The comment was asking where to find sales people in the graphic and what the role of sales playbooks is. I have to admit that it is difficult to read, but the sales people are actually represented within the green area as indicated by the words Sales Force. (This is not a reference to salesforceDOTcom.)
This speaks to the point that sales people and the legacy sales portals, that are supposed to enable them, sit in between a highly matrixed organization on the one side and just as complex an organization on the client’s side. These legacy sales portals are one-dimensional (they fail to show content & contact details of subject experts in the context of the highly matrixed organization and in context to which pain point on the client side is addressed) and there are often several portals as there are so many silos of information.
Each sales playbook is a great tool for a small subset of the sales force (as shown in the graphic), but comes out of one of the silos, fed by only some of the Product/Portfolio Marketing teams or one regional team. When all content (e.g. customer references from different regions or specific value propositions per industry vertical…) lives in a multi-dimensional business context like it is made possible in BizSphere (which is was a Sales Enablement Solution Suite that was designed to cut across all silos. Full disclosure: I used to work with them.), a completely customized sales playbook for any given sales situation can be auto-generated.
In contrast to legacy sales portals, BizSphere takes at least three dimensions into account. These could be:
Where is the seller going to a meeting? (Sales regions, countries, language,…)
What does the seller want to sell (Portfolio of products, services and solutions.)
What does the seller need in order to be successful in the meeting? (Content types like white paper, case study, ROI-Calculator, contact details of a subject matter expert, etc…)
You might also want to define a taxonomy of customer pain points and map your products against them or add other dimensions that your company thinks in. BizSphere then lets you filter down by media type, the language of the content, and/or the sales step you are in with the opportunity you are working.
Imagine the 1st orange arrow in the graphic above to be a customer reference from a Canadian client for a specific security solution.
Imagine the 2nd orange arrow to be the contact details of the sales engineer in South Africa who is the expert for a given service.
The 3rd orange arrow could be an ROI-calculator for the same service but it is really specific to the mining industry and therefore relevant in Western Australia.
Can you already see how here the regional teams can have as much of say in “which content is relevant for specific sales situations?” as the product marketing team?
Can you get lost in BizSphere? No way, because nothing is easier than answering:
What do I want to sell, where do I want to sell it and what would help me to close the deal?
Once you set your context in these three dimensions you will have filtered down from thousands of marketing assets / pieces of collateral to only the relevant ones.
B2B sales knowledge management (KM), Learning Management Systems (LMS) for sales,
Digital asset management (DAM), Sales Asset Management (SAM),
Digital Content Management for B2B sales (DCMS)
Buyer Enablement / Sales Readiness
When you shortlist vendors, be sure to look into:
Integrating content from existing repositories or uploading copies [of what you have in your repositories] into the cloud? Aim for one single source of truth!
How does the solution integrate with the given CRM system?
Single-Sign-On (SSO)? Security?
Are the rules for how the search feature weights results shared by all client companies or can each client customize?
Exit strategy for content & metadata when you change vendors? Export feature?
How does the solution support you to meet the challenges that come with doing business globally? Which languages are supported for the content & for the UI (user interface)?
Flexibility for customization / your influence on the roadmap / number of developers at the vendor? Be careful when you get a lot of influence on the roadmap as this might mean you are dealing with an agency / development shop & not a product company – you might be the only customer or the biggest customer & they might go under if they can’t find other customers.
Easy to integrate into your existing IT infrastructure / processes?
Does the solution help to manage how you show your complex portfolio of products, services, & solutions to your salespeople & channel partners? How quickly can that be updated for org changes? Is it the vendor making the changes or is there an editor/admin user interface?
Analytics & social features that allow usage metrics & feedback from sales to marketing (ratings/voting/comments) & uploading/sharing of content: Sales User Generated Content (UGC)?
Is there an intelligent way to maintain the ‘single source’ of content (or content blocks) being re-used a lot? Can documents be [auto-]generated to be highly customized for the specific sales situation / vertical / geo etc – yet look polished?
Is content intelligence as in BI (Business Intelligence) & analytics for the Content Lifecycle) available? Where in its life cycle is my content? What gets bad ratings? What needs to be retired? What isn’t being used? What’s missing? What’s used the most? What closes deals?
1sales.io1sales.io@1sales_ioCRM Software for sales orgs – ready in under 60 seconds. crunchbase.com/organization/1sales Bielefeld, NRW, Germany. Company shut down as of April 2023. Was a SaaS-based sales management tool for SMEs, helping sales teams to increase revenue & minimize administrative expenses.
2Viz 2viz.io2VizCon 2vizcon.com Develop platform-independent enterprise apps in marketing, sales, communication, learning. Transform your sales strategy via sales enablement apps to sell more. Stage your brands, marketing messaging & content on an engaging mobile platform. Combine fragmented tech stacks to create integrated technology, one connected platform, one productive team.2VizCon GmbH, Frankfurt, Germany & Kingston, London, UK
7taps 7taps.co@7tapshq micro-learning. Corporate learning tool for generation Slack. The growing workforce of Generation Z is digitally savvy; yet prone to distraction / has a shorter attention span. Other digital learning management systems (LMS) with a mountain of features – that overwhelm you & your staff – don’t produce the desired results. Engage Gen Z in a format they are accustomed to. A simple & short approach that can be grasped quickly & effectively. New Castle County, Delaware, US
accent Technologies accent-technologies.com@Accent_Techimprove sales execution & win rates with a scientific, big-data approach. Accent accelerator for sales & marketing teams: Empower sales teams with information, insight & technology. Deliver the right information at the right time, have more meaningful conversations, build credibility with buying teams & win more deals through precise, efficient execution. Content, coaching & insight at their fingertips. Provides tools to deliver & track information in a unique personalized way. $13.3M revenue annually. Competes with Seismic, StatusQuota, & CallidusCloud. Melbourne, FL, USA
Acelera Group aceleragroup.comimprove & optimize sales enablement, management, account management & opportunity development / management processes. Primary focus: Sales Enablement (process improvement & optimization). Boston, MA, USA
Acquia acquia.com@acquiacloud platform for building, delivering & optimizing digital experiences. Acquia Platform: Organisations can realize personalised, contextual & real-time customer engagement for the right person, at the right time, on the right device. These experiences can be deployed & managed at scale for 1-1000s of sites. Acquia Lift Content Hub: Aggregate, syndicate & discover content across a disparate network of sites & channels, no matter the content source. Empower your team to find content, so IT resources have more time to focus on higher priority issues. Break down content silos with powerful discovery tools to quickly find relevant content from other sites, departments, or technologies. Separate the content source from the site architecture or the code that powers the experience, giving you agility to design a great digital experience for customers. Boston, DC, Portland, & Reading, UK. Approx. $200M in revenue a year. 8-Sep-2021, Acquia acquired Widen Enterprises, Inc. widen.com@widen for an undisclosed amount. Acquia was acquired by Vista Equity Partners.
Acquire acquire.io@acquire_iogrow revenue, boost sales & improve support with comprehensive customer support tools. Knowledge base software that saves you time: Create, organize, & share your customer-facing help center resources using Acquire Knowledge Base. Ready to level up your knowledge base? Scale support & always have the right answers with Acquire Knowledge Base. Got knowledge lying all over the place? No worries. Import all your content into Acquire. Knowledge Base Toolkit. Knowledge is power: Acquire’s Knowledge Base software helps you streamline customer service & grow your help resources through powerful features. Knowledge Base & Chatbot: A power couple. Address repetitive questions with a chatbot that suggests relevant knowledge base articles to customers without needing a live support agent. San Francisco, CA
ActiveCampaign activecampaign.com@ActiveCampaigncustomer experience automation platform helping businesses grow through meaningful engagement with their customers. Notify your team when leads take action: Tell your salespeople when their leads take action. If a lead browses specific pages or puts in a pricing request, send an automatic notification so that your salesperson can follow up directly. ActiveCampaign enables Sales teams in volume: 125 email templates available on the customer experience platform. Each template has been designed using HML & includes images & layout suitable for a wide range of B2B & B2C engagements. Templates also include codes to draw in data from the Active Campaign platform to enable the easy creation of targeted email campaigns. Email marketing is still the king of B2B marketing! The responsive templates slot into one of 500+ automation recipes that ActiveCampaign has on its platform. These enable the automation of the complete sales lifecycle for a customer. Templates are usable for any product & any brand within a portfolio. It is possible to switch colours, fonts, & images & update text. The responsive design ensures that every email sent is easily read, no matter what the device used. More than half of all emails are opened on a mobile device! 3-May-2022, ActiveCampaign acquired Postmark as it builds on rapid growth: Postmark & DMARC Digests, two products owned by Philly web dev mainstay Wildbit, were sold to Chicago-based ActiveCampaign, LLC. Chicago, IL, US
Adobe SystemsAdobe Digital Publishing Suite (part of Adobe Experience Manager Mobile). Create content like you always did for print, but publish to a tablet instead. Need to make a change to the app? Designers can push an update the same day. Buying Figma in 2023. Sep-2018, Adobe Systems Inc acquiredMarketo Inc. for $4.75bn. Apr-2017, Marketo acquired ToutApp: $7M in revenue annually & competes with Velocify, Inc., Outreach, & SalesLoftWorkfrontworkfront.com@workfront@AdobeWorkfront modern work management platform designed to connect people to work & accelerate organizational success across the enterprise. Lehi, UT, USA. 8-Dec-2020, Adobe announced that the acquisition of software company workfront has been completed. Workfront had more than 3000 enterprise customers & 1 million personal users. 15-Sep-2022, Adobe agreed to acquire Figma for approximately $20Bn. Mar-2023, Adobe released a beta of the first model from Adobe Firefly, a family of creative generative AI models.
nudge.ai@nudgeaia social selling app that helps you grow the right relationships from your network of weak connections Toronto, ON, Canada. Out of business as of Jan-2020. NUDGE.AI ASSETS ACQUIRED LESS THAN 2 MONTHS AFTER COMPANY SHUT DOWN: San Fran, CA; Mar-2020, Nudge acquired by Affinity affinity.co@Affinity [new Relationship Intelligence product for sales teams] expands to open Canadian office. Affinity relationship intelligence platform, announced the acquisition of Nudge, a revenue intelligence platform designed to build relationships & grow sales. Founded 2014 like Nudge, it offers a platform that (using AI) collects & analyzes data to build better network relationships. Similarly, Nudge had developed an AI-based revenue intelligence platform for sales teams, used to identify gaps in stakeholder relationships, with the goal of finding & increasing pipeline attrition.
Agnitio A/S agnitio.com@agnitiomcm digital engagement tech for life sciences. Empower sales teams, market access & medical affairs with tools to succeed. Agnitio Rainmaker software empowers customer-facing teams in life sciences to be successful in today’s digital & mobile world. Agnitio had recurring revenue (ARR) of $1.6m AUD. Oct-2020, Bigtincan Holdings Limited (See below) acquired Agnitio A/S, a Danish company that provides a leading solution for remote selling for life sciences customers creating Digital Sales Rooms for customer engagements. Copenhagen, Denmark
Alexander Group alexandergroup.com@agirevenuegive your sales force relevant content, training & tools: Enable sales success. Thorough reviews of CRM systems & usage to ensure support systems are in line with your revenue growth strategy.USA
Alinean(See Mediafly below) alinean.com@AlineanROI Oct-2018, Mediafly announced the acquisition of Alinean Inc. recognizing B2B buyers have changed, have become more digitally savvy & sophisticated, & that to stay competitive, sellers need to change along with them. Buyers aren’t looking for sellers to present static, boring pitch decks with product information they’ve already found online. They look for sellers to bring additional value to sales conversations – to effectively communicate the impact their product / service will have on the buyer’s business in the context of what the buyer cares about. Winter Park, Orlando, FL
Allbound allbound.com@allbound SaaS toolset for partner training, content marketing, collaboration, & customer success. Deliver content & training. Ready reps for the entire sales cycle. Training & learning tracks to up your reps’ game. Playbooks & pins to give reps specific content or see content they’ve assembled. Customer-facing tools help partners & their reps provide ongoing value, both pre- & post-sales. Empower channel partners to have the conversations they need to have. Collaboration spaces foster mutually-beneficial, profitable communication & prevent partners from spinning their wheels. Save valuable time with an organized, transparent thread of conversation. No time lost searching for emails, no hours wasted on calls with partners half in the dark. Align knowledge across the board & enable representatives from all sides of a deal to share & discuss information in a collaborative environment, archived for everybody’s future reference. Channel / Partner Enablement. $7.3M USD in annual revenue. Competes with Highspot, Seismic, & Brainshark. Phoenix, AZ & San Francisco, CA, USA. 26-Jul-2022: $43M Private Equity from Invictus Growth Partners Invictus Growth Management LLC
allego allego.com@allegosoftware sales learning & readiness platform. Combines training, practice, coaching & knowledge sharing into one app. Use mobile, video, & peer collaboration to reinvent learning for the dynamic needs of sales teams. Speed & consumer app design match the pace of even the most hard-charging salespeople: Sales teams onboard faster, deliver the right messaging, rapidly adopt best practices, coach & practice frequently, & collaborate broadly with peers & home office. Sales pros across financial services, technology, life science & other industries use it to bring their A game to every customer conversation.With call coaching capability sales leaders & managers know if individuals or teams talk more than listen during customer calls, provide the right response when asked about price & timelines, articulate the right responses to objections etc. Automatically provides sales & services leaders visibility into live conversations from the field, combined with learning & readiness suite to act on insights for targeted coaching, training, & enablement initiatives. The sales learning & enablement platform has an integrated conversation intelligence product, transforming a company’s call coaching module into an end-to-end conversation intelligence capability: Sales teams can automatically capture calls & virtual meetings, leveraging AI to perform transcription across multiple languages, automate coaching, generate alerts, all with a deeper integration with CRMs & calendars. $40M estimated revenue annually & competes with MindTickle, CommercialTribe, & Brainshark. Needham, MA, US. Dec-2020: Allego, sales learning & enablement solution, announced its acquisition of Refract, UK-based sales engagement & multilingual conversation analytics. Refract brings to the merger capabilities in revenue intelligence—delivering AI-enhanced content & coaching recommendations from sales calls, demos & meetings—to improve sales outcomes & grow revenue. Refract is Now Allego Conversation Intelligence.
AMACUS amacus.net by innovative information Inc. Improving sales productivity by letting reps see the buyer impacts of sales efforts. Vancouver, Canada
Amity getamity.com@GetAmitycustomer success software. Mitigate risk early. SmartPlaybooks enables your team to provide the right action at the right time. Improve Conversions: Understand what success looks like to your customers & how your product can help them get there. Drive Upsells: Understand your customer’s motivation for the upsell& be perfectly positioned to expand it. Toronto, ON, Canada
Amplemarket amplemarket.com@amplemarket COVID was a catalyst for remote sales motions. Enterprise account executives close multi-million dollar deals without ever meeting the buyer in person. This highlights the importance of a sales stack easy to implement, learn & manage; individual reps need the tools necessary to hit their quota, & managers need to have visibility into what’s happening across their teams without being able to be physically next to their teams on a daily basis. Most sales teams need to stitch together a variety of point solutions to execute their sales motions. Amplemarket can replace a number of those across a few different categories. The founders saw challenges of scaling B2B sales in other companies & realized existing point solutions don’t address core problems. The excessive fragmentation of the present-day sales stack combined with recent advances in natural language processing (NLP) set up the opportunity for an all-in-one compound solution that can leverage the virtuous data cycles of having a central system of action. Sales teams have more SaaS subscriptions than they know what to do with, leading to friction & added operational complexity. They designed Amplemarket to rally different pieces of the B2B sales process around a single prospect versus a collection of siloed, disparate tools. Email deliverability is probably one of the most important problems that go-to-market teams have to deal with when doing B2B sales. Email deliverability is a complex multivariate problem & a lot of the things companies did 5 years ago to keep a healthy deliverability aren’t enough. Better Deliverability > More Sales Conversations > Increased Sales Pipeline > More New Customers > More Revenue! For B2B companies improving their top of the funnel, engaging with more prospects translates directly into more revenue at the bottom of the funnel. So, really, for sales teams: Deliverability = Revenue! San Francisco, California, USA
Apparound apparound.com@apparound produce professional quotations, proposals & legal contracts via 1 click incl. specific terms, product data, media & other content. Share documents / digital brochures with customers via email & CRM integration. Configure, price & quote complex products with automatic compatibility check. Increase quotation size & shorten sales cycle. Get up to speed on new offerings & prices. Get access to latest price & promotion information. Push sales information across all sales agents in the field. Capture all product details & media in one single place: sales agents mobile devices. $6.5M in estimated revenue annually. Cascina (Pisa), Italy & Menlo Park, CA, US
App Data Room see Modus below AppDataRoom.com @AppDataRoom Sep 2018, Modus rebranded & reorganized enterprise digital solutions. Minneapolis, MN
Appinium appinium.com@Appiniumcontent distribution & tracking solutions on Salesforce App Cloud. Leverage the power of video & reimagine learning. Built on Salesforce for Salesforce Customers. 100% native video app. Combines video & learning management to drive audience engagement, analytics, & outcomes. Modernized Sales: Leverage video to enable your sales teams & engage prospects throughout the buying process. Enabled partners: Empower partners with meaningful timely content to flatten the learning curve & drive success. Effective Employees: Amplify employee engagement with data-driven, personal, role-based learning. ViewTrac (View Trac) & LearnTrac (Learn Trac). San Francisco, CA
Apple iOS Business Chat ios/business-chat/Business Chat: Connect with companies to ask questions, schedule appointments & make purchases straight from the Messages app. Some vendors currently support purchasing a product or service directly within the chat using Apple Pay, while others plan to add Apple Pay support.
Asana asana.com@asanawork management platform for teams. The work management software vendor launched its first offering aimed at a specific job role in 2019 with Asana for Marketing. Options for individual business units grew in 2020 with the addition of Asana Operations & Asana Sales. Asana for Operations lets users access Asana’s gallery of workflow templates or create their own custom versions to standardize processes such as vendor & employee onboarding & management. ‘Asana for Operations’ & ‘Asana for Sales & Account Management’ are two new end-to-end solutions for teams to manage their entire operations & sales workflows. The suite of capabilities is available on Asana’s Business & Enterprise offerings. Asana targets sales & ops teams with new integrations: Salesforce, Jira Cloud & Tableau integrations are designed to help the work management app appeal to specific business functions. San Francisco Bay Area, USA
ascentcloud ascentcloud.io@ascent_cloud solutions for sales & customer-facing teams that enhance their CRM & empower leaders to improve performance. By combining multiple products, it provides an end-to-end suite to address the challenges that sales & customer-facing leaders face on a daily basis. Elevate your business with solutions crafted for the modern team. LevelEleven leveleleven.com: Performance Management System for leaders to motivate, engage, & coach their teams around the behaviors that drive results. Geopointe location enables Salesforce to help you geographically visualize your accounts, contacts, opportunities, & CRM data. Ascent Cloud LLC, Detroit, Michigan, US
Atlassian Corporation Plc (Confluence Cloud, Trello, etc) atlassian.com/software/confluence@confluencea team workspace where collaboration & knowledge meet. Create, collaborate, & organize all your work in one place. Many organizations use Confluence as their intranet & some even as the Sales Enablement portal.Confluence Cloud: Get your files together: With the new Microsoft OneDrive for Business integration, embed Microsoft Word, Excel & PowerPoint files in your Confluence pages so it can always be your single source of truth! By typing “/trello” on a Confluence page, you can embed a complete Trello board for easy access. Work together from anywhere with Confluence Mobile: Stay on top of the latest with your team & move work forward – straight from your device. Sydney, NSW, AustraliaPercept.AI percept.ai (previous name Buddy AI?) AI company from Y Combinator’s summer 2017 batch. Used to offer an automated virtual agent support solution — a chatbot, basically — based on a proprietary AI engine for natural language understanding. Sunnyvale CA, USA. 28-Jan-2022, Atlassian announced it acquired Percept.AI & plans to integrate this virtual agent technology into Jira Service Management, its tool for helping IT teams provide better service to employees & customers.
RAD AI radintel.aiRADAI.eth@Radintelai formerly AtomicReach / Atomic Reach: AI-powered content optimization platform, the technology audits, analyzes, & regenerates your content, starting with the optimization of evergreen content then bleeding into new content creation. Acquired by Rad Intelligence 8/01/2021. Rad Intelligence is RAD AI. Atomic Reach atomicreach.com@Atomic_Reach content optimization platform built to help marketers create high-quality content. Helping marketers gain a better understanding of what makes their content, emails, & ads perform & how to perfect it; using AI. $1M in estimated revenue annually & competes with Kapost, NewsCred, & Uberflip. Toronto, ON, Canada
Attach attach.ioacquired/powered by Cirrus Insight sales enablement platform (See Cirrus Insight) @attachiocirrusinsight.com/products/attachment-tracking helps align sales & marketing teams with a centralized content hub. One place to distribute content to your team; Sales people know where to go to find the right content. Marketers know how content is used & can optimize it’s effectiveness through data to help the sales force sell. Know who reads your documents, where they spend time & who they share them with. Understand your prospects engagement & transform the way you sell forever. Align sales & marketing departments with a library of approved content & make sure everyone shares the latest version. Analyze the effectiveness across your team, optimize content & build winning sales decks. Had $1.2M in estimated revenue annually & used to compete with ClearSlide, Brainshark, & Seismic. Stockholm, Sweden 20-Nov-2017, Acquisition by Cirrus Insight
Attensa attensa.com@Attensahybrid information aggregating & delivery platform: gets the right information to the right people at the right time in a way that drives business results & better relationships. Focus attention on relevant information—without asking people to change their behavior for consuming it. Rather than piecing together information services, sources & alerts, aggregate your resources into a unified solution. Tools to filter & deliver relevant information to the people you support; saving them time & keeping them focused on information that matters to their work. $2.3M in estimated revenue annually & competes with Aspire Systems, Prodapt Solutions, & Persistent Systems. Portland, OR
attention attention.techby Benwick, Inc. Real-time, fully integrated voice assistant for sales. Win your deals with our real-time guidance & complete all your action items with one click. Supercharge your go-to-market. Replicate your top sellers & best practices across your entire team. USA
AutoBound autobound.ai@BoundAutosales acceleration company making every sales rep a top performer. Paves the path to yes for sales by automatically crafting expert sales messaging for persona-based outreach. Fully composes emails, texts, delivery & more to deeply enriched personas, made from firmographic, behavioral & psychographic information. This gives sales teams an unparalleled ability to know exactly how to go about every interaction, turning prospects into customers. Who to contact, what to say, & when to say it. San Francisco, CA, US
AutoKlose autoklose.com@autokloseSales Engagement, Email Tracking, Outbound sales automation platform. Features automated lead gen, drip campaigns, calendar scheduling, & CRM integration. Toronto, Canada / USA. Owned & operated by ExchangeLeads Inc. doing business as AutoKlose. Plano, Texas 20-Oct-2020: VanillaSoft a sales engagement technology company acquired email automation & sales intelligence platform vendor AutoKlose.
Ortto ortto.com@OrttoHQ former Autopilot autopilothq.comautopilotapp.com@autopilotapp visual marketing software for automating customer journeys. Make more money with marketing automation designed for the entire customer journey. Automate your marketing visually & create remarkable customer journeys. Integrate with @burstsms using the new webhook shape to instantly send an alert to your customers when a payment is overdue. Autopilot (formerly Bislr) was founded in 2012 by 3 brothers from Australia. AutopilotHQ Inc., Sydney, NSW, Australia. 30-Mar-2022, Autopilot rebrands as Ortto. The Australian SaaS success story, Autopilot, has unveiled a new name & logo as part of a major rebrand: ortto.com
AvayaLive Engage conferencing in 3D environments for meetings, training, sales & support. Collaborative browsing & presenting marketing material in on-demand, web-based, immersive collaboration environments.I used to work on this at Nortel
Aviso aviso.com@avisoinc AI Compass that guides sales & go-to-market teams to close more deals, accelerate growth, & find their revenue True North. Helps sales organizations close more deals with AI-powered opportunity management & WinScores, opportunity insights & opportunity maps to take control of pipeline & deliver better, more predictable outcomes. AI-powered platform for sales helps close more deals. Accelerate remote selling with virtual AI collaboration: Digital WarRooms empower sales teams with collaboration spaces, bringing the best of tools like Slack, Zoom, & Chatter, helping revenue leaders get a birds’ eye view across all deals, & go-to-market teams grow pipeline & revenue faster. Enrich every conversation with rich AI insights into what works & what doesn’t: Conversational intelligence metrics are designed to help improve internal team alignment, with qualitative & quantitative insights to change specific sales behaviors. Meeting Effectiveness: SmartTranscription uses Natural Language Processing (NLP) to automatically transcribe minutes of your meeting into meaning efficiency metrics. Audio markers help highlight each speaker. Also helps identify each speaker’s talk-to-listen ratio and shows who’s dominating the conversation & who should speak up more in future calls. Helps sales teams go beyond effectiveness metrics by analyzing bias due to overconfidence or pessimism. The sentiment analysis feature provides visual indicators to show how your forecast call truly went & how your customers are actually feeling. With insights into meetings’ overall tone & positive, neutral, or negative sentiment, teams can better help each other & serve executives & customers’ needs. $12M in estimated revenue annually & competes with EverString, Lattice Engines, & Leadspace. Added more conversational intelligence & natural language processing (NLP) features: Conversational Intelligence: Emotion analysis reveal unspoken thoughts buyers have through identifying visual & tonal markers. Sentiment Analysis shows you which buyers are likely to say yes! Or stall. Knowing the true nature of every deal means a 98%+ forecast accuracy. Smart Transcripts gives you everything you need to know about any call. All your recordings & transcripts in one place – means faster collaboration. Redwood City, CA, USA. Aviso India, Hyderabad, India
Axiom Sales Kinetics axiomsaleskinetics.com@AxiomSales@justaskaxiom (AXIOM SFD axiomsfd.com @AXIOMSFD acquired!) 18-Jun-2020, Axiom Sales Kinetics announced major rebrand, restructuring & new product offering after an asset only purchase of Dallas-based AXIOM SFD (Axiom Sales Force Development), Feb-2020. Their Salesforce.com apps used to improve sales coaching & sales training; on demand in real-time. Since 2013, they used to create native sales enablement apps for Salesforce.com. Dallas, Texas / Jacksonville, FL
Baltobaltosoftware.combalto.ai@balto_ai Real-Time Guidance platform – shows agents the best things to say, automatically scores 100% of calls, & alerts managers for coaching moments in real-time. Help Agents Say the Right Thing on Every Single Call: Balto shows agents the best things to say, automatically scores 100% of calls, & alerts managers for coaching moments in real-time. Getting Conversations Right: Start improving conversations when it matters most: in the moment. Get more sales & happier customers in just 45 days with Real-Time Guidance. Powered by AI, Balto listens to both sides of a conversation & visually prompts agents with the best things to say, live on every call. Scale “perfect” to thousands of agents with the push of a button & get immediate insight into what’s working & what’s not. Balto Software, Inc. St. Louis, MO, USA
Bantam live (acquired by Constant Contact in 2011)
Battlecard battlecard.com@battlecardHQ parsegon.com @parsegon@quickcardhq Quickcard was the main product Battlecard the brand/ecosystem name. Pivoted. quickcard.com Quickcard (YC W20, defunct) Sales Playbook Platform: Teams use Battlecard to organize their sales playbook, conquering the chaos of their daily revenue operations. Sales Collateral: Create tailored, shareable, & tracked sales collateral in 30sec after every discovery sales call. Just like you tailor a sales pitch on calls, tailor your follow-up collateral. Sales collateral is rarely something that should be one-size-fits-all for all prospects. Create tailored sales collateral. Gain Insights to what is Helpful. Get granular, event-driven analytics that help you improve your sales. Document-sharing platform designed for sales. A way to send sales materials: Personalize your sales decks & gain insights on readership in one place. Learn what is & isn’t working in your materials. Send, tailor, & analyze your sales collateral content. Highlight top features: Focus on the topics or features that the prospect specifically cares about based on discovery calls. Inject prospect’s variables: Name, industry, company size, or anything onto sales materials to provide a personal touch. Insert in the prospect’s logo, which 97% can be auto-fetched from just providing their domain name. San Francisco, CA, USA Domain redirecting to attention.tech by Benwick, Inc, USA
Beehivr beehivr.com@beehivrempower sales forces with a platform to enhance client meetings, facilitate employee training, & gather valuable insights. Adaptable mobile sales app allows sales teams to transform traditional presentations & client meetings, into interactive experiences. Flexible flow of information & the possibility to adapt content, as the conversation unfolds. All sales collateral & client information in one app, allowing sales teams to save preparation time & focus on more value added tasks. New team members benefit from a rapid & easier onboarding process with access to all pertinent information, offered on an interactive & intuitive interface. Up-to-date content allows to upsell & cross-sell & ensure that brand message is delivered more consistently across the market. Montreal, Canada
BigMachines Inc bigmachines.com Nov ’13: Oracle completed acquisition of BigMachines! Accelerate the conversion of sales opportunities into revenue by automating the sales order process with guided selling, dynamic pricing, & an easy-to-use workflow approval process, accessible anywhere, on any device. Flexible, scalable, enterprise-ready CPQ solution ideal for large companies looking to optimize complex selling processes
Bigtincan bigtincan.com@bigtincanhelps sales & service teams increase win rates & customer satisfaction. The mobile AI-powered sales enablement automation platform’s user experience empowers reps to more effectively engage with customers & prospects & encourages team-wide adoption. Enhance sales productivity at every customer interaction. 2017 Bigtincan, provider of mobile AI-powered sales enablement automation, acquired Contondo, provider of sales enablement automation tools for discovery & classification of available sales & service content enhancing measurement & improving ROI. Contondo’s data science team & core tech was incorporated into Bigtincan hub sales enablement automation platform. Jun-2018, Bigtincan acquired learning vendor (micro-learning / training & enablement platform) Zunos to leverage its expertise to shape its learning platform in the Bigtincan Hub, focusing on micro-learning strategies to ensure retention, gamification to boost engagement & partner enablement to ensure dissemination of content & knowledge across partner teams & organizations. Sep-2018, Bigtincan acquired FatStax (creating end-to-end connections across CRM & sales enablement). Jul-2019, Bigtincan acquired Portland, Oregon, USA based Veelo, Inc. for US$1.8m. Sep-2019 Bigtincan acquired Asdeq Labs asdeqworkforce.com. Xinnovation, Inc (“XINN”) xinn.com@GoXinn (see below) acquired Sep-2019. Bigtincan’s global sales & marketing are headquartered in Boston/Waltham, Massachusetts, US but with offices across EMEA, Australia & Asia it’s listed on the Australian ASX. Oct-2020, Bigtincan Holdings Limited entered into a binding purchase for Agnitio A/S agnitio.com@agnitiomcm a Danish company that provides a leading solution for remote selling for life sciences customers creating Digital Sales Rooms for customer engagements; Copenhagen, Denmark. PitchBuilder allows to create dynamic presentations both online & offline, combining pages from different approved materials to create customized pitches. This technology is helping users to be better prepared whilst using their own experience & skills to craft the material they need to use when they need it. The public API will allow customers to build their own integrations & content that connects to the Bigtincan core system. Gradcap provides an integration between Bigtincan content & Bigtincan Learning. ClearSlide clearslide.com acquired SlideRocket to let you create & edit presentations in the cloud with slide-by-slide analytics. Dec-2017, ClearSlide joined Corel Corporation. Dec-2020, @bigtincan announced that its wholly-owned US subsidiary, BTC Mobility, LLC entered into a Stock Purchase Agreement with Corel, Inc to pay AUD$22.6m for @ClearSlide, the sales engagement technology platform with hundreds of customers across three continents. The company has estimated annualised recurring revenue of USD$5.2M. The acquisition added 32 staff members. This sale of ClearSlide might mean Corel has exited the Sales Enablement market. Jan-2021, Bigtincan announced its US subsidiary, BTC Mobility, LLC entered into & completed a Stock Purchase Agreement with the shareholders of VoiceVibes & acquired VoiceVibes, Inc myvoicevibes.com@voicevibes voice analytics & AI-powered coaching platform helps professionals make the best impression, every time they speak. Baltimore, Maryland, USA. Jun-2021, Bigtincan acquired 100% of Switzerland-based tech company Vidinoti SA @Vidinoti for roughly $770k in cash & shares. The Swiss acquisition specialises in augmented & virtual reality systems: Suite of tools to create, deploy & manage augmented reality content including V-Director, V-Player & the Vidinoti SDK. Aug-2021, Bigtincan acquired Brainshark, Inc. (Sales Readiness solutions for training, coaching & onboarding: Solutions for course authoring, course content creation, 1:1 video coaching with AI-scoring, & readiness scorecards to help customers train, coach, & assess the buyer-readiness of customer-facing teams incl. frontline sellers, field marketing, & support.) 2022, Bigtincan acquired TaskExchange Pty Ltd taskexchange.net Task Exchange specialises in mobility solutions, collaboration, business workflow & integration. Established in 1995 Task Exchange has worked closely with partners like HCL & Bigtincan to improve productivity of our clients operating in a wide variety of businesses. Sydney, NSW, Australia. 2022, Bigtincan acquired StorySlab storyslab.com@StorySlab helps B2B field sales teams optimize live customer interactions everywhere they’re happening. Syracuse, NY, USA. 28-Dec-2022, Bigtincan acquired SalesDirectorsalesdirector.ai@SalesDirectorAI Revenue Intelligence & Data Platform for B2B Sales Irvine, CA, USA. Acquisition consideration of US$1.2m with US$800k cash component funded from cash reserves raised through the institutional placement conducted in December 2022. SalesDirector.ai revenue in FY23 is not expected to be material.
BINOX MSP binoxmsp.com@BinoxMSP Sales Enablement Tool for MSPs (Managed services providers). Manage your Sales Opportunities & your Financial Goals with BINOX MSP. Binox is a SaaS solution built by MSPs (Managed services providers) of data, insights, & integrations to help you identify, engage, quote & close more deals all within one platform. Improves your sales process by sourcing 95% Human verified leads that fit with your target market. While maintaining your PSA & CRM databases in sync. Unifies the software solutions you already use to create a cohesive workflow while revealing key trends about your organization’s activities directly to you. Binox LLC, Garden City, NY, USA
BirdzAI p360.com@P360_SolutionsOptiks Solutions, Inc D\B\A P360 Solutions. Sales solution: 360-degree full-lifecycle suite for sales performance, from data management & lead resolution to data compliance. Updated sales enablement platform BirdzAI with AI to provide insights for sales forecasting, churn prediction, brand propensity analysis, next best action recommendations, & more. By adding AI capabilities it helps life sciences companies eliminate the guesswork often associated with sales operations. Piscataway Township, New Jersey, USA. WA, Australia. Maharashtra, India
Bit.ai bit.ai@Bit_docssmart document collaboration for teams. Your complete document ecosystem. Create, Manage, Track all from one platform. Collaboration tool that empowers sales teams to make marketing & sales materials while collaborating in a common workplace. Sales teams create, customize, collaborate & share sales proposals, sales decks, & client-facing material. Receive notifications whenever a client or prospect views your sales proposal. Get engagement metrics e.g. time spent on your smart document, how far they scrolled (scroll ratio) & how often they returned to documents you shared. This data is feedback on your proposal. Make changes to improve the sales collateral you & your team create. Add a lead capture form while sharing a document. For recipients to access the shared documents, they fill name, company, email &/or phone number. Salespeople can also password protect documents or add a document access expiration date. San Francisco, CA
Bizzit justbizzit.combizzit.biz@JustBizzitcumulative sales intel from Bizzit’s b2b ratings: Options for yourself, team, or company. Bizzit, Inc. also known as Bizzit, bizz, bizz-it, bizz it. Enterprise SaaS platform built for numerous verticals & industries. B2B Experience platform identifies data voids & fills them in a variety of ways; currently focused on sales intelligence data. Designed for approved sales individuals or B2B related teams. San Francisco, CA, USA
BizSpheresuite of Sales Enablement software solutions for global enterprises with a complex portfolio [of products, services, & solutions] & large sales force / channel partners. The team responsible for the user interface & core concepts moved on to MING Labs (see below)
box box.com@box online file sharing & cloud content management service offering storage, custom branding, & administrative controls. Simplify how you work. Platform for secure content management, workflow, & collaboration. Box Relay: A way to automate processes in Box: Enterprises have a single content management platform to drive team collaboration & streamline processes across the extended enterprise. Productivity & workflow tools usually fall on the extreme ends of the ‘how work gets done’ spectrum: they’re either designed for ad-hoc collaboration or for rigid processes. Yet in today’s agile business, teams need both: A way to collaborate in real-time, while also automating the manual work that’s done every day. 4-Feb-2021: Box Inc acquires Amsterdam’s e-signature startup, SignRequest for €45.6M. 10-Jul-2018: Box acquired Butter.ai for an undisclosed amount.Competes with Accellion, Dropbox, & ShareFile. San Francisco Bay Area, USA
Brainsharkbrainshark.com@brainshark single platform for content creation, training (formal & just-in-time), & video coaching. Sales readiness software equips businesses with the training, coaching & content authoring capabilities to achieve sales mastery. Helps reps learn & prepare wherever, whenever & however they work, so they’re always ready for any selling situation. Prepares sellers with the knowledge & skills they need, from the same systems & devices they use every day. SaaS sales enablement & readiness solutions. Applying AI to drive sales productivity. AI-based engine for improving sales coaching & practice. $50M in revenue annually. Competes with MindTickle, SAVO, & CallidusCloud. Waltham, MA. 23-Aug-2021, Bigtincan acquired Brainshark, Inc. (Sales Readiness solutions for training, coaching & onboarding: Solutions for course authoring, course content creation, 1:1 video coaching with AI-scoring, & readiness scorecards to help customers train, coach, & assess the buyer-readiness of customer-facing teams incl. frontline sellers, field marketing, & support)
Brandcast brandcast.com nowtimesites.com@brandcastapp No Code:code-free web content system. Create branded websites & content in a connected, design-driven system. Customizable. Engaging. Trackable. Discover the power of interactive sales collateral. Your prospects will love it & you can track their interactions from cold call to closing. Pitch decks, Sales proposals, Case studies, & Web brochures. Replacing static, slow-loading PDFs with interactive content is a new idea. Adding videos, demos, or showrooms to presentations livens up the pitch like nothing else. Going forward, you may have fewer live meetings where you can develop personal bonds with customers. That makes lively, engaging presentations more important than ever. Brandcast Salesforce Studio is an integration that allows a Salesforce user to automatically create a personalized website directly from a Salesforce Account or Opportunity record. The personalized website will pull content & data from Salesforce to create a personalized experience. All websites created from Salesforce can be updated in real-time & are automatically equipped with tracking metrics that allow a Salesforce user to see engagement activity directly from Salesforce. San Francisco, CA, USA.30-Aug-2022: BRANDCAST IS NOW TIME SITEStimesites.com We’ve joined iconic media brand TIME to deliver a more expansive platform for storytelling. The global media company TIME announced the acquisition of Brandcast, the leading no-code platform for creating and managing enterprise-grade websites.
Brandfolder brandfolder.com@BrandfolderDAM digital asset management platform. Easily store, share, & showcase what’s important to your brand. Denver, CO, USA. @smartsheetsmartsheet.com Smartsheet’s acquisition of the DAM Brandfolder for $155M is expected to close in Sep-2020. Smartsheet will continue to operate Brandfolder as a separate product. The acquisition adds 50 employees to Smartsheet’s workforce. @Smartsheet (NYSE: SMAR) enterprise platform for dynamic work. Flexible, no-code platform that empowers teams of any size to build the solution they need, & adapt as needs change. Seattle Area, USA. 16-Jan-2018, Smartsheet acquired Converse.AI
Brandobility brandobility.com brand content management between partners, offices, & teams. NAPC division. Helps US-based Bynder clients implement their brand portal solutions. Bynder bynder.com@bynderdigital asset management platform: Gives your brand the organization it needs, & your organization the brand it deserves. Role-based access from anywhere, anytime. The digital asset management solution helps you do more with your marketing assets. Bynder’s platform enables teams to collaborate in the cloud, get content to market faster, & maximize the impact of marketing assets. Amsterdam, Netherlands. 3-Mar-2022, Bynder acquired content operations platform GatherContent gathercontent.com@gathercontent London, UK. Launched in 2012 to bridge the gap that separated quality content from hard-working marketing teams. Through a centralized content operations hub, GatherContent strips away the ambiguity & chaos that often comes with creating content for campaigns, websites, & other channels. A user-friendly UI gives stakeholders the tools they need for managing, editing, reviewing, & approving content – all in one place. By uniting GatherContent & Bynder DAM, Bynder offers a centralized platform for content teams to collaborate on creating structured content. By combining text & digital assets, approving it with simple workflows, & enabling the distribution of the approved content to whichever channels need it, we’re empowering marketers with the tools they need to provide superior customer experiences.
Brand Wings brandwings.com@BrandWingsTCMA sales enablement platform / portal for sales teams. SaaS-based marketing automation platform provider with a goal to simplify brand marketing & enable sales teams. Empower & equip your direct & channel sales teams to successfully engage with customers & opportunities. Email Campaign Builder: design & edit an email campaign by building a template that automatically loads the brand’s correct logo & other digital assets. The admin can customize the email content & maintain multiple versions of the campaign. Sales teams can access the template & send their email campaigns to their contacts. The template contains merge tags that automatically personalize the content using brand guidelines. Brand asset management in one central location for all brand marketing content such as presentations, case studies, documents, images, & videos. Sales teams can locate, download, or distribute the assets they need when they need them. One-to-one asset personalization allows brands to define templates (PDF, PowerPoint, or Word) that can be customized or co-branded according to the business rules defined. Sales teams are empowered to easily create on-brand, personalized content for their customers & leads. Brand Wings Analytics provides real-time business intelligence into sales operations & marketing effectiveness. Easy-to-understand dashboards provide dynamic targets & KPI’s. West Chicago, Illinois, USA
Bricksbricks.ai@Bricks_AIindustrialize your sales: Sales & Marketing teams create business documents in a flash, Anywhere. Sales Enablement platform helping Sales, Marketing, & Data teams personalize their assets incl. RFPs, contracts, & business proposals. For Sales, Pre-Sales, Marketing & IT/Data teams! Collaborate more efficiently with easy sharing of content. End the information chaos! Salespeople create documents on a daily basis “in their own way”. Marketing struggles to uphold the brand image, & pre-sales to ensure the use of the most up-to-date arguments. Bricks provides a solution to those problems, thanks to a division of information & rights. Ensure compliance with your brand image & expertise: Your charter elements, arguments & personalization data come together harmoniously to create your documents & presentations. Always up to date, they support the success of your business initiatives. Gain commercial efficiency: Responses to calls for tenders, commercial presentations, contracts… Your sales teams can assemble personalized & harmonized documents in a flash to fully concentrate on their sales. STARTER: Essentials & DIY for small & autonomous teams (Format pptx, Collections: contacts, companies logos, Video training). ENTERPRISE: Customized pack, premium features for medium & big teams (Formats pptx, docx, xlsx etc; Personalized collections & set-up). Station F, Paris, France
Bridge @GetBridgegetbridge.comall-in-one learning & performance management platform by instructure.com@Instructure make your workforce smarter faster with a modern, mobile learning & talent management suite. Bridge Salesforce integration to enable active learning, boost sales performance, & track linked achievements. Bridge is an employee-focused sales training & coaching solution taking a holistic approach to boost a sales organization’s effectiveness, driving increased revenues & reducing time to productivity. Companies use it to scale learning across their sales organizations. Instructure, Inc also known as Bridge bought out by Thoma Bravo for $2Bn on 4-Dec-2019. Salt Lake City, UT, US
Bridge Metrics bridgemetrics.com extend the value of your marketing assets by enabling your channel & partner sales & marketing teams to customize, distribute & track content on the fly. Texas, US
Bsharp bsharpcorp.com@bsharpcorpBsharp Sales Enablers Private Limited, Bangalore mobile sales enablement tools accelerate sales through continuous training, effective sales conversations & more productive sales reps: Inform, train, assess, equip, hear from & motivate the sales team. Mobile platform & services methodology to help you build a formidable team. Continuously train thousands of sales personnel across geos; Keep them informed of important decisions at the corporate office; Send product collateral, brochures, videos for customer use; Get info like sales, inventory, merchandising, customer meetings for analytics. Marlborough, MA, US & Bangalore, India
BuyerDeck buyerdeck.com@BuyerDeckensure your sales reps are loaded with the latest content available. Sales Enablement Tools for Marketing & Sales Teams. Brings all stakeholders & content together in one shared space providing a faster, easier & more pleasing experience for your buyer. Say goodbye to links & attachments in long email threads. See every Buyer engagement: Track everything down to the amount of seconds spent on a single page. Figure out your next move based on your customers last.$10.3M in estimated revenue annually & competes with YesPath, Octiv, & PointDrive. London, England, UK; Riga; New York & SF, USA. March 2021: Rebranding to Shodeckshodeck.com Effortless discovery & delivery of the right content at the right time. Share Better. Sell Better. Give your prospects a personalised buying experience & track their engagement with advanced analytics whenever you send them content.
Cacheflow getcacheflow.com@getcacheflow Sell more, Sell faster. With Flexible Payments. Simple, yet flexible deal close platform. Add a B2C-like checkout quality to your B2B deal close. Proposal to Cash: Automate & speed up every step of the proposal, close & payment process. Cacheflow’s modular platform can integrate with any part of your existing process to close deals faster & deliver a superior buyer experience. Create interactive winning proposals in minutes. Traditional configure, price, quote tools are complicated & confusing. Cacheflow makes the complex simple. An easy quote-building editor & templates speed up sales. Behind the scenes, our powerful configuration tools support complex product catalogs, pricing flexibility, & approved legal docs. Don’t wait to send the invoice to collect payment. Customers often delay payment until they receive their invoice, & even then it’s a challenge to collect payment on time. Cacheflow prompts your customers to pay directly in the checkout experience. Offer your customers one-time or recurring credit card or ACH payment, with flexible billing & payment plans & support of usage-based billing models. Once the payment has been captured, billing details are synced with your ERP and/or your subscription management solutions. Los Altos, CA, US
Calliduscalliduscloud.comacquired by SAP 29-Jan-2018 for $2.4Bn (Callidus Software had purchased iCentera besides that company CallidusCloud also had CPQ tools, marketing automation & more: Ensure your sales reps & external partners have the knowledge, motivation & tools to sell more, faster & spend less doing it. The ‘Lead To Money’ suite includes enablement, eLearning, sales coaching, sales incentive compensation, CPQ, CLM, pipeline & forecast intelligence, territory & quota, customer feedback to action. Dublin, CA, US
Canto canto.com@cantodigital sales enablement: Digital asset management empowers sales teams by improving efficiency & creating new business opportunities. A DAM system makes your media files available where you need them, any time. Sales reps never need to worry if they’re carrying all the relevant documents & presentations when meeting clients – important sales collateral is accessible from mobile device, laptop/tablet with fast, metadata-driven search & preview capabilities. Content is always up-to-date & ready to use. Social DAM features make digital collaboration easier & faster than ever. Build .ppt decks from pre-approved slides that are guaranteed to have the latest version. With Cumulus & DAM you can do that & more. Germany & San Francisco, US
Canva canva.com@canvagraphic design & video editing software solutions provider that helps users to design presentations, & more: Brand Kit, Make an infographic in minutes, not months, with Canva’s easy-to-use infographic creator. The platform combines a drag-and-drop design tool with a stock library of photographs, illustrations, & imagery. Real-time collaboration: Design with your team or co-presenters via a link or email, then comment, edit, & collaborate in real-time. Pre-record to present confidently, every time: With Canva, you don’t need a live audience to deliver great presentations. Add audio, or pre-record yourself talking over a presentation, then share your video to be viewed anytime, anywhere. Download “Talking Presentations” as MP4 videos. It’s excellent for capturing audiences beyond a one-time event. Established in 2012. $500M in revenue projected in 2021. Competes with Loom.com, Pitch.com, PicMonkey, Piktochart, & Adobe Systems. Sydney, NSW, Australia.
CatalystXL catalystxl.com@CatalystXL pivoted/rebranded to Cardware: a flippin’ brilliant way to communicate & share content more easily on any device. Create, Curate, Integrate, Manage + Deliver in real-time to any connected device. Think of all the ways your company shares information. Cardware is the dynamic, digital way to provide omni-channel content across any device.The CatalystXL mobile app puts knowledge in everyone’s hands, making a smarter, more involved, & more deeply connected team. Working remotely is becoming the new normal. It’s more important than ever that you help your remote sales team succeed. Consider sharing content with a sales enablement mobile app. Cardware: Organizations don’t need more tech & complexity – they need knowledge, & specific answers quickly. CatalystXL’s digital-flashcard platform simplifies & socializes knowledge transfer, making the right data, content & people easily accessible at the right time. Detroit, MI, USA
cegeka cegeka.com@cegekaSwiftslide swiftslide.eu make your sales easier, better & more efficient. Delivers up-to-date content straight from your marketing department to sales when & where they need it. Improves communication between these two key departments & optimizes the sales process to prospects.
Chatlets Chatlets.ai@Chatletsaienabling personalized micro conversions through conversational interfaces. Not your average sales bot: Curate content. Personalize experiences. Convert more leads. Builds dynamic conversations with relevant content to move B2B prospects through the sales funnel faster. Mountain View, CA
Chatter (see Salesforce.com below)
Chemistry usechemistry.com@usechemistryenterprise web & tablet tech built to align Sales & Marketing through 3 of the most critical components: Digital asset management, integrated data collection, & customized sales tools.Used to compete with SETVI, SKURA, & Distribion. Kansas City, MO, US (site offline since Feb-2020)
ClickDimensions clickdimensions.com@ClickDimensions solution for SMBs: Unifies your sales & marketing efforts & gives you more control over every lead. 2-Nov-2022, New Sales Engagement platform: Created the new Sales Engagement platform to unify sales and marketing teams by improving communication, efficiency and customer loyalty; builds on their flagship solution, Marketing Automation, which helps marketers optimise campaigns, automate follow-ups with leads, & support the transition of leads from marketing to sales. Sales Engagement then helps salespeople with next steps, e.g. automating outreach to leads & redirecting leads to marketing if they’re not ready to purchase. ClickDimensions LLC, Atlanta, GA, USA
Chorus.ai Chorus.ai@chorus_aihelps capture & share your sales team’s best talk tracks to create more quota-crushing A players. Conversational intelligence platform that helps businesses to capture, store & analyze their sales meetings. Conversation cloud. AI-driven conversation intelligence for sales teams. $7.4M in estimated revenue annually & competes with Aviso, People.ai, & Clari. AffectLayer, Inc. is a privately-held company that develops Chorus, a conversation intelligence tool, for sales teams. AffectLayer, Inc. founded 2015. San Francisco, California, USA & Tel Aviv, Israel owler.com/company/chorus 13-Jul-2021: ZoomInfo @ZoomInfoannounced it intends to acquire conversational sales intelligence tool Chorus.ai for $575M. Sales intelligence, Chorus’s market, is a hot space that uses AI to “listen” to sales conversations to help improve interactions between salespeople & customers.
Ciara GmbHgetciara.com@getciaraall-in-one conversation assistant: Brings all your skills together, focuses on work so you can focus on results, & levels up your game. Virtual assistant for inside sales reps / inside sales teams. Provides interactive guides, proven playbooks, & smart objection handling, helping them to structure their phone conversations & increase their success & productivity. With the best questions & best answers during your sales calls Ciara makes you an inside sales rockstar – right away. Outside sales is still around, but compared to inside sales it is trending down. Ciara will be able to understand a conversation in full & will provide real-time sales enablement skills to inside sales reps. Sales professionals spend just 34% of their time selling. They spend the rest of their time with data entry, quote generation, & other tasks. And these tasks keep them away from customers. The Ciara platform is being driven by the success of AI & real-time communications currently used by virtual assistants. With the playbook in place, reps can answer customer questions on competition, pricing, & new product capabilities quickly. The more you use it, the better it gets by using deep learning from daily interactions. Inside sales is growing because of the way consumers & businesses now interact with technology. When someone wants to buy a product or service, the first thing they do is search for it online. By the time they have made the decision to buy, they have all the information they need. In most cases, they make the first contact. Whether it is through email, chat or a phone call, this contact is made to an inside sales rep. How the rep responds will dictate if the customer is going to move forward with the purchase. This highlights the importance of proper training & having the right tools in place.Founded Date: 2019. Munich, Germany.Ciara joins forces with Unique! 11-Apr-2022, Unique acquired Ciara for an undisclosed amount. Together we’re real-time conversation & sales intelligence. UNIQUEunique.chUnique AG, Zürich, Switzerland. Unique platform: Reinvents sales for the era of remote working & beyond. The more time you invest in sales conversations, the more deals you can win. Summarizing a sales pitch, updating CRM, onboarding new employees, coaching existing employees – all of this is time-consuming. But essential at the same time. Imagine these tasks being done for you automatically. That’s exactly what Unique does & much more! Unique’s AI-driven sales platform records & analyses sales conversations delivering real-time insights & coaching to sales teams helping them win more deals. Helps salespeople & customers understand each other better & build deeper, more meaningful relationships. Meeting Agenda & Real-Time Coaching: Structure your calls & stay consistent during on- & offline client conversations with an AI-driven meeting agenda. See what topics you covered, & what to mention next thanks to real-time coaching insights. Venture-backed B2B SaaS sales intelligence platform, transforming sales by empowering both sales teams & customers. Unique leverages the power of AI to augment sales teams with real-time coaching and insights to close more deals & build better customer partnerships; & to give customers a better, more transparent, informed buying experience.
Cincom Systems cincom.com@cincomCPQ, ERP & enterprise software: TeamSync gives CPQSync Partners & Resellers to tools to succeed. TeamSync Portal: Access, collateral, support & other resources online. Training & Certification: How to sell, implement & use CPQSync. Sales leads: We’ll put you in front of potential customers. Microsoft Azure usage: Drive Azure usage through CPQSync. Cincom Systems software: Simplify & improve business operations & customer communications. Selling complex products & services: Cincom CPQ helps your sales team get highly complex quotes out in seconds — across all your sales channels. Sell more, faster. Cincom Eloquence: Customer communications management (CCM) solution. Design, deploy, deliver & manage documents seamlessly — creating a better customer experience. Main competitors are Oracle, SAP & PROS. Cincinnati, OH, USA
CircleHD circlehd.com@circlehdteam enterprise video & podcasting: Record, share, & get more mileage from your enterprise videos without compromising security. Sales Training & Enablement Platform: In many sales organizations, onboarding & training salespeople is an ad hoc, labor-intensive effort, with no ability to gauge success. With CircleHD’s platform, you can create & curate videos to teach your team how to use CRM; how to advance deals through opportunity stages; & much more; store existing training material in the same place, such as your sales slide decks, qualification & competitor cheat sheets; & create lessons, & use analytics to see how well your team is learning these materials. Leaderboard gamifies engagement. crunchbase.com San Mateo, CA, USA
Clearbit clearbit.com@clearbitmarketing data engine for all of your customer interactions. Data to power your business.Understand customers, identify future prospects, & personalize every single marketing & sales interaction. See the full picture from the get-go, so you’re prepared to reach the right people, make great first impressions, & nurture relationships throughout their lifecycle. Prospector: Discover your ideal accounts & leads with complete contact info. Enrichment: Turn any email or domain into a full person or company profile. Business intelligence to help companies find more information of customers in order to increase sales & reduce fraud. $2M in estimated revenue annually & competes with Datanyze, Pipl, & Infogroup. San Francisco, CA, USA. APIHub, Inc.
ClearSlide clearslide.com@clearslideSales Engagement Platform that integrates content, communications & insights to improve business results. Collaborate with sales to develop high-impact collateral: Mix & match content on the fly. Provide sales teams with updated marketing content. Distribute & refresh collateral to multiple teams. Control what content your sales team is using, editing, & sharing. Organize content so it’s easy to find for specific use cases by adding tags. Analytics: Gain visibility into what content your sales team uses. Learn which collateral is effective with prospects & customers. See how long people viewed presentations: slide-by-slide analytics. Dec-2017 ClearSlide joined Corel Corporation. See Corel below. ClearSlide used to have $23M in estimated revenue annually & competes with Showpad, Brainshark, Tilkee, DocSend & Seismic. San Francisco Bay Area, CA, & NYC, NY. ClearSlide acquired SlideRocket to let you create & edit presentations in the cloud with slide-by-slide analytics. Dec-2020, @bigtincan announced that its wholly-owned US subsidiary, BTC Mobility, LLC entered into a binding Stock Purchase Agreement with Corel, Inc where Bigtincan agreed to pay $22.6M for @ClearSlide, the sales engagement technology platform with hundreds of customers across three continents. The company has estimated annualised recurring revenue of $5.2M. The acquisition added 32 staff members to Bigtincan’s books. This sale of ClearSlide might mean Corel has exited the Sales Enablement market.
ClientPoint clientpoint.net@ClientPointhigher close rates, shorter sales cycles, bigger deals & lightning fast proposal creation with a sales optimization solution: Allows your sales team to create powerful engaging custom proposals quickly & efficiently by ensuring that they’re working with the latest & most accurate proposal content & assets. Create your proposals, templates, price quotes & eBrochures in one centralized library repository & pull/push information directly into your proposals or eBrochures from your CRM. Carlsbad, CA, USA. ClientPoint Inc. Also known as Paperless Proposal
Colibri Colibri.ai@colibri_ai helping sales teams reach their full potential with generative AI & real-time conversation intelligence. A range of sales enablement tools that utilize generative AI – LLM Large Language Models adapted specifically for the enterprise market. Colibri’s real-time speech recognition & conversation intelligence platform lets organizations capture, analyze, & extract valuable data from all types of conversations: phone calls & video meetings, internal & external. Machine learning & Generative AI for transcribing calls in real-time, automatically generating meeting summaries, tracking usage of specific words & phrases, & analyzing key call metrics such as talk ratio & sentiment. Also provides just-in-time assistance & coaching to sales & customer service representatives during a meeting. Colibri for Sales helps sales teams reach their full potential by providing new & better ways to take meeting notes, update CRM, analyze team performance, & continuously coach sales reps. Colibri AI Notetaker for individuals & businesses of all sizes. The app records online meetings, transcribes them in real-time, & generates concise searchable meeting notes that can be easily shared with teammates. Palo Alto, California, USA. Alterra.ai, Inc. (d.b.a. Colibri.ai)
Collected collected.io Don’t just store your files. Use them. Find old proposals, notes, reports, & more, as you work. For sales & marketing proposals, legal briefs, etc. Easily connect Collected to your cloud-stored content. Pittsburgh, PA
Combionic combionic.com collaboration software connects people, processes, & information in context & across applications. Enabling salespeople & partner organizations with a slide library. Drag&drop slides to a plug-in right within PowerPoint to have all the context/tags captured automatically & the slides are already uploaded/available in the cloud-based slide library, great for accessing & generating on the fly from tablets. Germany & Switzerland
Command.app command-app.com@Command_appDigital Briefcase. Mobile customer engagement app platform for sales & marketing. Overland Park, KS
CommercialTribe commercialtribe.com@CommercialTribeenterprise SaaS platform for onboarding, developing, & coaching sales teams to improve sales effectiveness & achieve revenue goals. Video-based practice solution: Enables sales training to stick – helping sales reps hit the number. Using video & associated content, reps can view & share peer best practices, practice by recording themselves, submit their scenario for manager & peer feedback, & refine until they have it right. Reps actually teach & learn from one another. Competes with MindTickle, Brainshark, & Paradiso Solutions (LMS). Denver, Colorado, US
Compelligence compelligence.comNov-2018: Relaunched company name, brand & website:CompeteiQ competeiq.io@competeiqcompetitive intelligence platform built for sales: Win intelligently, intelligent sales battle cards, integrated win/loss workflow, track news, website changes & trends, Salesforce AppExchange certified. Sales teams consistently want customized CI data specific to their deal & CI analysts constantly make custom sheets & slides. Often competitive content is located in different places in the company & difficult for sales teams to locate quickly. Executives want up-to-date information on industry threats & trends. There’re few effective means for collecting competitive information from multiple parts of the company. Pismo Beach, CA
Compendian compendian.com CollaboRate: Capturing & capitalizing on assets & tribal knowledge organizations have. Delivering knowledge & assets to the people who need them, right when they need them. USA
Complexica complexica.com@Complexica_AI AI-based enterprise software applications that improve the effectiveness of sales & marketing activities. Optimize your sales, marketing & supply chain with Complexica’s decision cloud powered by Larry, the digital analyst. Adelaide, Australia
Connective connective.eu@Connective technology platform for secure & contextualized business interactions. Electronic Signature / eSignatures / Digital Signature. Identity Hub / Digital Identity. Smart Documents / Document Generation. Antwerpen, Belgium. 11-Nov-2021: Connective acquired by Nitrogonitro.com “Nitro Software, Inc.” Stock Symbol ASX:NTO. Australian-based document productivity software firm Nitro Software wants to conquer the global eSign market, starting with the AU$110M acquisition of Connectiveconnective.eu a European eSign company. 22-Oct-2015 Nitro had acquired doxIQ.
CONQUER conquer.io@conquer__io (Former Dialsource) Helping enterprise sales & service teams conquer their day with the first end-to-end Revenue Engagement solution for Salesforce & Microsoft Dynamics 365. Grow pipeline, win revenue & strengthen customer relationships. The clock is ticking to get a sneak peek into the future of revenue engagement, before your competition. Customers expect it. Your teams need it. We call it Revenue Engagement. Communication, connected across every channel: Voice, Email, Text, Social. As a native application, Conquer empowers sales & service teams to reach out at any point of the customer journey without leaving CRM. Engage through channels where customers are communicating & making decisions, whether that is voice, email, SMS, or any other channel in Salesforce or Microsoft Dynamics 365. Unlike sales engagement & contact center point solutions that only integrate with CRM – creating silos of data, duplicate processes, complex read-write rules, & fractured reporting: Enables your team to deliver, capture, & manage every customer interaction all from a single pane. Sacramento, CA
Connectmedica LLC connectmedica.com@connectmedica helps companies boost business performance with the digital platform Highp gethighp.com. Empowering sales people. Omni-channel platform for life-sciences. If you are looking to increase sales, you need to choose the most effective strategy to provide the customer with best-in-class service based on personal insight gained through the salesforce’s relationships. Transforming companies into digitally integrated & empowered organizations with the use of our omnichannel platform: Customer database management, opt-ins & insights; Customer video comms. DBE getdbe.com complete next-generation marketing & sales enablement knowledge transfer solution. DBE: Fast & cost-effective rapid content creation tool, distribution framework & customer focus content live presentation tool. The key features of DBE are video commentary & a multi-path meeting scenario. With non-linear presentations your salesforce is finally enabled to have a more successful sales conversation. DBE decision-based education is a Connectmedica invented, innovative tool which redefines the way that educational meetings are being handled. What’s the basis of its originality? DBE is a system that allows learning based on real-time decision-making. Warszawa/Warsaw, Poland
CONSENSUS (formerly DemoChimp) goconsensus.com@goconsensusIntelligent Demo Automation. Enable Buyers. Accelerate Sales. Discover & engage stakeholders across the buying group with personalized video demos. Experience interactive demo automation for yourself. DemoChimp rebrands as CONSENSUSdemochimp.com Product demo automation software. Breaks down demo content & adjusts the duration, order, depth, focus etc based on a quick survey that weights what’s more important in the given demo. Highly customized demos with Demolytics (analytics on your demos). CONSENSUS makes it possible for sales & marketing professionals to create interactive customized demo videos that give each buyer an overview of a product’s value proposition. $405K in estimated revenue annually & competes with Highspot, Optymyze, & Outreach. American Fork, UT, USA.
Demo automation solutions provider Consensus launched a redesigned version of its interactive demo video platform. The platform is catered to B2B pre-sales teams, helping them save time & ensure consistent demo walkthroughs. […] the new redesign offers a conversational style demo. […] “guides the customer with ease, puts more control in their hands while promoting the visibility of the sales executive throughout the process.” Consensus raised $15M in Series B funding [in Jan-2022] to further develop the platform. Clients were able to reduce sales cycles by 29% by using the product. Client’s at the time also reported a 44% increase in close rates.
Content Camel contentcamel.ioall your sales content, in one place. No more insane drive folders. Search, find, share, & track content from one place to enable sellers. Content Discovery & Sales Enablement: Organize your content database according to the nuances of your sales cycle & organization. Content Camel – with intelligent search & sales-aligned funnel identification – makes sure the right content is found & offered at the right time to better connect content marketing teams to sales teams & beyond. Today, most marketing teams struggle to catalog & effectively deploy all the awesome content they are developing while sales often complains the right content isn’t being created. Portland, Oregon, USA & Toronto, ON, Canada
Content Raven (See Raven360 below)
ContexTip contextip.com@contextipthe right insights at the right time with the right context. In large globally spread sales teams, where many divisions often sell into the same accounts, the potential to cross-sell often is unrealized as information is trapped in silos. Digs through data in Salesforce & recommends people across divisions to reach out for help with a deal. A recommendation engine gives a view of your account & helps with timely, relevant & optimal date to help the deal move further & faster to closure. The power of critical info at your finger tips just when you need it.By Lister technologies, India. @contextip stopped tweeting 2017. Website offline as of 29-Mar-2022
Conversica conversica.com@MyConversicaIntelligent Virtual Assistants for business. Automate email conversations with all your leads to qualify them for sales. AI software for marketing & sales, fosters real conversations to discover your most qualified sales opportunities. AI-powered sales assistant; uses human-like, two-way email conversations to automatically engage & qualify leads, freeing up Sales to close more business.Conversational artificial intelligence (AI) for business incl. an AI-powered system that automatically carries on conversations. $44.6M estimated revenue annually & competes with Saleswhale, Exceed.ai, & Drift. Foster City, CA
Convo convo.com@convoprovides in-context work collaboration. Real-time company message board. Share ideas, documents, videos or anything, without things getting lost in the endless reply chains of email. Clear, crisp collaboration! In-context = No clutter! Automated acknowledgements: Need to send something out to all employees, but you also need to know exactly who has seen it (and, of course, who hasn’t) / who really got the memo? Convo makes it easy: Write your post like any other, but check the “Recipients must acknowledge to view”. When it pops up in your colleagues’ timeline, it will be blurred with a prompt asking them to acknowledge the post. Once they acknowledge it, the post is de-blurred. $4M in revenue annually & competes with Slack, Zinc, & HipChat. San Francisco
Corel Corporation corel.comDec-2017 Corel Corporation, Canadian office & design software company, announced it acquired ClearSlide, sales engagement platform (See ClearSlide). Ottawa, Canada. ClearSlide clearslide.com acquired SlideRocket to let you create & edit presentations in the cloud with slide-by-slide analytics. Dec-2020, @bigtincan announced wholly owned US subsidiary, BTC Mobility, LLC entered into a binding stock purchase agreement with Corel, Inc where Bigtincan agreed to pay $22.6M for @ClearSlide, the sales engagement technology platform with hundreds of customers across three continents. The company has estimated annualised recurring revenue of $5.2M. The acquisition added 32 staff members to Bigtincan’s books. This sale of ClearSlide meant Corel exited the Sales Enablement market.
Corporate Visionsmarketing & sales messaging, tools & training company, Jun-2014 it acquired Launch International, communications company specializing in marketing & sales enablement content corporatevisions.com Larkspur, CA, USA. 19-Aug-2021, Sentinel Capital Partners, private-equity firm sold Corporate Visions Inc. corporatevisions.com@corpv a sales & marketing enablement company in the US, to The Riverside Company. Terms weren’t disclosed. Former DSG Consulting dsgteam.comdsgconsulting.com@JustAddDSG the combination of DSG & Corporate Visions can turn your growth plays into big commercial outcomes. Corporate visions acquired dsg to expand revenue growth services: 18-Apr-2022, Consulting & training companies Corporate Visions & DSG are coming together to provide an expanded set of Revenue Growth Services to improve B2B commercial execution. 20-Apr-2023, Corporate Visions launched TruVoice, an automated customer feedback & sales training system. The platform analyzes a salesperson’s skills to identify areas of improvement & offer personalized coaching. The system identifies areas of improvement based on input provided by direct buyers.
CorsPro corspro.com@CorsPro Cors Productivity Solutions provides proposal automation software for sales operations. One of the best ways to prevent errors in your sales proposals is to leverage the power of the Microsoft technology for a seamless sales process. CorsPro SalesDoc Architect helps automate your ability to get proposals out quicker. CorsPro Enables Sales Teams to: Automate the proposal generating process; Turn common sales tasks into a checklist process; Eliminate the number of keystrokes in building a quote/solution; Provide turn-key, polished proposals & scopes of work; Dramatically streamline the quoting process. Cors Productivity Solutions Inc. Reston, VA
Costello andcostello.com@andCostelloSee SalesLoft (acquired it 5-Nov-2019) AI-powered sales co-pilot software shows your team what questions close deals & helps them keep deals on-track. In an era of hyper-competition, sales teams increased the volume of prospecting calls & emails to an all-time high. As a result buyers no longer give second chances on sales calls. Costello A.I. powered sales co-pilot helps sales professionals consistently have great conversations with buyers & keep deals on-track. It identifies the questions that determine whether or not you will close deals & then helps your reps beat the competition by guiding them through the critical moments in sales calls that determine whether you win or lose. $3M in estimated revenue annually & competes with Pattern, Clari, & SalesHood. Indianapolis, IN
count5, LLC. count5.com pivoted in 2010 & no longer a sales enablement tool. Over 95% of clients & end users are not in sales:adaptivemicrolearningplatform.com q.MINDshare (“q”): Micro-learning platform. Eliminates the forgetting curve associated with training. Sales people never read the sea of email from their boss & dozens of other resources within the company. Cuts thru the clutter to drive employee/sales alignment: Cloud platform on mobile & tablets to get the attention of staff, spoon feed high priority content, then report back if it was received & understood. Prioritize, schedule & deliver content based on business importance using a notification system. Control who gets content & the days/times it gets delivered. Knowledge Retention: Automate proven scientific methods for training reinforcement to drive faster adoption & ROI. Engage users with high priority communications & tasks, then track views, feedback & understanding. Coaching Module: Collaborative interface where managers support employees while they execute specific activities & goals. Atlanta, US
Coveo coveo.com@coveocombines unified search, analytics & Machine Learning (ML) to deliver relevant information & recommendations across every business interaction. Transforms businesses by improving customer engagement & up-skilling employees by providing the best information, every time, everywhere. AI-powered Search for every Salesforce community & app. Immediate access to all the content, wherever it resides. Québec, Canada. 15-Oct-2021: Coveo, a Relevance Platform & applied AI company that transforms digital experiences with AI-powered search, recommendations, & personalization, announced the acquisition of Qubit qubit.com@Qubit AI-powered personalization technology for merchandising teams, based in London, UK, further accelerating Coveo’s geographic expansion into the UK & European markets.
Crayon crayon.co@Crayonmarket intelligence company helping businesses track, analyze, & act on everything outside their four walls. Keep Sales Battle cards up-to-date seamlessly by integrating them with Crayon’s continuous feed of software-driven CI (competitive intelligence). Get alerts when new intel is ready to review, always staying in sync with market movements. Access battlecards wherever your sales team spends their time – available by desktop, mobile, or directly from within Salesforce CRM. Boston, MA, USA
crescendo crescendoapp.com by Sependa, Inc. SALES ENABLEMENT & PRESENTATION APP: Customizable mobile sales tool that uses content on your Google Drive, Sharepoint, Box, Salesforce or OneDrive. Custom branded presentation app for your content. It keeps your files up-to-date in real-time as you modify resources in your cloud storage solution. Working online & offline with powerful added features, it turns into your platform mobile sales app, helping you to plan, present & organize. Sales enablement features: Interact directly with your cloud CRM. Annotating of PDFs, sharing files, advanced text search functions, text indexing & more. [Sependa is an enterprise mobile app developer building intelligent tools for the sales professional.] Oakland, CA, USA
CustomShow customshow.com@CustomShow (a Zoomifier company) presentation software to build custom branded presentations that look better than your typical PPT presentation while still incorporating important metrics & reporting needed for sales teams to track engagement. Create customized & branded presentations while equipping teams with access to a slide library in a fully cloud-based environment. Incorporates analytics, the ability to conduct web meetings, integration with SalesForce.com, all while customizing to your own brand standard. $6.2M in estimated revenue annually & competes with ClearSlide, iPresent, & Prezi. 1-Apr-2019, Zoomifier Corporation completed the acquisition of the presentation software assets of CustomShow Inc. New York, NY
CXera cxera.com@CXeraLLC from first contact to customer success. digital customer experience (CX) microsites. How we do business in today’s digital sales & service economy has changed for virtually every organization. To get it right, you need a digital approach that supports customers from first contact to their success & with a digital approach you can enable sales & services success while also improving the customer’s experience at every point in their journey. CXera produces digital micro-sites that we call Experiences in minutes in order to deliver & track great customer experiences, every time. Not a platform & won’t take weeks or months to deploy. Our cloud-based application is engineered to make the digital age of selling & buying easy—with no technical expertise required. This is made possible by integrating with many popular cloud-based solutions & using Experience templates that are fully customizable through our Experience creation wizard. In minutes, design, populate & launch Experiences to your staff & customers to make a difference starting today. Ready-made Experience templates make it easy to create Experiences in minutes. AI-driven CXassistant makes recommendations &, if permitted, takes action to optimize Experiences. CXera offers built-in integrations with your company’s website & popular services. Sales Enablement + Customer Enablement = Revenue Enablement! Expanding the scope of sales enablement to include customer-facing roles as well as the customer. Why enable customer-facing roles & the customer directly? Research from Gartner supports the need: The sales enablement market has broadened beyond sellers to include the enablement of people in revenue-generating roles such as customer success, presales & marketing. An individual sales rep may often receive only 5% of a prospect’s direct time. 60% of frontline sales enablement companies are predicted to shift to enabling additional customer-facing roles over the next three years. By 2025, 25% of organizations will create a formal cross-functional counsel to align customer-facing teams that will provide recommendations, governance & oversight across the entire revenue process. Remove silos, become customer-centric, and eliminate the fluff. Do not wait to drive the latest evolution of enablement. Onboarding the first product purchased by the customer is only the beginning. CXera LLC. Edina, MN, US
d!NK dink.eu@dINK_salessales library on tablets enables customer-facing staff to adapt interactions with customers / prospects to what interests them. Makes sales more effective; better qualification, condensed sales process. SalesMatik, d!nk’s sales enablement suite, is now available in Microsoft AppSource. Vosselaar, Antwerpen, Belgium
Daisee daisee.comAI applications for business. AI-driven speech analytics that drives compliance in conversations with your customers. Increased revenue: Identify cross-sell & up-sell opportunities, predict sales success, increase customer satisfaction, identify new commercial opportunities from conversational data. Compliance remediation, individual agent & team training, brand experience improvement, key metrics improvement (AHT, FCR), Customer satisfaction improvement, Customer buying predictors, Agent & customer churn predictors. Bridging the gap between technical AI & commercial application for businesses worldwide. Lisa is an enterprise-ready speech analytics solution built with the future in mind delivering ROI to business from day one. Platform agnostic working with the appropriate telephony provider for each client. St. Leonards, Sydney, NSW, Australia; Melbourne, VIC, Australia & Palo Alto, CA, US
Dashworks dashworks.ai@DashworksAI unlock your company’s collective knowledge. A unified hub for all your people, tools, & knowledge. Dashworks allows teams to instantly search anything across all their cloud & web applications. Fast-growing teams can find answers they need when they need them. Rethink knowledge management from the ground up. Company know-how is scattered across hundreds of apps. Finding information inside the company takes ages. No way to discover & stay updated with what other teams are working on. Documentation that’s impossible to keep organized. No single source of truth for internal knowledge. Documentation that’s stale, duplicate, or without owners. Automate knowledge management: Connect all your applications like Slack, Google Drive, & Salesforce to Dashworks within seconds & instantly create an intelligent source of truth for your entire company. Empower everyone with the information they need: Transform how your team finds, discovers, & learns from your company’s knowledge, & accelerate their onboarding. Break organizational silos: Align all functions in your company on a single view of your customers, projects, playbooks, teams, policies, & everything else. Dashworks Technologies, Inc. Formerly known as Luminaire, Redwood City, CA, USA
Data Dwell datadwell.com@data_dwellsforce.co/2qzkZyh enables sales & marketing teams to close deals faster by using intelligent content matching & measuring content ROI. The best content, analytics & prospect tracking, native in Salesforce. Increase sales conversion by dynamically matching relevant content to any prospect attributes. Generate relevant conversations, track detailed content consumption & notify sales of interactions in order to focus sales efforts – all in Salesforce. London, UK
Databook trydatabook.com@trydatabook enterprise customer intelligence platform built to increase GTM productivity at scale. Helps sales leaders empower teams for maximum performance, productivity, & pipeline. Automated sales presentations: Personalized deliverables, fast & easy. Databook’s automated sales modules help you create custom, data-driven content in record time. Databook’s solutions for a variety of automated sales deliverables are time-savers that kick productivity into overdrive. One-click downloads, customized for everything from first calls to executive briefings, ensure consistent points of view are shared with influential buyers. At the same time, higher sales productivity means more Account Execs meet quota & pipeline remains consistent. Sales teams at Salesforce, Microsoft, Databricks, & many other of the biggest, fastest-growing software companies in the world leverage Databook to sell their largest deals & consistently beat quotas. Sales reps transform into strategic sellers, identifying lucrative opportunities & driving pipeline at the executive-buyer level. Databook is a Series B, hyper-growth startup, backed by the most successful SaaS investors, such as Bessemer, & has recently raised a $50m round to fuel accelerated expansion. Headquartered in Mountain View, CA with a distributed team across the globe. Databook Labs, Inc., Palo Alto, CA, USA. 16-Feb-2022, Databook valuation hits $550M for its sales prospect intelligence software. Databook competitors include Brew, Crayon, & Klue.
dealhub dealhub.io@dealhubio former Valootovalooto.com sales engagement Platform that delivers a personalized buying experience at every step of sales & prospecting funnels. Enables sales reps & buyers to meet, engage & collaborate online on relevant, personalized & dynamic content, while gaining real-time insights on buyer engagement & disposition.CPQ / CLM / E-signature – Sales Engagement Platform. Featuring native integrations with Salesforce & Microsoft Dynamics CRM.Operates natively on Salesforce & other leading cloud-based CRMs. Offering: Predictive sales playbooks, interactive content sharing & engagement, real-time engagement analytics, Configure-Price-Quote (CPQ), Document Generation, Contract Management & redlining, E-signature. DealHub.io raised a total of $4.5M in funding over 2 rounds. Main Office: Los Altos, CA. Other office: Israel
DecisionLink decisionlink.com@decisionlinkBuild Pipeline, ROI Analysis, Business Case Development & Market Analysis with Value Cloud, Enterprise Class Value Selling Automation Tool. Addressing the entire Buyer Journey & Customer Lifecycle, it is an integrated application delivering Repository & foundation for enterprise selling, Get smart about accounts in minutes, Understand your value in minutes, Value Propositions – to quantify, articulate & defend your value, & close deals, Defend your customer base, & sell them more. $3.1M in estimated revenue annually & competes with QuickPivot, Keap, & Pegasystems. Used to compete with Alinean, VisualizeROI, & ion interactive. Atlanta, GA
19-Apr-2021, DANVERS, Mass., US,DemandScience demandscience.com@DemandScience(Buyer Intelligence Platform / B2B Sales Enablement & Market Intelligence Solutions) completed the acquisition of Leadiro leadiro.com@leadiro B2B sales enablement, sales intelligence & data enrichment platform with 60M+ verified records. Demand Science achieved 50% CAGR since 2014, & is on track to exceed $100M in revenue in 2021. UK-based Leadiro experienced more than 100% year-over-year revenue & EBITDA growth in 2020. Q1 was a record revenue quarter with approximately 150% year-over-year revenue growth. Demand Science is a global buyer intelligence platform that accelerates demand generation for the world’s largest software, technology & B2B companies. It delivers data & prioritized buyer insights that align sales & marketing professionals with more qualified audiences through its PureB2B, Klarity, Internal Results, Leadiro, Tidings, & BIOMES brands. 3-Feb-2022 klarity.com started to redirect to leadiro.com. 20-Jul-2021: Airborne App Airborneapp airborneapp.io@Airborneapp_io sales engagement & enablement software platform (Toronto, ON, Canada) acquired by Demand Science. 8-Feb-2021, global buyer intelligence platform @DemandScience acquired Tidings Tidings.com@TidingsCo on-demand automated newsletter creation SaaS platform, to expand its sales enablement (klarity.com which used to be prospectone.com) & intelligence solution suite.
DemoChimp see CONSENSUS
Demodesk demodesk.com@demodesk customer meeting platform for sales & success teams / revenue teams. Provides real-time sales coaching, increase sales efficiency, & engage customers at scale. 100% online. Win more deals, faster: Intelligent customer meeting platform that helps increase sales velocity & drive more revenue. Automates non-selling tasks & enables sellers in real-time. Drive revenue, cut down on ramp time, increase quota attainment, & boost sales productivity. Integrates with CRM, calendar, & the rest of your sales stack to help you automate manual tasks & scale your process. Playbooks & Battlecards: Your real-time sales assistant. Automatically load the perfect playbook into every meeting: Slides, web apps, talk tracks & battle cards on the spot. Automatically load the perfect slides, websites & speaker notes into every customer meeting. Handle objections in real-time: Easily navigate sales objections & answer critical questions with battle cards. Instantly have all the content & guidance you need available during every customer call. Personalize pitches: Automatically customize every pitch with dynamic tokens – personalize content & recall the right data into all your meetings. Ensure that everyone can quickly access the most up-to-date sales content. Always know your team has a unified sales narrative with team playbooks. The right content at the right time: Manage & sync your sales collateral with the tools you use to automate meeting prep & to start every meeting with all the right content. Demodesk GmbH, Munich, Germany. Demodesk Inc, San Francisco, CA, USA. London, UK
Gondola(rebranded)Gondola.ai@GondolaAi boosts deal momentum by enabling productive sales conversations. Before the rebranding it used to be:Demoflow demoflow.io@thedemoflow demo platform that helps you wow prospects & sell more, faster. Demo platform that enables to streamline prep, presentation, follow-up, & documentation across a sales organization. The company’s integrated CRM documentation & live URL management that allows the user to conduct seamless product demos every single time. Founded 2019. Denver, CO, US Swivel Demos Inc., dba Demoflow, a Delaware corporation (“Demoflow”)
Design Center designcenterideas.com@DesignCenterInc (agency) built an iOS & WINDOWS application for BASF performance materials as a high-performance app to empower their sales representatives to deftly navigate between relevant markets, value propositions, products & content. Widgets for on-the-spot problem resolution, rich business intelligence specific to the customer, real-time data & special private sections which facilitate sales planning & sales management. 26-Feb-2019, Design Center announced a client project for a mobile sales app for spec reps & sales reps. The sales enablement platform supports a more strategic sales process, is flexible enough to be useful throughout the sales reps’ day. Supports everything from servicing a sample request to delivering a ‘lunch & learn’ to sharing the latest online configuration tools with a client. Developed for a client that sells through a distributed network of sales & spec reps. Saint Paul, Minnesota, USA
DialSource (See Conquer above) dialsource.com@DialSourcehelps customer-facing teams have better conversations. DialSource CTI for Salesforce & Microsoft Dynamics optimizes the time & energy you spend on calls with prospects & customers because that’s where the real work of sales & service gets done. Now conquer.ioSacramento, CA
Digideck thedigideck.com@thedigideck powered by sportsdigita.com@sportsdigita Sportsdigita a sales enablement technology company that pivoted from an agency to a SaaS model: cloud-based presentation platform Digideck. Enables sales & marketing teams to design & create customized presentations. By shortening sales cycles, driving revenue growth, delivering cohesive integrations & offering real-time back-end analytics, the Digideck aims to become an all-in-one selling solution for sales & marketing teams. Now powering video conferencing & in-app chat for our clients’ all in one location: Digideck platform with strategic integrations, powerful analytics, & immersive, media-rich experiences. Minneapolis | Atlanta | New York | LA
Digital Sales Roomdigitalsalesroom.com@DigitalSalesRomachieve more wins from your sales proposals. Creates a space which is shared with your prospects & includes all information they need to make the decision to buy. High levels of competition mean the demands on sales leaders & enablement teams to make sales proposals stand out from the crowd are increasing. Digital Sales Room helps you achieve this – quality delivery of comprehensive & relevant content position your bid head & shoulders above the rest.angel.co/company/digital-sales-room Leeds, UK
Digizuite digizuite.com@DigizuiteDAMtake control of your content with digital asset management. Enterprise digital asset management software: Search, manage, & distribute your brand assets from one centralized source. DAM for Sitecore@damforsitecore: Digizuite DAM for Sitecore module makes Sitecore even more powerful. Digital asset management seamlessly integrated with Sitecore. Built by@DigizuiteDAMdamforsitecore.comManage digital files & customer experience from one place. The Digizuite DAM for Sitecore module gives you a single source for all digital files. Upload, manage, search & share files on multiple channels from within Sitecore. Denmark
Direxxis Marketing dmEDGE direxxismarketing.com Distributed Marketing Portal In March 2015 Broadridge Financial Solutions, Inc. acquired Direxxis LLC, a provider of cloud-based marketing solutions & services, to expand its suite of solutions for wealth & asset managers. Financial advisors are moving from a mass marketing approach to data-driven strategies in which timely content can be tailored & distributed through both traditional & emerging channels.
Distribion distribion.com@Distribion gives corporate marketing & sales agents a way to manage, execute & analyze personalized marketing campaigns. Sales enablement: Suite of tools to increase sales efficiency & effectiveness: Sales Kit Generator (brochure builder), presentation generation & education module to assemble, customize & distribute personalized content. Marketing asset management: Storing, accessing & easily locating all content, imagery, videos & files for use in multi-channel campaigns. Content management features for optimization & distribution of content, alleviating one of the most significant pain points for many orgs.$1.1M in revenue annually & competes with Pica9, Inc., SproutLoud Media Networks, LLC, & Zift Solutions. Dallas, Texas
Docebo docebo.com@docebo E-Learning. Create, manage, deliver, & measure the impact of learning for external & internal audiences with Docebo’s AI-powered Learning Suite. Docebo’s multi-product learning suite helps enterprises around the world tackle any learning challenge. Create & manage content, deliver training, & understand the business impact of learning experiences. Tackle learning challenges & create a successful learning culture. Docebo Inc. Toronto, Ontario, Canada. Athens GA, USA. Biassono (MB), Italy. Docebo UK Limited, London, UK
docsales docsales.com@doc_salesautomate proposal & contract buildouts. Allows you to generate proposals & contracts through your CRM of choice with zero clicks – and zero effort. DocSales’ Zero Click allows them to send sales documents automatically, by dragging the CRM opportunity card from one phase to another one. Sends proposals & quotes automatically to customers, based on preconfigured templates & information the sales representative added to their CRM, which is imported automatically to DocSales. As soon as the customer receives the document, they can e-sign it online. Sales Documents, Inc. Sao Paulo, Brazil
DocSend docsend.com@DocSendProviding analytics & control for documents you send. Know more. Work smarter. Move faster. Goodbye email attachments. Hello revenue. Makes salespeople more effective by enabling them to track, control, send, & present sales materials with real-time document analytics. Analytics allow to understand how your documents are being viewed, right down to the time spent on each page. Know what content is working & what’s not. Maintain control even after you send. Send documents on your terms. Create multiple links per document & control them individually. Limit or turn off access at any time. Rest easy knowing your content is secure. $10M in revenue annually & competes with KnowledgeTree, ClearSlide, & Showpad. 10-Mar-2021, Dropbox announced it plans to acquire DocSend for $165 million. The company helps customers share & track documents by sending a secure link instead of an attachment. San Francisco, USA.
DocShare docshare.io @docshareio Track document opening & performance with easy to share weblinks. Document tracking app by SalesHandy.com@saleshandy send, track, control, engage & present sales collateral with actionable document analytics. CENTRALIZED SALES COLLATERAL: Manage all your sales documents at one place. Organize your files by teams, company or private. India
Docurateddocurated.com (offline as of 15-Nov-2020) @docuratedquark.com sales enablement & sales asset management platform. Powered content recommendations with AI & predictive analytics. Faster deck creation, Access the newest & most relevant content, Assemble new pitches in minutes, Pitch better & more often, Seamless integration with existing file storage, Automatic indexing & visualization of content, Mobile & desktop access. NYC, NY, USA. Their inception was in 2012; now part of Quark Software, Inc. Denver, CO. 6-Dec-2017, Quark Software announced it acquired Docurated.
DocuSign completed its acquisition of SpringCM (See SpringCM below)
Dokmee dokmee.com@dokmeesoftwareProvides Capture (Document Capture Software) & ECM (Enterprise Content Management) software available in cloud, web, & mobile based solutions. Office Gemini, LLC, Houston, TX, USA.
DOOLY www.dooly.aiangel.co/company/dooly@DoolyHQclose deals faster with sales enablement software that adapts to what your customers say. The time you felt flat-footed on a sales call because a prospect brought something up that you hadn’t anticipated yeah, that wasn’t fun & we felt your pain. Dooly’s real-time playbook engine keeps your conversations as sharp & on-point as the buyer you talk to, matching their every move with sales tools that answer even their toughest questions. Update Salesforce 10x faster. Automate your CRM busywork so you can focus on selling. Sell more with less admin work slowing you down. dooly.ai/roles/sales-enablement/ Ramp your sales reps faster at scale: Empower all of your sellers quickly to be confident on day 1. Feed relevant talking points & tools to your teams live during their sales calls based on the flow of the conversation. Your buyer doesn’t wait. Dooly surfaces the gaps in your sales process giving you essential insight into where your playbook needs improvement. Stop with the guesswork. Know what talk tracks & content perform best allowing you to continually optimize your enablement strategy. Quantifying the results of your enablement efforts isn’t easy. $4.5M in revenue annually & competes with Chorus, Gong.io, & Conversable. Dooly Research Ltd., Vancouver, BC, Canada
doxIQ @doxiqteamdocument analytics startup acquired by Nitro in October-2015 (Nitro Software, Inc. gonitro.com@NitroHQ Nitro PDF: Create, Convert & Edit PDF Files. Nitro Productivity Suite, provides integrated PDF productivity, eSignature & business intelligence BI tools to customers through a horizontal, SaaS & desktop-based software suite. Nitro is headquartered in San Francisco & has offices in Dublin, London & Melbourne, VIC, Australia. FY19 total revenue of USD $35.7M). doxIQ: “Bring marketing documents to life & into the browser. PDFs are dead!” doxIQ provided actionable data while reducing friction in generating qualified leads. “While easy for anyone to use, we fully embrace the new generation of technically savvy growth hackers who need developer-friendly API access to their data.” doxIQ aimed to be the document standard for a connected world. The technology converts MS Office & PDF documents into visually identical web assets that collect data on view activity & boost engagement with interactive content & simple sharing. Initially, they focused on helping B2B marketers improve ROI on their white papers, research reports & other marketing collateral. Palo Alto, California, US
Draup Platform draup.com/sales/@draup_salesmachine learning startup incubated @Zinnovzinnov.com Sales Enablement: Empowers sales teams with comprehensive account & stakeholder intelligence to enable micro-targeting. Analyzing millions of data points to help sales teams understand finer details about prospects, such as buying preferences, technology choices, outsourcing deals, buying centers, strategic & investment priorities etc, while also obtaining a deep understanding of the key decision makers among your prospects. Equip you with sales intelligence & help you answer pressing sales questions such as leads to prioritize, Right stakeholders to target, & How to approach the targeted opportunity. Cloud hosted web application with data rich insights & visualizations to help you know the most important information about your prospects. US-India-China-Singapore. Santa Clara, California, US; India
Drift drift.com@Driftconnect sales teams with future customers now. Provides a buying experience for potential customers, generate more qualified leads, & accelerate the sales cycle. A conversation-driven marketing & sales platform. With its quickly evolving set of tools & playbooks, Drift unlocks the insights buried in conversations to accelerate business success. Customers use Drift to provide a modern buying experience for potential customers. Boston, MA, USA Drift.com, Inc. acquired Giant Otter Technologies, Sep-2019. Giant Otter offered a way to create conversational AI directly from existing call recordings or chat transcripts. Somerville, MA, US
DSG Consultingdsgteam.comdsgconsulting.com@JustAddDSGthe combination of DSG & Corporate Visions can turn your growth plays into big commercial outcomes. Corporate visions acquired dsg to expand revenue growth services: 18-Apr-2022, Consulting & training companies Corporate Visions & DSG are coming together to provide an expanded set of Revenue Growth Services to improve B2B commercial execution. (See vPlaybook.io below) Our passion & focus is enabling every sales channel to implement your company’s vision & strategy. Playbook-based solutions that enable every salesperson, sales manager & channel partner to implement your growth strategy through content, tools, & training. Little Rock, AR, USA
DTI dxform.io @Dxforminc enables leaders, tech teams & sales forces. Digital transformation & sales transformation. Better enable sellers & frontline managers, & transform your sales force to generate & win more opportunities. Sales enablement services: Sales readiness diagnostics, buyer persona development, sales playbook development, sales enablement advisory / support services. Now: Fast Lane Digital fastlane.digital sales transformation & enablement services based on a learning system & designed & developed to provide solutions for effectively competing in a marketplace where integration to digital technologies is now the norm. Raleigh, NC
EarthIntegrate See Pageflexearthintegrate.com marketing technology with a platform called Pando: Relationship Marketing Platform providing sales enablement, marketing automation & content management, all while maintaining crucial approval workflows & compliance requirements. Virtual content + marketing technology = a productive sales force. Localized marketing made possible for national brands by integrating their content, assets & data sources to create 24/7 highly personalized marketing support. Houston, TX Pageflex acquired EarthIntegrate Apr-2015.
EdCast edcast.com@EdCast AI-powered knowledge cloud for personalized learning & sales enablement. Deliver content your learners need, when they need it & where they want it. Aggregates your learning content incl. from your LMS, intranet, external providers, your subject matter experts & your team’s preferred resources on the web. The most valuable content you have is the tacit knowledge in the minds of your experts: Release it & build your own libraries of expert content. Machine Learning curation engine: Ensures that only high-quality, most relevant, & contextual content is presented to your team. AI-based targeting engine learns about your team & makes continuous learning recommendations directly to where they’re working – incl. Slack & Salesforce. A real-time view of flow of expertise & knowledge across your teams. Helping you identify your most acknowledged, best connected, & influential team members. Mountain View, CA, USA. 16-May-2022, SANTA MONICA, Calif., Cornerstone OnDemand, Inc., a cloud-based talent management software provider backed by Clearlake Capital Group, L.P. (together with its affiliates, “Clearlake”), announced it has completed its acquisition of EdCast. Cornerstone and EdCast are united in a vision to create an open platform for people development, growth, and mobility, powered by AI, machine learning, and people data. The platform will enable organizations of all sizes to create a scalable learning infrastructure, extend the impact of talent technology investments, and deliver personalized growth for employees that spans learning, skill development, content, and career mobility. Together, Cornerstone and EdCast will help organizations around the world improve productivity across their businesses.
elandas elandas.com@elandasnowsales & marketing solutions: Deliver customized, regulatory-compliant sales materials into the hands of your sales force within days. Adapt to rapidly changing trends with tools that give you flexibility & control. Coordinate efforts of disparate & cross-functional business units for more efficiency – allowing you to sell more sooner. Sales reps will: Learn about access changes that provide growth opportunities in a given territory sooner. Create relevant & compliant materials for digital presentation or print to get to the point quickly. Enjoy more realistic sales goals set by management. Get the control needed to hit the ground running & be ahead of the game. Saint John, New Brunswick, Canada (Pivoted to help market access teams in bio-pharma)
emlen emlen.io@emlen_io rethinking how content is distributed & experienced. Enables sales & marketing teams to use B2B content as sales assets & create content experiences. Content management, distribution & intelligence in a single tool. Content hub: Central content management. Whitepapers, blog posts, articles, case studies, videos – all Content Pieces in a central content Hub – 24/7. Search with Meta Tags. Content Intelligence: Always the right content. Content creation aided by AI technology. Smart suggestions for each target audience based on meta data. Berlin / Saarbrücken, Saarland, Germany
Enable5 former VONICAL vonical.com full-service agency that spun out its enablement software as a service under the name ENABLE5 enable5.com (HQ Ottawa, Canada; also Japan, Ireland, London UK, San Fran USA)
Enable Us enableus.com@EnableUsInfo formerly Referenceable & formerly enable.us: All-in-one buyer-centric enablement platform – web or mobile application: Organize, Share & Analyze everything your buyers & sellers need to close deals quickly using Digital Sales Rooms. Make it easy for your buyers to say yes. One link manages it all Marketing content + sales content + customer voice in one link. The B2B sales process is difficult & time-consuming. Managing content creation & distribution, Zoom meetings, & Q&A between 2-20 buyers & influencers is hard. Enable streamlines this entire process, allowing you to manage it from one unified digital sales. Save sellers time with one source of truth. Sellers spend up to 25hrs finding content… every month. Content sprawl is real, making managing & finding the right content a daily time suck. One place has everything sellers & buyers need to close deals quickly. Give your champions everything they need to sell your deal internally: Too often we make it hard for our champions to help us close our deals. Dozens of emails, meetings, phone calls, & documents make it difficult for your champion to coordinate with their evaluation team. Monitor prospect engagement in real-time: Enable tracks all sales room activity, alerting sales in real-time so they know exactly how to navigate the sale. Insights highlight content engagement & effectiveness across all digital sales rooms, to help sales find what’s engaging buyers the most & to help marketers create more of what works. Maximize your customer’s voice: The more successful you are at generating leads, the greater the strain on your customer references. Enable captures customer reference videos & testimonials so you can distribute via your digital sales rooms without having to coordinate multiple calls for each deal. Enable Inc., San Francisco, CA, USA. 2-May-2023, Sales enablement & revenue productivity platform Mindtickle announced the acquisition of Enable Us. Financial details of the deal weren’t disclosed. Enable Us is a digital sales room provider that empowers sales teams to create digital buying experiences with their corporate branding and messaging. Mindtickle believes the acquisition would provide an all-in-one platform for sales leaders to align entirely on gaps in knowledge, skills, & day-to-day deal behaviors.
Enablix enablix.com@enablixsales enablement platform for marketing. Know when buyers engage with your shared content: Share content with your buyers & learn when they engage with your content. Provide your buyers with a value-driven content experience. Fast access to the right content can increase a rep’s efficiency many folds. Reps can find the right content, in less time, focusing on the more important task of selling. Present in USA, Canada, & India. Virginia, USA
engage former workface workface.com Sales Enablement Chat Tool. Helps close more sales by enabling your sales people to instantly meet today’s web-based customers with extraordinarily personal, multi-channel, real-time video, audio & text chat. Everything you need to create, manage & track enterprise-level chat 2.0. Incl. file & video storage & mobile apps. Not just chat or web conferencing. It’s live sales enablement. Rebranded to engageengage.co Minneapolis, MN
ENHATCH enhatch.comenterprise tech helping sales & marketing teams conquer complex sales through a mobile SaaS platform. Functionality geared towards field sales & marketing teams for presenting custom pitches, accessing relevant content, & collaborating with others. Enhance sales productivity & effectiveness while providing seamless access to backend CRM systems. CLS will be available for download on the AppExchange & can bi-directionally synch with Salesforce. Stopped selling a digital content management for sales solution DCMS. Now an end-to-end solution that powers the design & delivery of standard & patient-specific implants from pre-operative planning to the surgical theatre. NYC, US
EveryoneSocial everyonesocial.com@EveryoneSocialemployee advocacy platform that keeps employees informed, creating, & sharing; wherever they’re working. Social selling made simple. 1000s of salespeople use EveryoneSocial to drive more, & bigger deals faster. Sales enablement is about giving your salespeople the information, content, & tools they need to sell more effectively: to increase pipeline, win rates, & deal sizes. Pipeline (More conversations, more movement: Sales success starts with building pipeline, & there is no channel that offers greater access to a larger group of prospects than social.), Win Rates (Close more, stronger deals: We’re far more likely to close a deal the closer we’re to the people on the buyer’s side. Social affords your team the opportunity to make connections across an org & foster those relationships no matter where they are in the world.), Deal Size (Across industries, EveryoneSocial customers have shown direct correlation between social selling & increased deal sizes, in some cases 42%.), Integration (From CRMs to data pools, EveryoneSocial provides all the integrations you’ll need to craft a comprehensive view of performance & results: Integrated with Salesforce). Gravit, Inc., Salt Lake City, UT
ExecVision ExecVision.io@ExecVision_io conversation intelligence software built for coaching. Washington, DC, USA. 27-Apr-2022, Mediafly@Mediafly is acquiring ExecVision. Mediafly, a sales enablement & revenue intelligence platform provider, has acquired ExecVision, a conversation intelligence (CI) provider. Financial terms of the deal were not disclosed.
FatStaxfatstax.com(See Bigtincan above) @FatStaxApp customer engagement platform: Every meeting matters. Turbocharge sales meetings with our digital sales tools. Catalog app that helps sales reps embrace the iPad. Midwest HQ located in Indianapolis, Indiana with offices in San Diego, California & Detroit, Michigan. September 25, 2018, Bigtincan announced the acquisition of FatStax (creating end-to-end connections across CRM & sales enablement).
Frnd frnd.ai@frnd_ai Intelligent Sales Enablement Platform: A smart email plugin for salespeople to share contextual content with buyers in one click & close deals faster. Equip your sales team with the most relevant content always! When your sales team gets into a conversation with the buyer via email or Linkedin, show them contextual content via a smart browser plugin to share & close that deal faster. Founded: 21-Mar-2022. Frnd Inc., San Francisco, CA, USA
20 Miles Inc. 20miles.us@20MilesSoftware(pivoted from fileboard fileboard.com) 20 Miles sales platform enables consistent outbound prospecting at scale, leading to more meetings & opportunities. Create workflows that automatically reach prospects across multiple channels. Get more meetings & opportunities while spending less time prospecting. San Francisco, California, USA. @FileboardCentralize your Sales Collateral: Enterprise-grade file management. One source for your marketing collateral with deep engagement insights! Marketing Automation only tells you what content generates most leads or traffic, not what content is most used & contributed most to won deals. Once connected with your CRM, a marketing manager can see for every single piece of content how much it has contributed to opportunities that are lost & won. Engagement scores for each asset help to understand what type of content resonates with prospects & where more or similar content is required. Know how & where to focus your content creation efforts on. iOS app enables you to sell anywhere. Connect your live presentation to a Salesforce account, opportunity, contact or lead.$1M in revenue annually & competes with Sertifi, FunnelFire, & Reactful. San Francisco, CA, USA also has offices in Rotterdam, the Netherlands
Filo filo.co@meetfilo collaborative platform for virtual events, meetings & teams. Provides flexible virtual spaces for collaborative teams, meetings & events. Flexible platform for virtual events, meetings & teams. Built on the video conferencing platform Zoom. Integrates directly with Zoom so you can scale your virtual event, meeting or team to any size while still delivering the best quality audio & video experience. Brings teams together with virtual spaces for many sales gatherings. The sales process has changed in the virtual & hybrid world. With Filo Virtual Sales Hub, you do more than Zoom. You drive business. Give your team the space they need to succeed. Filo Software, Inc., a High Alpha company @highalpha: Venture studio that creates & invests in B2B SaaS companies. Indianapolis, IN, USA & Remote
Fireflies.ai fireflies.ai@firefliesai AI voice assistant for meetings. Record, transcribe & search across voice conversations. Your AI assistant notetaker. Automatically record, search, & collaborate across your meetings. Fireflies for Sales: Sales Reps, Customer Success, Customer Support, Marketing, Sales Leaders. Automate CRM data entry. Clone top performers. Onboard new reps faster. Collect customer feedback & requests. Nail the messaging for marketing. Ensure quality assurance & compliance. San Francisco, CA, USA
Flockjay flockjay.com@flockjay equip your team with the best sales enablement tools. Sales enablement platform for sales teams everywhere. Gives your team the tools, content, & strategies they need. Purpose-built platform to create upward mobility for the sales rep of today. Empowers sales leaders to develop teams that share best practices & win together, even when everyone is remote. Learn & earn with best practices from peers & experts. Take control of your career with a platform designed for your professional growth. Upskill quicker: Don’t wait until your next review to see how you’re doing. Let Flockjay guide you to your next learning opportunity & watch your skill set grow. Don’t go at it alone: A community of Sales professionals at your back, to help you at each step of the way. Helps Sales Leaders unlock the potential of their entire sales team by capturing, organizing, & sharing best practices. Invest in your team members’ growth using internal & externally created content that propels your team members into their next role. Motivate your team with a virtual sales floor. Regardless of where your reps sit, bring them all together via a virtual sales floor to enable collaboration & team growth. Getting everyone on a remote team on the same page can be difficult at best. Connect your team & enable a collaborative peer-to-peer learning environment. Walnut, CA, US
Foleon foleon.com@GetFoleon(Foleon B.V. formerly Instant Magazine) replaces your PDFs with web publications that are mobile-friendly & measurable. Online creative platform for quickly producing sales & marketing collateral that’s visually immersive, measurable, & proven to keep readers engaged. It empowers organizations to replace all their PDFs & printed communication assets with responsive, media-rich web publications. Empowers business teams to create engaging & intelligent content experiences at scale. $5M in estimated revenue annually & competes with Readz, SnapApp, & Ceros. Amsterdam, Netherlands
fullfeel fullfeel.io@fullfeelio show & sell. Engage your prospects online by delivering an immersive experience with a personal touch. A single integrated platform that lets businesses create, share, manage, & analyze their digital selling experiences to close more deals, faster. Pleasanton, California, USA
FunnelAmplified funnelamplified.com@FunnelAmplified Social Selling & Engagement Platform for Sales Teams. Helps your sales team build relationships & create conversations. We amplify what you’re already doing, with the tools you’re already using. Amplifying Resources, Reach & Results: Leveraging Your Existing Tools & Marketing Content to Improve Sales Performance. ContentHubs & BuyerHubs create relationships, micro-funnels, & tracking specific to a sales rep’s known & unknown prospects. Give brand-approved content to your employees for sharing on their social media, their social connections discover & follow your brand. Peachtree Corners / Alpharetta, GA, USA
FusionGrove fusiongrove.com@fusiongroveaccount-based orchestration platform to help B2B sales & marketing leaders transform revenue success. Segment & target accounts with augmented data intelligence, optimize content in coordinated plays & orchestrate customer interactions at scale. Enables sales teams & channel partners to engage accounts & expand customer relationships. Our data-driven solution gives your business an edge in selling across the entire portfolio & accelerating time to revenue. Helps B2B companies improve campaign results & partner engagement. Sydney, NSW, Australia & UK
Game Plangameplanhq.comChaiOne.comiPad app; connects to Box.com, DropBox, SharePoint, Amazon S3. chaione.com/mobile-sales-enablement-solutions/ MOBILIZE YOUR SALES & MARKETING TEAMS: Game Plan is a mobile sales enablement solution that bridges the content gap between sales & marketing. Having access to the right content, on the right device, at the right time allows teams to run at their full potential. Founded in 2008, boutique-size ChaiOne is a design-led digital transformation agency. chaione.com Houston & Austin, TX.
GetAccept getaccept.com@getaccept AI-based eSignature & document tracking platform. Harness video, live chat, proposal design, document tracking & e-signature to simplify the life of your sales team.High Performer Sales Enablement Software. Send, Track & E-Sign your Documents. Reach the full potential of your sales process. Intelligent automation, personalized recipient engagement, & digital signature. Create & send documents that stand out against your competition. An electronic signature & document tracking platform, but for the closing stages of your sales cycle. Combine document tracking with eSigning & use machine learning to predict the next action needed to get the document signed. Enterprise features include video-introduction, automated live-chat, connected calls, & deal-based display re-marketing. $5M in revenue annually. Competes with RightSignature, PandaDoc, & DocuSign. San Francisco, CA, USA based, but founding team comes from Sweden. Some staff in Australia
Genwi genwi.com@Genwiput the power of information in the hands of sales teams. We make it easy for sales reps to find, share & track content interactions via mobile.crunchbase.com/organization/genwi Had $1.4M in revenue annually & used to compete with Highspot, Seismic, & Bigtincan. Joined twitter May 2008. Acquired by Persistent Systems Apr 1, 2016 from Pune, India. San Jose, CA
Gnowbe gnowbe.com@gnowbe performance enablement platform with rapid authoring. Sales Enablement: Equip your global salespeople to the fullest. Mobile micro-learning reduces organizational costs for employees & trainers. Once a course has been developed & loaded into the system, if & when there’s a need, you can add & delete content & use it to train new employees without additional costs. Coach teams effectively at scale: Be it a team of five or five thousand worldwide, you can deploy real-time training to all your salespeople with just a tap. Behavior change that drives sales: Performance learning: Using Gnowbe Enterprise proprietary drip-feed messaging, managers can send instant notifications with actionable items, engaging salespeople with just a tap. Managers can send nuggets of information to help maximize data retention. No more salesperson saying “Let me get back to you on that”. Closing is so much easier. Sales learn together. Teamwork & collaboration to increase win rates. By providing a space where your sales teams can come together to share their collective ideas & experiences, we not only improve team dynamics but also help rookie sales reps learn from the best in your organization. With that knowledge & information, the very next lead becomes a customer. Use customized battlecard templates for your sales force. Equip & update your sales team with structured content that is accessible on-the-fly. Gnowbe Group Ltd. Singapore
On September 7, 2010, Matthias Roebel from BizSphere wrote “The Importance of Context for the Enterprise 2.0”:
Just a few days ago Joe Galvin from Sirius Decisions wrote about how important Social Media – as an approach for better internal collaboration – is as part of a Sales Enablement strategy. I think he is absolutely right. What used to be the informal coffee corner chat before nowadays is mimicked in Social Media platforms. Over time, people will learn that even within an enterprise the sharing of information is beneficial for everyone in the end. Yes, there may be a lot of sceptics around, especially in sales teams, but with the right programs and incentives offered, they will make the jump to the new social collaboration paradigm.
However, the flip side of extensive social collaboration might be the appearance of new information silos as well as growing information overload. Without the social collaboration being moderated to a certain extend, it might lose some of its potential impact on the overall performance of the sales teams. Aaron Roe Fulkerson discussed this in a recent blog post: “The importance of context: why Enterprise 2.0 still fails to deliver value”.
A company might use a lot of different types of social collaboration platforms – the challenges is: How can they be orchestrated in a way, that actual knowledge exchange is taking place across existing team and functional structures? And how can the content generated be aligned to some generally agreed upon enterprise structures? What companies, that are serious about implementing a Social Media strategy for sales, should think about, is to create and maintain an enterprise context.
Then collaboration can take place within this context and will add greater value to a broader audience. Ideally, the enterprise context should constantly evolve based on feedback gathered during the ongoing social collaboration.
Ian Richardson wrote ‘When is Knowledge Management Not Knowledge Management?’ on April 23, 2010. As I write a lot about providing context on this blog, I really liked his second last sentence:
“When people talk about knowledge management, they actually mean information management. You may think I’m playing with semantics, but there is an important distinction and one which applies to people such as I, who are in the business of managing information.
To imply that computer systems manage knowledge, demonstrates a fundamental omission in understanding of how people interact with computers. It implies that if you take information a and apply it to person b, then person b will become “knowledgable” about a. This is far from accurate. People (as the dictionary definitions state) have a mental state of “knowledge” which is affected by whatever new information is added. […]
One cannot impart knowledge simply by making information available. Knowledge is a state of mind, gained from a gradual layering of learning experiences over time.
Companies implementing e-learning systems often make the mistake of assuming that the same information will have the same effect on all users. This is not the case. How people interpret the information they provide is actually the sum of the knowledge they extract and keep.
Let’s take you for example. You may be reading this because you have an interest in knowledge management and you arrived here from Google. You will have a whole host of prior knowledge about “knowledge management” with which to compare my assertions and either agree, disagree or be ambivalent regarding each point. the sum of this assessment is the knowledge which you will take from it. On the other hand, someone who arrives here from my Twitter feed is unlikely to have this context of being a “knowledge management expert” and they will have a different assessment of the content.
Good learning systems (aha – new term) not only allow for these different user contexts, but react to them by using the information provided by the user to infer one of many possible “contexts” – and then deliver more appropriate information.
At no point do we deliver or manage “knowledge”. […]”
The following quote (my own translation) supports BizSphere’s knowledge management methods and user interface ideas, which aim to reduce the firehose of information (that marketing departments in B2B companies provide for salespeople and channel partners plus what web 2.0 / enterprise 2.0 add) to what is relevant for a specific sales situation:
“…on the web, people use language way too undisciplined. Without a guiding context you can never be sure how a word used as a tag was meant. What’s the tag ‘drama’ worth, when one person tags pages from divorce lawyers because he is currently experiencing drama in his marriage and another person tags certain theatre productions in his city?”
In the BizSphere Sales Enablement solution we do allow ‘free tagging’ but in addition, we force content, contacts, comments, etc. to be tagged in a defined enterprise language – the context. For example, the intersection points of the following taxonomies – or tagging dimensions – create a clearly defined space for all relevant sales information to “live in”:
products, services and solutions
regions and countries
Thanks to the tagging dimensions being defined specifically for each enterprise, they can be used as a common enterprise language – even across different mother tongues. The benefits for the seller are simple yet effective: Searching for information supported by a commonly agreed semantic enterprise language delivers the results which are making sense in a certain sales context. This is something a classical search approach can’t deliver.
“[…] Setting big goals at a sales kickoff and barraging reps with information about the newest products just isn’t enough. The top reps will deliver the numbers in any case. The rest will struggle without extensive resources and support.
Sales reps report that the following are especially effective in helping them achieve their targets:
Case studies, case studies, case studies. Repeatedly and consistently rated as the most useful sales tool. […]
In-account deal support from subject-matter, industry, or technology specialists. This is especially critical in larger companies, where account managers must be relationship experts, but cannot possibly know the details of every product, business process, or industry (unless they are vertically-aligned). The very fact of bringing in an expert who is perceived as more senior by the customer is often enough to move a deal forward.
Training & tools that enable sales reps to ask great questions and have intelligent conversations with customers at multiple organizational levels and functional roles. Asking great questions accomplishes three critical things: Positions the sales person as an ally and advisor, demonstrates that they can listen, and provides valuable information about the customers that can guide the rep in structuring the deal.
Quantitative results achieved for other customers. While compliments (customer testimonials that discuss how easy you are to work with) are good, hard numbers about specific improvements they achieved are always more powerful. Numbers in the elevator pitch get attention and meetings, and numbers in the business case help close the deal.
The two links above have been added by the author of this blog. In relation to point #4 above: In a Sales Enablement solution with rating, commenting, uploading of user generated content and similar web 2.0 (enterprise 2.0) features all employees not only sales reps can ask and answer questions. At the same time, marketing can benefit from the feedback from the field. This created a closed-loop knowledge management in the enterprise where new industry trends or customer needs which sales people hear about get shared and addressed. Through content audits (content intelligence) areas for which no marketing assets have been developed yet get a red flag and so do areas where content is outdated.
The following is a collection of posts from around the blogosphere that make the case that we need to improve on how we organize the firehose of information every B2B enterprise aims at its sales reps (especially in times of web 2.0 / sales 2.0 / enterprise 2.0). BizSphere thinks that semantic search (web 3.0) and providing context in which you can filter down to what is relevant to you, are the approach to take to overcome information overload.
‘Winning in the New World of B2B Sales’ by Sham Sao, CMO InfoGroup’s OneSource:
“Before you can win over your prospects with your charming personality and deep knowledge of how to address their business needs, you need to first open the door by getting in contact with them and holding their attention long enough to get them hooked – or at least hooked enough to continue the conversation. Sure it’s true that effective sales professionals need to be persistent, knowledgeable and confident, self-motivated and good listeners. But these qualities alone are not enough.
They also need accurate information that helps them get to the right person and gives them something valuable to say right out of the gate.
In a recent B2B SalesPulse survey conducted by Infogroup’s OneSource, sales professionals responded that they are relying on business information significantly more today compared to a year ago. It confirms that business information is becoming more and more critical for B2B sales. Using accurate, timely business information is especially important for sales professionals today who are under pressure to raise their quotas while sales staffing and resources remain tightly constrained, or are even being cut.
While sales teams need to access every relevant piece of information they can get from every source they can tap, they don’t just need more information – they need more information organized in a way that helps them get their job done faster. When sales teams spend inordinate amounts of time browsing the web and searching for those tidbits to help them get into the right company or to make a compelling pitch, they spend less time selling. The key is making this information actionable so sales reps can spend more time selling and less time researching.
This includes information from Social Media sources. Respondents to OneSource’s B2B SalesPulse survey rated LinkedIn as the most useful social networking tool, followed by blogs, Facebook and Twitter in that order (and closely grouped together). LinkedIn also showed the most growth with 48 percent of respondents saying they are using it more now versus a year ago. Surprisingly enough, even though LinkedIn showed the most growth, nearly a third of respondents are still not using it. […]”
Sort of along these lines is the post ‘#6: Focus on Internal Sales Enablement and Cutting to the Chase’, from March 25, 2010:
“Keep the emphasis on quality of collateral and programs, not volume. By providing Sales with top-notch materials and in-depth brand knowledge, they’ll be better positioned to do their job successfully and bring in new business.
Some companies, as the Senior Director of Services Strategy at one large technology corporation points out, have implemented a whole playbook program – internal prospecting, packaging content together, streamlining messages – to deliver content succinctly.
“Better organization of what is already out there makes it more usable and digestible in the field,” allowing Sales to get to the point quicker and, in turn, touch more prospects and generate more sales. […]”
I have not double checked the following numbers I found in the post ‘Sales people who research cost you big time!’:
“[…] So, what is the actual hourly value for a B2B salesperson? We’ve developed an excel calculator to help do the math. Let’s use a typical experienced B2B enterprise salesperson at a software company and apply these sample figures:
Annual compensation (at plan, or meeting quota): $200,000
Benefits Paid (20% of a 70K salary): $14,000
Annual Quota: $2 million
Include 2 weeks vacation and holidays
This salesperson’s true “hourly value” is $1,198!
For companies with higher quotas (I’ve seen annual quota’s as high as $14 million), this figure is even higher!
If you’d like to figure out your own salespeople’s hourly value, send me an email at firstname.lastname@example.org and I will email you the calculator.
The next time you see your salespeople doing research, take interest. Using salespeople for anything other than selling, negatively affects your bottom-line. Find ways to remove those activities from their daily to-do list. It could be costing you over $1,000 an hour! Your sales people must focus on the thing they do best… selling!”
Matthias Roebel from User Experience Design & Development company MING Labs posted the following reflections on the Sales 2.0 conference 2010:
“My head is still spinning after two days at the Sales 2.0 Conference in San Francisco. It was great to see all the new ideas the various players in the Sales 2.0 market are constantly creating. The spirit of innovation is there, and it will help customers to address the Sales Effectiveness and Productivity challenges ahead of them.
Gerhard Gschwandtner put it well in his opening remarks: The Internet is changing the world. It has already changed end customers’ purchasing behaviors significantly, but changes in the B2B world are and will be equally dramatic.
Also, the changes span the entire range from Lead Generation, where social media tools like LinkedIn or Facebook are playing bigger roles from day to day, to Sales Enablement, where sellers need to be enabled to have better informed and more relevant conversations with their clients despite the challenges of information overload. However, there’s more: Think about how Sales Compensation or Pipeline Management need to change in a more dynamic, flatter world. Or how (social) Marketing Automation methods could improve Lead Nurturing…
As exciting as all of these things are, as overwhelming they may appear to customers in the first place. However, waiting and observing is not an option. Companies have started to try out and adopt one or the other Sales 2.0 technology/methodology and they are seeing the benefits – as we could hear in the various panel discussions during the conference. Yes, the holistic picture of how the different pieces of the Sales 2.0 ecosystem are playing together still needs to be drawn – but you’ve got to start somewhere, if you don’t want to be left behind.
The next challenge, to quote Gerhard again, is moving from reactive to proactive in using the tools.”
No one can claim that WebTools are just gimmicks any more. Companies large and small are deploying tools in record numbers and they are getting results.
When Gartner Research VP Michael Dunne is talking about tangible, measurable increases in sales revenue across the board you know this is no longer a fringe topic. Then when the feedback on Twitter says that his was the best presentation of the day, you know you better start paying attention.
To hear customers and WebTool vendors alike stating as a matter of fact that they are using and recommending some of the very tools (Jigsaw) that were considered “evil” by some pundits.
It is clear that with the mainstream acceptance of Sales 2.0 concepts, tool mania might become a problem. The selection of the appropriate WebTool for the specific need will be more important than ever. Expertise and understanding is critical.
Collaboration will be a significant focus.
Mobile will be the primary access to the Tools.
Social Media/Networking should be integrated into your sales process.
An effective lead generation strategy is to educate. Customer will return if you have informed with integrity and transparency.
Sales teams have higher quotas & fewer resources -have to increase sales efficiency to hit goals (thanks @OneSourceInfo)
Functional silos and company hierarchies are breaking down. We need to be prepared.
Gerhard Gschwandtner opened the conference with the following: ”Business is a dance around value”. Is your company at the dance?
“[…] marketing really is all about Sales. The more of us who jump on this message, the better it is for customers. And that really was the vision of Sales 2.0 from the beginning. In fact, the Fall show will probably be called “Sales and Marketing 2.0″ As I said in my remarks at the first conference, “Sales 2.0″ is really “Buying 2.0.” On Amazon, there’s no difference between the marketing process and the sales process. It’s one seamless buying experience. And that’s what Sales 2.0 needs to aspire too. It’s truly gratifying to see our baby all grown up and embraced by so many new advocates. […]”
Jeb Brooks posted ‘Is Sales 2.0 More Than Technology?’, on 11 Mar 2010:
“I’m just back from the Sales 2.0 Conference. I went with the hope that it would give me a clear idea of what “Sales 2.0” is. Unfortunately, it’s still too new. Conference organizer and Selling Power Magazine founder, Gerhard Gschwander, put it well when he said that, “Sales 2.0 is not concrete; it’s agile. We need to build as we go.”
No one seems to have developed a clear, all-encompassing definition yet. Probably the best one belongs to Anneke Seley who wrote the book, Sales 2.0 says that it’s “a more efficient and effective way of selling for both salespeople and buyers that’s enabled by technology.”
I hope that, in time, we’ll understand “Sales 2.0” as more than just technology. I’d like to think of it as a version of sales where customers and salespeople are more closely aligned with each other due, in part, to technology. It will be a version of sales where trust will develop in a different way as a result of technology. In many ways this has already happened. For example, LinkedIn and Facebook profiles allow customers and salespeople to get to know each other before their first meeting. That’s technology supporting human connections.
As of today, most of what’s been hung on the “Sales 2.0” banner is enterprise software designed to gather data from salespeople and (occasionally) provide data to them.
Surely “Sales 2.0” is a more fundamental shift than just more data collection? Sales 2.0 has got to be about more than technology. Technology should support the sales effort, not hinder it. It should make it easier for salespeople and customers to connect. And too much sales-oriented technology stands between customers and salespeople rather than unites them. I have every confidence that sales and marketing automation are critical, but only if they serve to increase and maximize the time salespeople spend with their customers.
In fact, according to a report by Gartner Research (presented at the conference), actual customer contact time for inside salespeople tops out at about 40%, while field reps are lucky to spend between 18 and 20% of their time with prospects. The number is even lower – 10% – for complex sales (like airplanes and nuclear coolers). In a “Sales 2.0” world, those numbers should rise.
My point is that technology fails when it’s too cumbersome, creates extra work, or distracts from customer interaction in any way. Reporting is important, but salespeople must be allowed to build their customer relationships. Like excessive paperwork in “Sales 1.0,” burdensome software just gives excuses to poor performers and frustrates top performers.
However, when technology compliments customer interaction better, it becomes indispensable.
I’m enthusiastic about the future of sales because the interaction between customers and salespeople will become richer. My only fear is that too much software will distract from, rather than support, the sales effort.
“I completely agree with this! Sales 2.0 isn’t about getting cooler software that takes the relationship out of selling. It is about enabling more connections and relationships through the technology. The fundamentals of sales remain the same, there are just new ways of developing, nurturing and maintaining relationships in the digital age. One example I have is that of CRM or sales tracking software. There are many programs out there that have a TON of fields to fill out, awesome reports and all sorts of other “management” type features. However, top sales people HATE taking 2 hours of their day to fill out little boxes just so management has a cool report to look at. Our firm in particular uses ACT! for managing contacts. In my opinion, asking a “Sales 2.0″ person to use a program like ACT! is like asking a house builder to use a hammer to build an entire house. Sure, you can do it, and it will work. But isn’t using a nail gun and other power tools MUCH more effective? Why not use programs like HighRise from 37Signals, or some of the newer, less bloated “Web 2.0″ programs like BantamLive? These programs incorporate only the features needed and nothing else. They also incorporate some of this Sales 2.0 stuff like lead generation & development through Twitter & other social networking services.
Sales isn’t changing. Relationships and solution selling will always be here. The WAY in which relationships are being built is what is changing.“
Make the Selling Simpler: Organizations want sales reps to have access to the right information at the most critical moments
By Christopher Musico
“[…] the sweet spot for sales enablement—defined by IDC as “the delivery of the right information to the right person at the right time and in the right place to assist in moving a specific sales opportunity forward.”
Scott Santucci, senior analyst at Forrester Research, says he’s seen an explosion of interest in this area over the past year. […]
Santucci says each of the relevant vendors—including BizSphere, iCentera, Kadient, and Savo Group—cater to slightly different problems. […]
BY THE NUMBERS
$135,262 is spent, on average, in support costs per year for each salesperson.
7 hours per week is what the average salesperson spends looking for relevant information to prepare for sales calls.
50 percent of the information is pushed through email.
10 percent is “made available in a useful format.”
Source: Forrester Research & IDC Sales Advisory Service
THE VENDOR SHORTLIST
BizSphere — BizSphere Sales Enablement consists of four separate applications involving both sales and marketing: Sales Web, Document Generation, Content Landscape, and Editors.
iCentera (www.icentera.com) — iCentera Enterprise Edition 6.0 offers wiki-page builders, customizable portals, custom tabs, a company newsroom, and dynamic email.
Kadient — Kadient Dynamic Sales Content, Sales Playbooks, and Sales Performance Analytics can be accessed directly from within sales force automation systems via productized integration with Salesforce.com and Oracle CRM On Demand.
Savo Group — Savo Sales Asset Manager provides an organizational structure to enable sales pros to rank content, based on business rules, to recommend content for each particular selling situation.”
In the blog post ‘Sales Enablement’ from 22-Sep-2009 the salestrainingdrivers.com author looks at what new hire salespeople want to know:
“How do you enable the sales team?
Millions of Internet pages are dedicated to the subject of sales coaching and sales training. Have you conducted an Internet search for it lately?
With all that content available, it’s amazing that sales teams have any trouble hitting their performance goals. Have you ever thought about it from a salesperson’s shoes? Think about it: there are many different resources available for salespeople on how to close, how to manage time, how to ask questions, how to manage a territory, and how to stay motivated.
Yet, despite all this, the next evolution in selling is upon us, and it requires all salespeople to conduct a thorough review […]. If salespeople aren’t actively embracing this evolution, they will be passed by.
“[…] each salesperson’s ability to fully customize their own selling system to the needs of the clients and their territory. Seasoned sales pros of today have a deep command of the basics, and they’ve come up with something that is uniquely their own over time. […]”
The first part reminds me of the extend to which this kind of knowledge is geography specific as well as specific for industry verticals and client needs. In a global enterprise Sales Enablement knowledge needs to be organized by all this concurrently. Does your organization have an information architecture that allows that?
The second part shows the reality of people having their own unique ways of doing things. Hence, gathering tribal knowledge / best practices from peers can only go so far… as Gerhard Gschwandtner points out in his blog post ‘Is Sales Enablement just Lipstick on a Knowledge Management Pig?’:
“I read, “Clone top performers.” Excuse me! Why not promise, “Clone your Swiss bank account”?”