About This Constellation ShortList™

Sales productivity solutions are software or applications that help optimize seller performance and productivity. They can provide insights that facilitate meaningful buyer-seller conversations, automate administrative customer relationship management (CRM) tasks, and analyze email and calendar activity to recommend next-best actions. These solutions reduce the busywork associated with researching potential clients, communicating with them and performing administrative data entry.

As the range of offerings in this category grows, various areas of expertise and focus are emerging. Some primarily support inside sales and initial interactions; others, account executives and ongoing customer relationships. Some vendors position their tools as primarily digital assistants that retrieve and update information in CRM and other systems. Some emphasize their ability to track and guide behaviors among sellers. All employ similar capabilities and seek to improve sales performance.

Through a combination of artificial intelligence tools and best practices, these solutions help guide sellers as they navigate new and existing customer accounts. The most sophisticated sales productivity solutions streamline the process for sellers and provide management with more accurate pipeline estimates. Results typically include higher conversion rates, shorter sales times and increased revenue.

Threshold Criteria

Constellation considers the following criteria for these solutions:

  • Delivers relevant prospect and customer insight to sellers
  • Mobile accessible
  • Email and calendar integration
  • Delivers detailed insights about the person, account or deal
  • Facilitates CRM activity capture
  • Guides seller next steps

The Constellation ShortList™

Constellation evaluates around 20 solutions categorized in this market. This Constellation ShortList is determined by client inquiries, partner conversations, customer references, vendor selection projects, market share, and internal research.

  • Collective[i]
  • Conversica
  • LinkedIn Sales Navigator
  • Outreach
  • SalesDirector.ai
  • Tact.ai
  • Upland Altify

Frequency of Evaluation

Each Constellation ShortList will be updated once per year. There could be an update after six months, should the analyst deem it necessary.

Evaluation Services

Constellation clients can work with the analyst and research team to conduct a more thorough discussion of this Constellation ShortList. Constellation can also provide guidance in vendor selection and contract negotiation.

 

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