

 

You are behind if you are not using MarTech and SalesTech tools...beyond CRM.

 

This news comes to you compliments of marketingIO.com. #MarTech #DigitalMarketing

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Gartner Predicts: 2018 Predictions for CRM Sales Technology - Gartner

Gartner Predicts: 2018 Predictions for CRM Sales Technology - Gartner | The MarTech Digest | Scoop.it
Gartner is pleased to announce our latest version of the annual predictions note, Predicts 2018: CRM Sales Technology Evolves With New Options for Improving Sales Outcomes, available Gartner clients here.

--Ilona Hansen examines the rapid growth and adoption of B2B predictive lead scoring technologies.
--Melissa Hilbert writes about the promising future for improving sales compensation practices using sales bots.
--Mark Lewis provides two predictions, one concerning the movement of CPQ products into the front-office product suite, and one concerning the coming automation of low-to-medium touch B2B sales transactions.
--I examine the growth in sales enablement tool adoption, and its potential implications for sales technology spend at corporations.

A business graph is a logical description of the correlations between and among discrete components of business process.  As applied to sales, the business graph is the meta data of sales execution.  It spans all of the tools that sales representatives use, be it email, SFA, CPQ, sales content, or LinkedIn. Unfortunately, Gartner estimates that far fewer large B2B organizations built the graphs than we expected. We estimate that no more than 10% of large enterprises have taken this approach across B2B.  
CYDigital's insight:

"Gartner Predicts: 2018 Predictions for CRM Sales Technology - Gartner"

 

Readily available if you're a Gartner client. FYI.

 

Click/tap to view the original article.

This news comes to you compliments of marketingIO.com. #MarTech #DigitalMarketing

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The rise of sales-tech: What you need to know - CMO.com

The rise of sales-tech: What you need to know - CMO.com | The MarTech Digest | Scoop.it
While the sales-tech stack doesn’t yet rival that which has been built out for adtech and martech, it is catching up, thanks to a rush of technology-driven solutions hitting the sales industry. But can they finally help the sales and marketing teams actually get along?

That the development of sales tech has lagged marketing and advertising most likely stems from its core processes having not significantly changed with the evolution of surrounding technologies. Whilst the emergence of online advertising provided a rich data set for analysis and manipulation, the activities of sales have relied on manual data entry, and have generally failed to capture the full picture. 

However, with artificial intelligence now able to capture and comprehend the content of emails – and even phone calls – analysable sales data sources have now emerged.
CYDigital's insight:

It's so clear that B2B SalesTech will continue to grow and co-opt MarTech, and eventually there will be a union between Sales and Marketing that is tech-driven and managed by Sales Ops.

 

marketingIO’s MarTech Managed Services drives more leads faster. Contact us to see how. #MarTech #DigitalMarketing

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Sales Enablement Platforms Expand the SalesTech Stack - Gartner

Sales Enablement Platforms Expand the SalesTech Stack - Gartner | The MarTech Digest | Scoop.it

"Sales enablement is both a business discipline and a collection of technology. It encompasses the process, content, training and tools to help salespeople (and others involved in the buying journey) be more efficient and effective.  Capabilities include sales content management, coaching, training, onboarding, and account management.

But in the past year, Gartner has been tracking the development of sales enablement platforms. Some of the sales enablement vendors have converted their applications into API-based open platforms, offering their own library of open APIs. With native APIs, sales enablement vendors can:

  • Provide native connectors to other API-enabled sales enablement applications
  • Create user-interface mashups with other sales and marketing solutions that are based on open APIs.
  • Offer basic tools for building custom user interfaces or data capture forms
  • Deliver granular functions for capturing and measuring how business contacts engage with the content sent to them by sales representatives."
CYDigital's insight:

Eventually, marketing automation will be usurped by sales stack technology.

 

marketingIO’s MarTech Managed Services drives more leads faster. Contact us to see how. #MarTech #DigitalMarketing

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Sales Tech Landscape 2017 - Making Sense of 700+ Players - SalesHacker

Sales Tech Landscape 2017 - Making Sense of 700+ Players - SalesHacker | The MarTech Digest | Scoop.it
The 2017 Sales Tech Landscape - Expanded to cover the entire sales tech industry, including 32 categories and over 700+ players in SaaS.
CYDigital's insight:

Someone...anyone...please compare to the MarTech Landscape.

 

Subscribe to The MarTech Digest: http://bit.ly/miocom #MarTech

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SaaS Sales Technology Trends: A Predictive Look Into The Future - Sales Hacker

SaaS Sales Technology Trends: A Predictive Look Into The Future - Sales Hacker | The MarTech Digest | Scoop.it
What we are seeing today in the SaaS sales landscape looks very similar to what we saw happening in the marketing landscape 5 years ago.

Every year emerging sales tools come into the mix, but the market didn’t yet reach the fragmentation level that we’re seeing right now in marketing. What we might expect in the sales landscape is a smooth transition to the marketing landscape configuration. Much more variegated and much more crowded.

1. CRM Products
2. Inbound Sales Products}
3. Lead Generation Products: Popular tools used today include Datanyze, ZoomInfo and InsideView.
4. Profile Enrichment Products
5. Outbound Sales Products
6. Predictive Scoring Products
7. Sales Analytics Products
8. Meeting and Demo Products
CYDigital's insight:

Interesting take. We know this: it is expanding and crossing over into marketing technology.

 

RYZZ is coming. It’s a new approach to MarTech for B2B Marketers.

#MarTech #DigitalMarketing

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Highspot Raises $15M Funding To Enhance AI-Powered Sales Enablement Solution - Demand Gen Report

Highspot Raises $15M Funding To Enhance AI-Powered Sales Enablement Solution - Demand Gen Report | The MarTech Digest | Scoop.it
Highspot, a sales enablement solution provider, announced the closing of a $15 million series B financing round led by Shasta Ventures, with additional participation from Salesforce Ventures and existing investor Madrona Venture Group. The funding is intended to help Highspot expand its capabilities and better position sales reps to have more effective customer conversations.

Seattle-based Highspot is designed to help reps enhance their sales content and training investments to improve sales effectiveness. The company leverages artificial intelligence to provide contextual recommendations to identify the right content for customers. Over the past 12 months, Highspot has expanded its customer base by 300%.
CYDigital's insight:

RYZZ: it’s a better approach to MarTech for B2B Marketers.

 

#MarTech #DigitalMarketing

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[FREE] 2017 Gartner SPM Magic Quadrant | Sales Performance Management | Calliduscloud

[FREE] 2017 Gartner SPM Magic Quadrant | Sales Performance Management | Calliduscloud | The MarTech Digest | Scoop.it

"Download the report today to discover how SPM leaders like CallidusCloud have had to:

  • Continue to evolve as commissions evolve. Yesterday’s solutions put sales operations leaders at a disadvantage. Today, they are growing to provide flexibility—making a direct impact on sales results.
  • Make territory management easy, fast, and intuitive. Managing territories off a spreadsheet no longer works. Leading territory management tools allow managers to change territories with speed and precision.
  • Provide sales ops with new ways to drive behaviors. Gamification gives managers additional ways to drive behaviors and improve the customer experience."
CYDigital's insight:

The report is behind a quick reg form.

 

Visualize your Marketing Stack. marketingIO will analyze your marketing technology and deliver a visual of your MarTech Stack. Free. Go here: http://go.marketingio.com/stack_analysis 

 

#MarTech #DigitalMarketing

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Startup Sales Stack Report 2017 - Bowery Capital

CYDigital's insight:

It's a GREAT resource, one where you can skip around. Bookmark this! BTW: check out the landscape.

 

Visualize your Marketing Stack. marketingIO will analyze your marketing technology and deliver a visual of your MarTech Stack. Free. Go here: http://go.marketingio.com/stack_analysis 

 

marketingIO: MarTech for B2B Marketers. Strategy, Software, Services, Support, Staffing.  Go here to submit RFQs: http://www.marketingio.com #MarTech #DigitalMarketing

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Seven tools to help build relationships and increase your sales | Search Engine Watch

Seven tools to help build relationships and increase your sales | Search Engine Watch | The MarTech Digest | Scoop.it
1. Salesmate

2. Rapportive

3. Charlie App

4. Intercom

5. Calendly

6. Click Meeting

7. Boomerang
CYDigital's insight:

NEW: Experience Remarkable Planning Accuracy With New, FREE Growth Hacking Tool. Go here: http://goo.gl/UjcA8x 

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Alex's curator insight, 18 August 2016, 01:00
cool free tools! I must try some of them 
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Study: Sales enablement a priority, though technology is lacking - FCMO

Study: Sales enablement a priority, though technology is lacking - FCMO | The MarTech Digest | Scoop.it
Sales enablement strategies and techniques are being recognized by B2B executives as a priority for their organizations, though the results aren't quite where they should be due to a lack of the right technology to power them.

The "2016 Sales Enablement Optimization Study" from Seismic and CSO Insights polled 375 B2B enterprises on their sales enablement structures, finding that 61 percent of sales enablement teams report directly to executive sales management – illustrating the importance that execs place on these programs.

"The study reveals that enterprises now recognize the benefits of sales enablement while also recognizing that they don't have the technologies and programs in place to realize those benefits," Doug Winter, co-founder and CEO of Seismic, said in a statement. "It should therefore come as no surprise that we've also recently found that 76 percent of enterprises plan on implementing such technologies by the end of the year, resulting in a major competitive disadvantage for late adopters."
CYDigital's insight:

No doubt. CRM just doesn't cut it anymore.

 

NEW: Experience Remarkable Planning Accuracy With New, FREE Growth Hacking Tool. Go here: http://goo.gl/UjcA8x   

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5 Essential Marketing Automation Features for Better Sales - AgileCRM

5 Essential Marketing Automation Features for Better Sales - AgileCRM | The MarTech Digest | Scoop.it
1. Contact Insights
2. Triggered Emails
3. Lead Scoring

4. Lead Response Time
These alerts help reduce the response time and ensure that sales reps follow-up within five minutes, which in turn increases the lead qualifying success rate.

5. Sales Alert
Sending real-time alerts to sales reps streamlines the process between the marketing and sales teams. Imagine if a sales rep just closed an opportunity with a lead, and this lead went to the pricing page again. Here, the sales rep can get an alert about the lead’s behavior and the rep can make another call to convert this opportunity to a deal and close it.
CYDigital's insight:

NEW: Experience Remarkable Planning Accuracy With New, FREE Growth Hacking Tool. Go here: http://goo.gl/UjcA8x 

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B2B Marketers Increase Sales Enablement, Technology Budgets - eMarketer

B2B Marketers Increase Sales Enablement, Technology Budgets - eMarketer | The MarTech Digest | Scoop.it
Technology is a key component of sales enablement efforts
CYDigital's insight:

NEW: Experience Remarkable Planning Accuracy With New, FREE Growth Hacking Tool. Go here: http://goo.gl/UjcA8x  

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The Troops Slackbot lets you talk to your Salesforce data - VentureBeat

The Troops Slackbot lets you talk to your Salesforce data - VentureBeat | The MarTech Digest | Scoop.it
When you’re using a customer relationship management (CRM) product, it’s not exactly the most lively experience, is it? It’s just a bunch of data and fields that you have to fill out in a manner that doesn’t really match up with the conversational manner work is starting to acquire. Troops wants to breathe new life into how we interact with our CRM system by leveraging one of the more popular productivity apps, Slack.

Started by Dan Reich, Scott Britton, and Greg Ratner, Troops uses artificial intelligence to display information based on conversations you’re having in Slack while making customer data available without having to jump between multiple applications. While it could work for any CRM system, its initial focus is Salesforce, one of the market leaders in the space.
CYDigital's insight:

And THAT'S how you deploy a bot.

 

NEW: Experience Remarkable Planning Accuracy With New, FREE Growth Hacking Tool. Go here: http://goo.gl/UjcA8x   

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Are You Overwhelmed by Sales Technologies? - SiriusDecisions

Are You Overwhelmed by Sales Technologies? - SiriusDecisions | The MarTech Digest | Scoop.it

"Sales operations leaders are deluged with unwanted applications, rogue technology purchases and point solutions. Here are four tips for gaining control of your sales technology infrastructure:

  • Maximize the value from tools you’ve already deployed. Be sure to include sales enablement (e.g. training, use cases, instruction guides, subject matter experts, help desks) in the effort to increase user value and engagement.
  • Ensure that tools are fully integrated from the end user’s perspective. The systems must be designed and integrated for a seamless experience, driven by  consistent navigation and ease-of-use.
  • Leverage your vendors. Partner with them for help with implementation, training and enablement. 
  • Shift from buying software to buying outcomes. I’m not necessarily advocating that you include performance clauses in your contracts (there are too many variables in the go-to-market motion), but you should clearly define the objectives and desired outcomes from any technology purchase or deployment in terms that are measurable, specific and time-bound."


marketingIO: One Source for All Marketing Technology Challenges. See our solutions.

CYDigital's insight:

Important basics, i.e., more blocking and tackling.

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How Sales Compensation Software Helps You Sell Better | G2 Crowd

How Sales Compensation Software Helps You Sell Better | G2 Crowd | The MarTech Digest | Scoop.it

Dark marketing clouds ahead? Let us help you see clearly. Contact us.

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[INFOGRAPHIC] Engage, Personalize, Analyze, Win...Repeat - Aberdeen

[INFOGRAPHIC] Engage, Personalize, Analyze, Win...Repeat - Aberdeen | The MarTech Digest | Scoop.it

From MarTech 101 to Advanced Techniques, iNeoMarketing has you covered. Contact us.

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[FREE REPORT] Engage, Personalize, Analyze, Win…Repeat - LiveHive

[FREE REPORT] Engage, Personalize, Analyze, Win…Repeat - LiveHive | The MarTech Digest | Scoop.it

"According to a recent study by Aberdeen Group, organizations that utilize sales enablement platforms have a 36% higher lead conversion rate.

Aberdeen’s findings show that best-in-class organizations are using analytics from sales enablement tools, formally identified as automated engagement tracking software (AETS), to drive decisions for messaging and content. By using data analytics to link past buyer behaviors to current sales deals, reps are seeing:

41% lead acceptance (vs. 38% laggard)
61% of reps achieving quota (vs. 59% laggard)
88% customer retention rate (vs. 77% laggard)
Download the full report to learn more."


MarTech is the best tool available to bridge the gap between Sales and Marketing. Contact us to see how.

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High Performing Sales Teams 4x More Likely to Use Predictive Analytics - Forbes

High Performing Sales Teams 4x More Likely to Use Predictive Analytics - Forbes | The MarTech Digest | Scoop.it

Predictive Analytics is the next step in Marketing Automation. Contact us to see how.

CYDigital's insight:

It can't get any more compelling!!

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The Sales Enablement Perfect Storm - Forrester

The Sales Enablement Perfect Storm - Forrester | The MarTech Digest | Scoop.it

iNeoMarketing’s MarTech Managed Services drives more leads faster. Contact us to see how.

CYDigital's insight:

It makes complete sense that this is bundled into CRM. Watch and wait...or inquire.

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Configure / Price / Quote: Better, Faster Sales Deals Enabled | Aberdeen Group

Configure / Price / Quote: Better, Faster Sales Deals Enabled | Aberdeen Group | The MarTech Digest | Scoop.it

MarTech requires constant optimization to continually squeeze ever improving performance. No time for continual CRO? Contact us.

CYDigital's insight:

Time really is money. Solid justification for CPQ suites.

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Sales Development Technology: The Stack Emerges - TOPO Blog

Sales Development Technology: The Stack Emerges - TOPO Blog | The MarTech Digest | Scoop.it

Dark marketing clouds ahead? Let us help you see clearly. Contact us.

CYDigital's insight:

Somehow this needs to be reconciled and integrated with Inbound and Outbound marketing efforts.

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LiveHive updates its sales platform as sales tools attract investment - VentureBeat

LiveHive updates its sales platform as sales tools attract investment - VentureBeat | The MarTech Digest | Scoop.it

Dark marketing clouds ahead? Let us help you see clearly. Contact us.

CYDigital's insight:

Sales function has experience and infrastructure with CRM, so this nascent category should move quickly if the value prop, business case, and code are rock solid.

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The 10 best new sales tools - DailyTekk

The 10 best new sales tools - DailyTekk | The MarTech Digest | Scoop.it

Digest...


•   Brisk.io – Salesforce on speed.

•   Sellsy – Powerful, efficient CRM with invoicing and live margins (and more).

•   Dispatch – Spend less time processing leads and more time closing sales.

•   Close.io – Sales CRM. Close more deals with automated email/call tracking.

•   Postwire – Engage prospects in a more personal way—beyond email.

•   Infusionsoft – Small business sales and marketing software.

•   OPPRTUNITY - A scientific approach to matching professionals via needs.

•   Clari – Know more, sell more. Update less.

•   Sparta – Online sales competitions to help you build sales heroes.

•   SalesLoft – Quickly build high-quality prospect lists.

•   Sales Beach – Insights to increase reach and gain more leads.

•   Ambition – Sales productivity.

•   Sales Invaders – Door to door sales as a service (at prices startups can afford).

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CYDigital's insight:

More SMB than Enterprise. FWIW.

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