In order to boost revenue growth, businesses are investing in sales technologies to win, serve, and retain more customers. In their recent Tech Tide™: B2B Sales Technologies, Q1 2023 report, Forrester analyzes the maturity and business value of different sales technology categories, including Account-Based Selling tools such as ARPEDIO. This report is essential reading for B2B sales and revenue operations leaders.
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Keep up With the Evolving Sales Tech Stack
As tech rapidly evolves, so does the landscape for sales technologies. Sales tech is no longer just a nice-to-have, but a must-have for enterprises that want highly efficient sales teams who can stay ahead of the competition.
B2B sales organizations face numerous challenges such as economic uncertainty, changing customer demands, and the need to achieve predictable financial results. So, it’s crucial for B2B organizations to establish deeper relationships with their buyers and customers. The right sales technologies support deeper customer relationships for revenue engine stakeholders by adding value at each customer touchpoint.
According to Forrester’s Winter Sales Survey in 2022, 53% of individual sellers from B2B organizations reported that their sales technology stack improved productivity and positively impacted results. By carefully selecting and deploying the right technology, repetitive tasks can be automated, data and activity can be captured, and decision-making can be improved. As a result, sales and revenue operations leaders can enhance sales team productivity through optimized processes and actionable insights.
High Value B2B Sales Technologies
The graphic below provides a summary of sales technology categories and their associated business value. (Source: The Forrester Tech Tide™: B2B Sales Technologies, Q1 2023)
The Invest quadrant of the Tech Tide encompasses six B2B sales technologies that are increasingly becoming essential components of modern sales and revenue engines. These solutions offer features such as automated activity capture, reduced manual data entry, and insightful guidance for individual sellers and sales managers.
According to Forrester, account-based selling technologies such as ARPEDIO are in particular transforming the laborious task of developing and utilizing account and opportunity plans. Instead of just incorporating sales methodologies, the providers in this space are now providing valuable insights into accounts, relationships, and buyers while facilitating better collaboration both internally and externally.
Why Invest in Account-Based Selling (ABS) Technologies?
Forrester defines Account-Based Selling 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 that makes it easier to identify, win, retain business.” (Source: New Tech: Account-Based Sales Technologies, Q1 2022).
Forrester’s New Tech: Account-Based Sales Technologies, Q1 2022 finds that the most significant benefits clients can expect from using Account-Based Selling technologies are:
Bottom line, sales tech is no longer a luxury, but a necessity for enterprises that want to survive and thrive in the modern sales landscape. Therefore, we are thrilled to be recognized as a sample vendor in Forrester’s latest Tech Tide Report on B2B Account Based Selling Technologies in the Invest quadrant which states that many of the solutions in the category are becoming “core elements of the modern sales and revenue engine” and categorizes it as a ‘high business value’ investment.
