About This Constellation ShortList™
Sales Productivity solutions are software or applications that help optimize seller performance and productivity. These solutions can provide insights about buyers who facilitate meaningful buyer-seller conversations, automate administrative customer relationship management (CRM) tasks, analyze email and calendar activity to recommend next-best actions. These solutions reduce the busy work associated with researching potential clients, communicating with them, and administrative data entry.
These offerings automatically capture sales activity and customer engagement activities, 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. Vendors are innovating in the space to incorporate artificial intelligence (AI) to surface key customer and prospect insights for better personalized engagement.
New to the Constellation ShortList for Q3 2018 is SalesDirector.ai, which helps sellers reduce the amount of CRM data entry and provide timely coaching. SMS driven prompts enable sellers to respond to deal updates and the interactions are auto-logged in the CRM. The solution also assists sales leaders with visibility into realistic forecasts and helps them manage exceptions. Conversica is an AI-based solution that facilitates initial sales conversations through email to qualify leads for sellers. LinkedIn Sales Navigator offers a feature named PointDrive as part of its broader capabilities to help sellers engage buyers. PointDrive creates a trackable, centralized sales content portal for clients, enabling an interactive exchange as opposed to a one-way email attachment. Tact facilitates the voice-enabled updates of sales activity and analyzes email communications, calendar entries, and contacts. Outreach helps Inside Sales teams, such as sales development representatives (SDR), track emails or outbound calls and suggest the best next touch points.
These Sales Productivity solutions enable sales professionals to dedicate more time to selling and decrease the time they spend on research and administrative tasks.
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.
- LinkedIn Sales Navigator
Frequency of Evaluation
Each Constellation ShortList evaluation will be updated every 180 days as needed.
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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