The Enterprise SalesTech Landscape is based on a hierarchy of seller needs.
The Landscape consists of five levels:
- Prioritize – how to identify and spend time on the right prospects is the most fundamental to sales success
- Engage – how to get buyers to engage with your sellers in a crowded, competitive market is the next step
- Earn – why buyers should buy and from you involves mapping value to multiple decision makers
- Close – how to win the business by creating compelling proposals and shortening the time to signature
- Expand – how to service customers, ensure satisfaction, and up/cross-sell
In addition to the hierarchy of seller needs we profile tools that are more foundational in nature:
- Skills Development & Reinforcement – how to coach, train, onboard and reinforce sales skills
- Management & Sales Operations – how to grow the business with the right compensation, quota and territory assignments
- CRM Data Intelligence – how to keep your data clean, complete, and unified
- CRM – how to centralize lead, contact, account and opportunity information
Adapted from Smart Selling Tools SalesTech Landscape. SBI acquired Smart Selling Tools in Jan 2022.
