Enterprise SalesTech Landscape

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The Enterprise SalesTech Landscape is based on a hierarchy of seller needs.


The Landscape consists of five levels:

  1. Prioritize – how to identify and spend time on the right prospects is the most fundamental to sales success
  2. Engage – how to get buyers to engage with your sellers in a crowded, competitive market is the next step
  3. Earn – why buyers should buy and from you involves mapping value to multiple decision makers
  4. Close – how to win the business by creating compelling proposals and shortening the time to signature
  5. 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.


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