State of Sales Technology: Top Brands Adopting New Applications & Approaches To Increase Reps’ Productivity And Efficiency
The bottom line in this digital-first climate is it's a buyer's world and sales reps are just
living in it. Between the desire for self-service buying journeys and increased expectations for relevance and personalization, there are various contradictory demands emerging concurrently, driving new opportunities and needs for sales technology.
Though sales tech has always been an essential component of the sales team, the past two years have seen notable evolution as 51% of companies implemented new technologies to keep up with buyer demands. It's not just about keeping up with demands, though, as organizations are also working to equip their sales teams with the tools needed to succeed in the digital selling environment.
The sales tech tides have shifted, and companies must work to streamline their sales reps' time and keep them up to speed on the latest initiatives. Throughout this report, we'll discuss the various aspects of sales technology, with specific topics of discussion including:
Identifying the differences between essential pieces of sales technologies and "nice to haves;"
How funding rounds and merger-and-acquisition activity impacts the rate of change in sales tech;
The role technology plays in engaging remote buyers in the virtual world;
The best methods and strategies to coach and train sales reps remotely, especially as new technologies are onboarded; and
The importance of alignment on key initiatives to curate a comprehensive, streamlined sales tech stack.