WHO TO SELL TO AND WHY

Account Targeting, Predictive ScoringWeb Visitor ID/Tracking

Web Lead Clipping

Email Reply Mining

Lead Referrals

Database Cleanse & Append Lead Lists/Building

Sales Personalization/Trigger Events/Social SellingInstalled Tech Stack

Presentation Creation

Specialized Mobile

Video Selling

Predictive Dialers

Scheduling Online Meetings

Sales Enablement/Content Management Sales Prospecting & Engagement

HOW TO ENGAGE & WHEN

Outreach Email Workflow

AI Email Outreach

AI Note Taking

Tactile Selling

Unified Activity Entry & Look Up

WHY THEY SHOULD BUY & FROM YOU

Value Selling & ROI

Reference Mgmt

Sales Process & Activity Management

Buyer Consensus

Account & Opportunity Planning

WHAT TO DO TO CLOSEHOW TO UP/CROSS-SELL & RENEW

Proposal & Configure, Price, Quote (CPQ), Contract Life-Cycle Mgmt

Nancy Nardin’s Sales Technology Landscape 2018 Version 3 7-16-2018

eSigning

Revenue & Renewal Management

Call-Back Web Lead Capture

Channel Management

Customer Experience & Success

Sales Forecasting & Reporting

HOW TO MANAGE, COMPENSATE, TRAIN, ONBOARD, REINFORCE, COACH

Skills Development and Reinforcement

Video Practice & Role Play

Sales Call Recording & Coaching

Gamification

Quota & Territory Management

Sales Compensation

Buyer Portals

Knowledge Sharing

Sales Operations