InsightSquared, an AI-powered revenue intelligence platform, has agreed to acquire Olono, a guided-selling solution for B2B sales teams, to bring real-time actionable intelligence to their revenue operations platform. Terms of the deal were undisclosed.
InsideSales, a sales software and lead management tool, unveiled the Revenue Acceleration Cloud, which is designed to combine AI algorithms and CRM data to help revenue teams build closeable pipeline and retain and expand their businesses.
Salesforce has unveiled its Einstein Search feature, designed to solve the complexities of CRM search by making them more intelligent, less overwhelming and more personal and effective for sales and marketing teams.
How would you like to see a plethora of buyers lurking around each opportunity in your sales pipeline? I mean all the buyers, including those that don’t directly engage, but show some level of interest. The ones that don’t expose themselves. Buyers who are included in email threads and meetings, but haven’t been added to the CRM by sales reps. Or what about buyers that are exploring your website and looking at your solution, but aren’t included in sales’ emails or meetings?
RollWorks’ new account scoring capabilities expand upon the company’s account-based platform and identification solution. The account scoring feature is designed to enable account-based sales and marketing teams to score and prioritize target account lists using a predictive machine learning model, which is positioned to score accounts based on firmographic and technographic fit characteristics.
DealSignal, a B2B on-demand contact data platform, revealed a CRM Data Health™ module integration for Salesforce, designed to refresh incomplete or outdated leads, contacts and accounts in an effort to tackle CRM data decay with accurate data that is GDPR-compliant.
Salesforce announced it has signed a definitive agreement to acquire Tableau, a data visualization software company, in an all-stock transaction valued at $15.7 billion.
SugarCRM, a customer relationship management software company, has acquired Salesfusion, a marketing automation platform. Terms of the deal were not disclosed.
B2B buying cycles are getting longer and more complex. According to Demand Gen Report research, 58% of buyers said their decision process was longer in 2017 than in 2016, while only 10% said purchase time had decreased. Most buyers are conducting more detailed ROI analyses before making a purchase decision (77%), using more sources for research and evaluation (75%) and increasing the number of buying group members (52%).
Sales enablement is only the first step towards sales success. B2B companies must also ensure that their sales teams are using and fully engaged with the content and tools provided to them. In an interview with Demand Gen Report, David Hood, President and CEO of VanillaSoft, a sales software and engagement platform provider, shared his thoughts on the sales engagement space, as well as how companies can promote change management from within.