About This Constellation ShortList™
Sales Productivity solutions are software or applications that help optimize seller performance and productivity. These solutions can provide insights that facilitate meaningful buyer-seller conversations, automate administrative 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 administrative data entry.
Through a combination of AI 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.
New to the Constellation ShortList for Q1 2019 is Altify, which brings a proven sales methodology incorporated within the tools and platform it provides. Altify takes a solutions approach, combining consulting and coaching services with product sales.
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
- Facilitates CRM activity capture
- Guides seller next steps
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.