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Top B2B Sales Tech for 2022...?

Hello Sales Hacker Community...🙂

I run a Fractional Sales Management business out of San Francisco, and am a member of an association of roughly 90 of us around the country. We are having a virtual convention mid-to-late February, and I've been asked to present on B2B Sales Tech for the coming year.

I'm reaching out to you, the Sales Hacker Community, to gather ideas on the top 5(ish) tech topics that you all think would be most relevant to present.

To be clear, we all work with clients who's businesses are B2B-focused. There is zero B2C element to what we do, so the tech suggestions would need to be applicable to B2B sales to businesses that themselves focus on B2B.

Thanks in advance for any and all suggestions...!

*Note - I've put this in the Sales Development channel as it seemed to be the best fit for the topic.

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    • 1
      Profile picture of Luca Pizzuto
      @lpizzuto
      ( 375 POINTS )
      2 weeks, 3 days ago

      Hoping I understand the question correctly, I would cover:
      – call intelligence: Gong/Chorus
      – contact/lead scoring: tools to use AI to identify/refine ICPs and score lead and contacts to prioritize them for the reps
      – lead intelligence: how to source best leads, including integration with ABM/intent data for prioritizing leads based on optimal timing (e.g., zoominfo)
      – engament automation tools: Outreach/salesloft + other tools to automate calls to engage reps only on the calls that connect (vs running tons of empty dials)
      – sales methodology/process tools: software for account planning and opportunity qualification (e.g., people ai, revegy)

      • 0
        Profile picture of Tim Sedivy
        @tsedivy
        ( 300 POINTS )
        2 weeks, 2 days ago

        Great list! Have any good names for sales call automation?

        • 0
          Profile picture of Luca Pizzuto
          @lpizzuto
          ( 375 POINTS )
          2 weeks, 2 days ago

          Unfortunately I don’t – I got a lot of cold calls on tools like that, but they were never the priority so I didn’t take notes on them. From a quick G2 look, I would probably start from PhoneBurner and evaluat alternatives

          • 0
            Profile picture of Jay Miller
            @jay-in-sf
            ( 450 POINTS )
            5 days, 13 hours ago

            @lpizzuto & @tsedivy – I used phone burner for a very short time while I was testing the Phone Ready Leads concept. I liked what little of it I got to use quite a lot. More recently, I had a phone chat with a rep from Drop Cowboy, and they were just about to launch a new service called Call Cowboy. Both sounded interesting.

      • 0
        Profile picture of Jay Miller
        @jay-in-sf
        ( 450 POINTS )
        2 weeks ago

        I agree – Great list! Thanks for taking the time to put this together in response to my posting.

        And I would agree on PhoneBurner as a great starting point for such research. For another option, I was on a call earlier this week with a platform called Drop Cowboy, and they’ve just released a new platform called Call Cowboy.

    • 0
      Profile picture of Bryan Bain
      @bsquared
      ( 515 POINTS )
      2 weeks, 1 day ago

      I drafted a detailed response only to see it disappear, very frustrating. In any event, here is the abridged version:

      In my view, the sales stack is already too complex. Too many tools results in stack fatigue and sales rep apathy. Sales reps are already spending 2/3 of their day on non-selling activities. Consolidation is the key. Any new sales stack technology should address the following challenges:
      + How do we deliver input to reps that is timely, relevant, and useful?
      + How do we put the rep in the center of information flow, delivering just in time enablement that facilitates learning in the natural flow of work?
      + How do we empower reps with a YouTube-like experience, creating a culture of self-learning?

      In ’21 I built a stack consisting of marketing automation, CRM, intent signaling, mutual execution plans, and engagement analytics. Still, my sales team struggled to engage with prospects because they didn’t know enough about the ICP’s desired outcomes.

      Content specific to a prospects position in the buyer journey is important, but equally important is eliminating the islands of information and overlapping functionality that frustrates sales people.

      As a former VP of Sales & GTM

      • 0
        Profile picture of Bryan Bain
        @bsquared
        ( 515 POINTS )
        2 weeks, 1 day ago

        As a former VP of Sales & GTM I’m bullish about an ai-powered technology that’s been branded “personal data fusion” – artificial intelligence technology that ends information overload. Personal Data Fusion connects the dots in our data, creating context so AI can relate to our circumstances and automatically filter incoming data streams to match our current needs. Think Viva on steroids, including integration with CRM, data warehouse, and 4000 external news sources.

      • 0
        Profile picture of Jay Miller
        @jay-in-sf
        ( 450 POINTS )
        2 weeks ago

        @bsquared – Awesome response! (And sorry to hear about your initial reply disappearing. That is really frustrating…!)

        This is really great info. Also, I’d not heard of Viva, so I’ll be checking it out now, as well as looking into AI powered sales tech.

        Thanks for your response!

    • 0
      Profile picture of Meet_Paras
      @meet_paras
      ( 320 POINTS )
      2 weeks ago

      Came across this list in Dec’21 on Rev Genius. https://www.linkedin.com/posts/jainparas_sales-salescoaching-salesautomation-activity-6874336410825056256-6hR_

      P.S. – Tried posting list here but it threw an error. So sharing list

      • 0
        Profile picture of Jay Miller
        @jay-in-sf
        ( 450 POINTS )
        1 week, 4 days ago

        Hi @meet_paras

        Excellent list! This will help immensely in shortening my topic/platform research time.

        Much appreciated…!

    • 0
      Profile picture of Julie Matkin
      @juliematkin
      ( 1.7k POINTS )
      1 week ago

      Hi Jay, since I’ve been doing a lot of research on what’s out there to figure out where our product sits I might be able to add to this – 99% (not a scientific stat 😉 ) of the tech you find seems to be geared towards reps and the sales process itself but in the last year or so I’m seeing more product pop up in our space of sales coaching/sales manager enablement where the user is the manager, not the rep. Mostly when you see sales coaching tech it’s some kind of AI around sales process trying to flag *what to coach* but there’s more of us focusing on helping managers handle their coaching activities. The big player is obviously Ambition, and LevelEleven is quite mature and I’m seeing some other startups like us too. I’m still not sure if it sits under enablement and there’s a bit of crossover with general performance management for the whole org, but sales definitely has a unique set of needs beyond the standard stuff because of the nature of sales targets and metrics so I think it’s a growing category.

      • 0
        Profile picture of Jay Miller
        @jay-in-sf
        ( 450 POINTS )
        5 days, 13 hours ago

        Hi @juliematkin – I was not aware of this type of tech. Good to know! Are you with ctrl.io? I just tried to check out your site, but it’s not loading. Not for me, at least. (Other sites are…)

    • 0
      Profile picture of Santosh
      @skwebsites
      ( 760 POINTS )
      1 day, 9 hours ago

      Great Way!
      I have the one opportunity to start – Stress-Free B2B Sales Tech
      You can go through this https://talsmart.com/franchising/ to get a franchise model, They have the world’s top trainers, You just have to work with them that are taking care of all. once must Talk to them or write to them.

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