Constellation ShortList Sales Productivity Tools

About This Constellation ShortList™

Sales Productivity solutions are software or applications that help optimize seller performance. These solutions can provide insights about buyers that facilitate meaningful buyer-seller conversations, automate administrative customer relationship management (CRM) tasks, analyze email and calendar activity to recommend next actions, and prioritize sales activities. Sales Productivity solutions reduce the busywork associated with researching potential clients and administrative data entry. Sales Productivity tools automatically capture sales activity, thereby delivering two primary benefits to organizations: first, they deliver more time for sellers to engage with customers, and secondly, they deliver sales management with accurate and up-to-date data for forecasting.

Solutions in this Constellation ShortList such as Komiko and Tact automatically log sales activity by analyzing email communication, calendar entries, and contacts. ToutApp (acquired by Marketo in April 2017) and Outreach help Inside Sales teams, such as sales development representatives (SDR), track emails or outbound calls and suggest the best next touch points. Accompany helps sellers prepare for meetings by analyzing emails and calendar entries to provide briefings about meeting participants.

These Sales Productivity solutions enable sales professionals to dedicate more time to selling and decrease the time they spend on research and administrative tasks.

Threshold Criteria

Constellation considers the following criteria for these offerings:

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

The Constellation ShortList

Constellation evaluates around 20 solutions categorized in the Sales Productivity category. This Constellation ShortList is determined by client inquiries, partner conversations, customer references, vendor selection projects, market share, and internal research. Other considerations include the vendor’s CRM integrations, mobile capabilities, and ability for sellers to discover prospect or customer insights through data.

These are the best-of-breed shortlist vendors who provide their application and services without bundling into another platform (in alphabetical order):

Frequency of Evaluation

Each Constellation ShortList evaluation will be updated every 180 days as needed.

Evaluation Services

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

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