“ Just 35 percent of a sales rep’ s time is spent promoting, ” says Nancy Nardin, owner and president of Smart Promoting Tools. Instead of giving a majority of their particular time to selling, sales reps are experiencing to update forecasts, client accounts records and other process-oriented tasks. Nardin says with the right tools plus support from marketing, sales groups that increase their time selling to fifty percent could increase sales revenue up to 43 percent.
Throughout Tuesday’ s “ Everything the Marketer Should Know About SalesTech (But Was Afraid to Ask)” demonstration at our MarTech Conference within Boston, Nardin gave an overview from the sales tech landscape and provided guidance on how marketers can much better support sales teams by using the right sales tools.
600 sales tech suppliers. Per Nardin’ s i9000 sales tech landscape, there are six hundred vendors offering sales technology solutions — making it one-tenth the size of the particular martech ecosystem. Even though it’ h a small portion of what the martech landscape looks like — there is still a tough number of sales tech providers.
“ It’ s an excessive amount of information, ” says Nardin, “ We can’ t make sense from it all. ”
Nardin argues there are a number of ways marketing experts can better support sales, through making sure they have the right tools in order to sure their sales teams are now being smart about how they use the tools.
Identify capability spaces. To determine which product sales tech tools are going to best match a business’ needs, Nardin states companies first have to identify capacity gaps.
“ Whenever you’ re trying to figure out the right technologies for you, don’ t start with the particular technology, ” said Nardin. The girl team helps firms find the right product sales technology by mapping out ability gaps within a department and determining a capabilities hierarchy score — pinpointing the areas where there is space for improvement. Sales technology choices can then be made according to which places are most under-served.
6 distinct sales technologies offerings. Finding the right product sales training tools along with solutions that will help reinforce product training are usually two areas where marketers can much better support their sales team says Nardin.
The sales technology veteran outlined six distinct technologies offerings that can empower sales staff members: video selling tools, personalized arranging, buyer portals, sales engagement plus contact management solutions, and business lead engagement using AI outreach technology .
Slower growth within sales tech, so far. Within the sales tech landscape, Nardin has divided the 600 options into 43 categories. She states sales teams, on average, are using four. 8 sales tools during their day.
Separating sales technology into four pillars — CRM , on the internet meeting tools, lead and product sales intelligence and eSignature solutions — Nardin doesn’ t see the exact same growth occurring within sales technologies solutions as she does the particular martech industry. When asked about the particular evolution of the sales tech scenery, Nardin says it is a bit just like a lava lamp — with specific sales tech categories expanding while some remain stagnant.
“ I don’ t see the particular sales tech landscape acceleration occurring yet, ” said Nardin. The girl estimates there are approximately 100 brand new companies launching per year right now when it comes to sales tech vendors.
How marketing can support the particular sales tech selection process. At the close of the girl session, Nardin reiterated the importance of beginning with a capabilities assessment before wanting to decide which sales tech is going to function a team’ s needs. The girl recommendations: score the team’ s i9000 capabilities, prioritize technology needs based on the team’ s current capabilities plus involve the sales team at every degree.
You can review Nardin’ s full presentation below. Discover more presentations on the MarTech Conference SlideShare account.
This story first appeared on MarTech Today. For more on marketing technologies, click here.
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