The Forrester New Tech: Account-Based Sales Technologies, Q1 2022 report provides an overview of account-based selling technologies and concludes that taking advantage of these technologies can maximize customer lifetime value. The 19 vendors included in the report are evaluated and differentiated based on three weighted criteria: top ranked competitors, company tenure, and full-time employees, and subsequently divided into groups of Late-Stage, Growth-Stage, and Early-Stage vendors. ARPEDIO is named in the Growth-Stage category.
Maximize Customer Lifetime Value with Account-Based Selling
The New Tech: Account-Based Sales Technologies, Q1 2022 report by Forrester finds that “account-based selling technologies are streamlining the manual, labor-intensive process of assigning sales resources to specific companies or accounts in place of traditional geographic territories.”
Due to data and insight gaps, the shift to account-based selling has been delayed for years. However, as technologies are maturing and growing in complexity, the ability to capture and leverage account data is reducing administration and enforcing collaboration in the sales process, not to mention making it far more insight driven.
The inability to collaborate across accounts and the lack of account information have been the biggest blocker for sales departments to obtain the full account overview and be able to sell strategically. Entering the era of account-based selling, this should no longer be the case.
In short, account-based selling technologies can help you:
- Improve visibility into the potential accounts (CLV)
- Increase sales rep efficiency
- Increase pipeline value, win rates, and forecast accuracy
Forrester defines account-based selling platforms as “strategic account mapping and alignment technology platforms that help organizations’ account planning efforts by revealing complex relationships, identifying white space, supporting opportunity planning efforts, and coordinating collaboration to make it easier to identify, win, and retain business.“
Maximilian Opp, Head of International Sales
+45 53 50 78 33
[email protected]
linkedin.com/in/maximilian-opp/
Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation.
Maximilian Opp, Head of International Sales
+45 53 50 78 33
[email protected]
linkedin.com/in/maximilian-opp/
Follow us on LinkedIn to get all the newest perspectives and insights around strategic relationship management and sales innovation.
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