Blog Series: Optimizing the Sales Application Stack

This blog series focused on optimizing the sales application stack.

The sales application stack is getting very complex.  CRM solutions don’t provide an end-to-end solution that encompasses all the features and functions to solve current sales team problems and optimize operations.  However, many sales application stack solutions are point-solutions.  They solve a specific problem or optimize a specific task.   This often leaves companies with a sales application stack that resembles a patchwork quilt of solutions that have very fragile integration with one another and leave a legacy of work-arounds.   This blog series provides four examples of “in-context” integration and application embedding to remove the fragileness of the integration, provide a better user experience and create a sales platform.

There are 4 blog posts that make up this series.

The Emperor [CRM] is Naked

One of the things I like to track are stories I heard in kindergarten that persist through life.  The Emperor’s New Clothes is one of them.  I can’t tell you how many times I’ve been in meetings, listening to what is being discussed and ideas explored and wanted to yell out, “THE EMPEROR IS NAKED”.

Where 1 + 1 = 3 in the Sales Application Stack – Sales Enablement

In my previous blog I outlined 21 different sales technology categories for the Sales Application Stack .  These categories were consolidated from various industry analysts research. That blog highlighted the difference between data integration and application embedding and highlighted the benefits of application embedding and selecting software vendors who have strategic partnerships with other software providers in the CRM application space.   

Strengthening the CFO-CRO Relationship Through the Sales Forecast

The sales forecast is the linchpin of a company’s future.  If it is right and can be trusted the companies’ operations run smoother and its financial stability is more secure.  Typically this isn’t easy.  The sales forecasting process is shared by the Chief Revenue Officer[CRO] and the Chief Financial Officer[CFO].  The challenge is both have different motivations on its accuracy and neither have a complete vision of its drivers or its accuracy.   

Sales Superpowers Need ‘In-Context’ for Sales Engagement

SiriusDecisions outlines “One Solution for Sales Superpowers”.  [Spoiler alert] – it is sales engagement.   If it is “the one solution” to supercharge your revenue engine, why isn’t it widely used?   Why isn’t it the most popular application in the “sales world”?  We will get back to that, but first let’s make sure we are on the same page. Sales Engagement Defined  Sales engagement is defined as interactions that take place between the buyer and seller.  Sales engagement includes four core functions based on SiriusDecisions definition:  calling/dialing, email, calendarizing and reporting.

ROI Analysis:

Understand the ROI of AI for Sales Forecasting

Research conducted by Washington University found companies using AI for Sales Forecasting and Sales Pipeline Management were able to:

  • Handle 19% more opportunities per year
  • Make 58% more money per sale
  • Reduce sales cycle by up to 59%

SiriusDecisions Research:

Foundation of an Accurate Sales Forecast

SiriusDecisions Service Director, Dana Therrien, illustrates the foundation of an accurate sales forecast. Learn how artificial intelligence increases sales effectiveness and changes how sales teams operate on a daily basis.

Expert Webinar:

A Structured Approach to Driving Holistic Predictable Revenue

In this webinar we cover:

  • Top 3 challenges to deliver an accurate forecast
  • Examples of a well structured sales proocess
  • The building blocks and advanced capabilities that support an accurate forecast