define a taxonomy of customer pain points and map your products and solutions against them

One of my posts on the question “where Sales Enablement lives within an organization” got a comment requesting further clarification of the following graphic:

The comment was asking where to find sales people in the graphic and what the role of sales playbooks is. I have to admit that it is difficult to read, but the sales people are actually represented within the green area as indicated by the words Sales Force. (This is not a reference to salesforceDOTcom.)

This speaks to the point that sales people and the legacy sales portals, that are supposed to enable them, sit in between a highly matrixed organization on the one side and just as complex an organization on the client’s side. These legacy sales portals are one-dimensional (they fail to show content & contact details of subject experts in the context of the highly matrixed organization and in context to which pain point on the client side is addressed) and there are often several portals as there are so many silos of information.

Each sales playbook is a great tool for a small subset of the sales force (as shown in the graphic), but comes out of one of the silos, fed by only some of the Product/Portfolio Marketing teams or one regional team. When all content (e.g. customer references from different regions or specific value propositions per industry vertical…) lives in a multi-dimensional business context like it is made possible in BizSphere (which is a Sales Enablement Solution Suite that was designed to cut across all silos. Full disclosure: I work with them.), a completely customized sales playbook for any given sales situation can be auto-generated.

In contrast to legacy sales portals, BizSphere takes at least three dimensions into account. These could be:

  • Where is the seller going to a meeting? (Sales regions, countries…)
  • What does the seller want to sell (Portfolio of products, services and solutions.)
  • What does the seller need in order to be successful in the meeting? (Content types like white paper, case study, ROI-Calculator, contact details of a subject matter expert, etc…)

You might also want to define a taxonomy of customer pain points and map your products against them or add other dimensions that your company thinks in. BizSphere then lets you filter down by media type, language of the content, and/or the sales step you are in with the opportunity you are working.

The dimensions of Sales Enablement

  • Imagine the 1st orange arrow in the graphic above to be a customer reference from a Canadian client for a specific security solution.
  • Imagine the 2nd orange arrow to be the contact details of the sales engineer in South Africa who is the expert for a given service.
  • The 3rd orange arrow could be an ROI-calculator for the same service but it is really specific to the mining industry and therefore relevant in Western Australia.
Can you already see how here the regional teams can have as much of say in “which content is relevant for specific sales situations?” as the product marketing team?

Can you get lost in BizSphere? No way, because nothing is easier than answering: What do I want to sell, where do I want to sell it and what would help me to close the deal? Once you set your context in these three dimensions you will have filtered down from thousands of marketing assets / pieces of collateral to only the relevant ones.

Global list of Sales Enablement software vendors

Below my list (export here) as of 20-Jun-2021:

  • Sales Enablement Platforms (SEP) SaaS software vendors/apps/tools, Sales Enablement solutions, Sales Engagement Platforms (SEP),
  • B2B marketing content management systems (CMS),
  • B2B sales knowledge management (KM), Learning Management Systems (LMS) for sales,
  • Digital asset management (DAM), Sales Asset Management (SAM),
  • Digital Content Management for B2B sales (DCMS)

When you shortlist vendors be sure to look into:

  • Integrating content from existing repositories or uploading copies [of what you have in your repositories] into the cloud? Aim for one single source of truth!
  • How does the solution integrate with the given CRM system?
  • Single-Sign-On (SSO)? Security?
  • Are the rules for how the search feature weights results shared by all client companies or can each client customize?
  • Exit strategy for your content & meta data when you change vendors. Export feature?
  • How does the solution support you to meet the challenges that come with doing business globally? Which languages are supported for the content & for the UI (user interface)?
  • Flexibility for customization / your influence on the roadmap / number of developers at the vendor? Be careful when you get a lot of influence on the roadmap as this might mean you are dealing with an agency / development shop & not a product company – you might be the only customer or the biggest customer & they might go under if they can’t find other customers.
  • Easy to integrate into your existing IT infrastructure / processes?
  • Does the solution help to manage how you show your complex portfolio of products, services, & solutions to your sales people & channel partners? How quickly can that be updated for org changes? Is it the vendor making the changes or is there an editor/admin user interface?
  • Analytics & social features that allow usage metrics & feedback from sales to marketing (ratings/voting/comments) & uploading/sharing of content: Sales User Generated Content (UGC)?
  • Is there an intelligent way to maintain the ‘single source’ of content (or content blocks) being re-used a lot? Can documents be [auto-]generated to be highly customized for the specific sales situation / vertical / geo etc – yet look polished?
  • Is content intelligence as in BI (Business Intelligence) & analytics for the Content Lifecycle) available? Where in its life cycle is my content? What gets bad ratings? What needs to be retired? What isn’t being used? What’s missing? What’s used the most? What closes deals?

1sales.io 1sales.io @1sales_io CRM Software for sales orgs – ready in under 60 seconds. crunchbase.com/organization/1sales Bielefeld, NRW, Germany

2Viz 2VizCon 2viz.io 2vizcon.com productivity through AI driven enterprise apps. Develop platform independent enterprise apps in marketing, sales, communication, learning. Transform your sales strategy via sales enablement apps to sell more. Marketing enablement: Stage your brands, marketing messaging & content on an engaging mobile platform. Combine fragmented tech stacks to create one integrated technology, one connected platform, one productive team. 2VizCon GmbH, Frankfurt, Germany & Kingston, London, UK

7taps 7taps.co @7tapsHq corporate learning tool for generation Slack. The growing workforce of Generation Z is digitally savvy; yet prone to distraction / has a shorter attention span. Other digital Learning Management Systems (LMS) with a mountain of features – that overwhelm you & your staff – don’t produce the desired results. Engage Gen Z in a format they are accustomed to. A simple & short approach that can be grasped quickly & effectively. New Castle County, Delaware, USA

accent Technologies accent-technologies.com @Accent_Tech improve sales execution & win rates with a scientific, big-data approach. Accent accelerator for sales & marketing teams: Empower sales teams with information, insight & technology. Deliver the right information at the right time, have more meaningful conversations, build credibility with buying teams & win more deals through precise, efficient execution. Content, coaching & insight at their fingertips. Provides tools to deliver & track information in a unique personalized way. $13.3M revenue annually. Competes with Seismic, StatusQuota, & CallidusCloud. Melbourne, FL, USA

Acelera Group aceleragroup.com works with enterprise & emerging technology companies to improve & optimize sales enablement, management, account management & opportunity development / management processes. Primary areas of focus include Sales Enablement (process improvement & optimization). Boston, MA

Acquia acquia.com @acquia cloud platform for building, delivering & optimizing digital experiences. Acquia Platform: Organisations can realize personalised, contextual & realtime customer engagement for the right person, at the right time, on the right device. These experiences can be deployed & managed at scale for 1-1000s of sites. Acquia Lift Content Hub: Aggregate, syndicate & discover content across a disparate network of sites & channels, no matter the content source. Empower your team to find content, so IT resources have more time to focus on higher priority issues. Break down content silos with powerful discovery tools to quickly find relevant content from other sites, departments, or technologies. Separate the content source from the site architecture or the code that powers the experience, giving you agility to design a great digital experience for customers. Boston, DC, Portland, & Reading, UK

Acquire acquire.io @acquire_io grow revenue, boost sales & improve support with comprehensive customer support tools. Knowledge base software that saves you time: Create, organize, & share your customer-facing help center resources using Acquire Knowledge Base. Ready to level up your knowledge base? Scale support & always have the right answers with Acquire Knowledge Base. Got knowledge lying all over the place? No worries. Import all your content into Acquire. Knowledge Base Toolkit. Knowledge is power: Acquire’s Knowledge Base software helps you streamline customer service & grow your help resources through powerful features. Knowledge Base & Chatbot: A power couple. Address repetitive questions with a chatbot that suggests relevant knowledge base articles to customers without needing a live support agent. San Francisco, CA

Act-On Software act-on.com @actonsoftware adaptive marketing platform to get the right messages, to the right people, at the right time. Emphasizes the importance of not only providing a sales team with the right content & tools & aligning those assets with the buying cycle, but aligning the right tools with the right sales person. $70.5M estimated revenue annually & competes with Hatchbuck, Percolate, & V Locators. (Percolate acquired by Seismic 5-Nov-2019.) Portland, OR / Scottsdale, AZ, USA & Reading, UK & India

ActiveCampaign activecampaign.com @ActiveCampaign customer experience automation platform helping businesses grow through meaningful engagement with their customers. Notify your team when leads take action: Tell your salespeople when their leads take action. If a lead browses specific pages or puts in a pricing request, send an automatic notification so that your salesperson can follow up directly. ActiveCampaign enables Sales teams in volume: 125 email templates available on the customer experience platform. Each template has been designed using HML & includes images & layout suitable for a wide range of B2B & B2C engagements. Templates also include codes to draw in data from the Active Campaign platform to enable the easy creation of targeted email campaigns. Email marketing is still the king of B2B marketing! The responsive templates slot into one of 500+ automation recipes that ActiveCampaign has on its platform. These enable the automation of the complete sales lifecycle for a customer. Templates are usable for any product & any brand within a portfolio. It is possible to switch colours, fonts, & images & update text. The responsive design ensures that every email sent is easily read, no matter what the device used. More than half of all emails are opened on a mobile device! ActiveCampaign, LLC. Chicago, IL, USA

Adobe Systems Adobe Digital Publishing Suite (part of Adobe Experience Manager Mobile). Create content like you always did for print, but publish to a tablet instead. Need to make a change to the app? Designers can push an update the same day. 20-Sep-2018, Adobe Systems Inc acquired Marketo Inc. for $4.75bn. 19-Apr-2017, Marketo acquired ToutApp: $7M in revenue annually & competes with Velocify, Inc., Outreach, & SalesLoft

nudge.ai @nudgeai a social selling app that helps you grow the right relationships from your network of weak connections Toronto, ON, Canada. Out of business as of 21-Jan-2020. NUDGE.AI ASSETS ACQUIRED LESS THAN 2 MONTHS AFTER COMPANY SHUT DOWN: SAN FRANCISCO, CA; 11-Mar-2020, Nudge acquired by Affinity affinity.co @Affinity [new Relationship Intelligence product for sales teams] expands to open Canadian office. Affinity relationship intelligence platform, announced the acquisition of Nudge, a revenue intelligence platform designed to build relationships & grow sales. Founded in 2014 like Nudge, it offers a platform that (using AI) collects & analyzes data to build better network relationships. Similarly, Nudge had developed an AI-based revenue intelligence platform for sales teams, used to identify gaps in stakeholder relationships, with the goal of finding & increasing pipeline attrition.

Agnitio A/S agnitio.com @agnitiomcm digital engagement tech for life sciences. Empower sales teams, market access & medical affairs with tools to succeed. Agnitio Rainmaker software empowers customer facing teams in life sciences to be successful in today’s digital & mobile world. Agnitio had estimated sustainable annualized recurring revenue (ARR) of A$1.6m AUD. October 2020, Bigtincan Holdings Limited (See below) entered into a binding purchase for Agnitio (“SPA”) to acquire 100% of the issued capital of Agnitio A/S, a Danish company that provides a leading solution for remote selling for life sciences customers creating Digital Sales Rooms for customer engagements. Copenhagen, Denmark

airtable.com @airtable creation guide for essential pieces of content to help you drive deals, from start to close: offers.hubspot.com/sales-enablement-guide ebook. Sales Collateral Management. Made Flexible & Effortless‎. Manage case studies, call decks, & more with the ease of using a spreadsheet. 350+ App Integrations. Spreadsheet Interface. Realtime Collaboration. Drag & Drop File Uploads. Gallery & Card Views. Easy as a spreadsheet. $20M in revenue annually. Competes with Basecamp, hopTo, & Trello. Formagrid, Inc., San Francisco, CA

Alexander Group alexandergroup.com @agirevenue give your sales force relevant content, training & tools: Enable sales success. Conducts thorough reviews of CRM systems & usage to ensure your support systems are in line with your revenue growth strategy. (No software offering; only consulting) USA

Alinean (See Mediafly below) alinean.com @AlineanROI 25-Oct-2018, Mediafly announced the acquisition of Alinean Inc. recognizing B2B buyers have changed, have become more digitally savvy & sophisticated, & that to stay competitive, sellers need to change along with them. Buyers aren’t looking for sellers to present static, boring pitch decks with product information they’ve already found online. They look for sellers to bring additional value to sales conversations – to effectively communicate the impact their product / service will have on the buyer’s business in the context of what the buyer cares about. Winter Park, Orlando, FL

Allbound allbound.com @allbound SaaS toolset for partner training, content marketing, collaboration, & customer success. Deliver content & training. Ready reps for the entire sales cycle. Training & learning tracks to up your reps’ game. Playbooks & pins to give reps specific content or see content they’ve assembled. Customer-facing tools help partners & their reps provide ongoing value, both pre- & post-sales. Empower channel partners to have the conversations they need to have. Collaboration spaces foster mutually-beneficial, profitable communication & prevent partners from spinning their wheels. Save valuable time with an organized, transparent thread of conversation. No time lost searching for emails, no hours wasted on calls with partners half in the dark. Align knowledge across the board & enable representatives from all sides of a deal to share & discuss information in a collaborative environment, archived for everybody’s future reference. Channel / Partner Enablement. $2M estimated revenue annually & competes with HighspotSeismic, & Brainshark. Phoenix, AZ & San Francisco, CA

https://www.allego.com/allego allego.com @allegosoftware sales learning & readiness platform. Combines training, practice, coaching & knowledge sharing into one app. Use mobile, video, & peer collaboration to reinvent learning for the dynamic needs of sales teams. Speed & consumer app design match the pace of even the most hard-charging sales people: Sales teams onboard faster, deliver the right messaging, rapidly adopt best practices, coach & practice frequently, & collaborate broadly with peers & home office. Sales pros across financial services, technology, life science & other industries use it to bring their A game to every customer conversation. With call coaching capability sales leaders & managers know if individuals or teams talk more than listen during customer calls, provide the right response when asked about price & timelines, articulate the right responses to objections etc. Automatically provides sales & services leaders visibility into live conversations from the field, combined with learning & readiness suite to act on insights for targeted coaching, training, & enablement initiatives. The sales learning & enablement platform has an integrated Conversation Intelligence product, transforming a company’s Call Coaching module into an end-to-end Conversation Intelligence capability: Sales teams can automatically capture calls & virtual meetings, leveraging Artificial Intelligence (AI) to perform transcription across multiple languages, automate coaching, generate alerts, all with a deeper integration with CRMs & calendars, according to the vendor. $40M estimated revenue annually & competes with MindTickle, CommercialTribe, & Brainshark. Needham, MA, US. 16075320795339-Dec-2020: Allego, sales learning & enablement solution, announced its acquisition of Refract, UK-based sales engagement & multilingual conversation analytics. Refract brings to the merger capabilities in revenue intelligence—delivering AI-enhanced content & coaching recommendations from sales calls, demos & meetings—to improve sales outcomes & grow revenue.

Screen Shot 2021-03-25 at 8.56.04 pmAltify altify.com uplandsoftware.com/altify/ @altifyinc software that integrates with a business’s existing CRM system, to produce sustained & measurable results. It helps revenue teams visualize customers & their desired outcomes, unlocking revenue growth & building sales excellence. Used to compete with Sales Performance International, Richardson, & Miller Heiman Group. San Jose, CA. October 07, 2019 [AUSTIN, Texas] Upland Software, Inc. (Nasdaq: UPLD) cloud-based enterprise work management software, has acquired Altify, customer revenue optimization (CRO) cloud solution for sales & the extended revenue teams. It will be a core platform of Upland’s Sales Optimization solution suite. The acquisition adds approximately $24M in annualized revenues. (See Upland below)

AMACUS amacus.net by innovative information Inc. Improving sales productivity by letting reps see the buyer impacts of sales efforts. Vancouver, Canada

Amity getamity.com @GetAmity Customer Success software. Mitigate risk early. SmartPlaybooks™ enables your team to provide the right action at the right time.Improve Conversions: Understand what success looks like to your customers & how your product can help them get there. Drive Upsells: Understand your customer’s motivation for the upsell& be perfectly positioned to expand it. Toronto, ON, Canada

Apparound apparound.com @apparound produce professional quotations, proposals & legal contracts with 1 click incl. specific terms, product data, media & other content. Share documents / digital brochures with customers via email & CRM integration. Configure, price & quote complex products with automatic compatibility check. Increase quotation size & shorten sales cycle. Get up to speed on new offerings & prices. Get access to latest price & promotion information. Push sales information across all sales agents in the field. Capture all product details & media in one single place: sales agents mobile devices. $6.5M in estimated revenue annually. Cascina (Pisa), Italy & Menlo Park, CA, US

App Data Room see Modus below AppDataRoom.com @AppDataRoom Sep 2018, Modus rebranded & reorganized enterprise digital solutions. Minneapolis, MN

AppGlu appglu.com mobile apps for sales teams. Arm reps with custom branded mobile apps with product info, marketing collateral & sales presentations. Ensure reps have instant access to the most current marketing/sales materials, even when offline. More engaging, productive, & measurable meetings through in-app analytics. Ready-to-run enterprise mobile apps as a service. SF, CA former @AppGlu by ArcTouch @ArcTouch (See arctouch.com) AppGlu, a spin out of ArcTouch, a consulting company that builds mobile apps, seeks to topple enterprise software companies such as Kony & Antenna Software.

Appinium appinium.com @Appinium content distribution & tracking solutions on Salesforce App Cloud. Leverage the power of video & reimagine learning. Built on Salesforce for Salesforce Customers. 100% Native Video App. Combines video & learning management to drive audience engagement, analytics, & outcomes. Modernized Sales: Leverage video to enable your sales teams & engage prospects throughout the buying process. Enabled partners: Empower partners with meaningful timely content to flatten the learning curve & drive success. Effective Employees: Amplify employee engagement with data-driven, personal, role-based learning. Two products ViewTrac (View Trac) & LearnTrac (Learn Trac). San Francisco, CA

Apple iOS Business Chat ios/business-chat/ Business Chat: Connect with companies to ask questions, schedule appointments & make purchases straight from the Messages app. Some vendors currently support purchasing a product or service directly within the chat using Apple Pay, while others plan to add Apple Pay support.

Appnetic Mobile appnetic.com @AppneticMobile Non-coders can build custom mobile SALES ENABLEMENT apps. Go MOBILE, organize your marketing assets & SELL MORE. Washington DC or Herndon, Virginia, US

Asana asana.com @asana work management platform for teams. The work management software vendor launched its first offering aimed at a specific job role in 2019 with Asana for Marketing. The list of options for individual business units grew in 2020 with the addition of Asana Operations & Asana Sales. Asana for Operations lets users access Asana’s gallery of workflow templates or create their own custom versions to standardize processes such as vendor & employee onboarding & management. ‘Asana for Operations’ & ‘Asana for Sales and Account Management’ are two new end-to-end solutions for teams to manage their entire operations & sales workflows. The suite of capabilities is available on Asana’s Business & Enterprise offerings. Asana targets sales & ops teams with new integrations: Salesforce, Jira Cloud & Tableau integrations are designed to help the work management app appeal to specific business functions. San Francisco Bay Area, USA

ascentcloud ascentcloud.io @ascent_cloud solutions for sales & customer-facing teams that enhance their CRM & empower leaders to improve performance. By combining multiple products, it provides an end-to-end suite to address the challenges that sales & customer-facing leaders face on a daily basis. Elevate your business with solutions crafted for the modern team. LevelEleven: Performance Management System for leaders to motivate, engage, & coach their teams around the behaviors that drive results. Geopointe location-enables Salesforce to help you geographically visualize your accounts, contacts, opportunities, & CRM data. Ascent Cloud LLC, Detroit, Michigan, US

Atlassian Corporation Plc (Confluence Cloud, Trello, etc) atlassian.com/software/confluence @confluence a team workspace where collaboration & knowledge meet. Create, collaborate, & organize all your work in one place. Many organizations use Confluence as their intranet & some even as the Sales Enablement portal. Confluence Cloud: Get your files together: With the new Microsoft OneDrive for Business integration, embed Microsoft Word, Excel & PowerPoint files in your Confluence pages so it can always be your single source of truth! By typing “/trello” on a Confluence page, you can embed a complete Trello board for easy access. Work together from anywhere with Confluence Mobile: Stay on top of the latest with your team & move work forward – straight from your device. Sydney, NSW, Australia

Atomic Reach atomicreach.com @Atomic_Reach a content optimization platform built to help marketers create high quality content. Helping marketers gain a better understanding of what makes their content, emails, & ads perform & how to perfect it; using AI. $1M in estimated revenue annually & competes with Kapost, NewsCred, & Uberflip. Toronto, Ontario, Canada

Atrium atriumhq.com also known as Modern Performance @modernperform Old website modernperformance.io Uses data & smart analytics to empower teams to make better informed decisions. “Sales management for the 21st century.” Proactive, always-on insights for sales operations, managers, & leaders. Stop asking questions. Start getting answers. POTENTIAL ENERGY LABS INC. San Francisco, California, USA

https://attach.ioAttach attach.io acquired/powered by Cirrus Insight sales enablement platform (See Cirrus Insight) @attachio cirrusinsight.com/products/attachment-tracking helps align sales & marketing teams with a centralized content hub. One place to distribute content to your team; Sales people know where to go to find the right content. Marketers know how content is used & can optimize it’s effectiveness through data to help the sales force sell. Know who reads your documents, where they spend time & who they share them with. Understand your prospects engagement & transform the way you sell forever. Align sales & marketing departments with a library of approved content & make sure everyone shares the latest version. Analyze the effectiveness across your team, optimize content & build winning sales decks. Had $1.2M in estimated revenue annually & used to compete with ClearSlide, Brainshark, & Seismic. Stockholm, Sweden (Nov 20, 2017, Acquisition by Cirrus Insight)

Attensa attensa.com @Attensa hybrid information aggregating & delivery platform: gets the right information to the right people at the right time in a way that drives business results & better relationships. Focus attention on relevant information—without asking people to change their behavior for consuming it. Rather than piecing together information services, sources & alerts, aggregate your resources into a unified solution. Tools to filter & deliver relevant information to the people you support; saving them time & keeping them focused on information that matters to their work. $2.3M in estimated revenue annually & competes with Aspire Systems, Prodapt Solutions, & Persistent Systems. Portland, OR

Attivio attivio.com ServiceNow as of Oct-2019 unified information access platform: Active Intelligence Engine AIE ingests both structured & semi-structured data, Big Data & unstructured content from a wide variety of databases, document repositories, CMS & email systems, websites, social media & file servers. Boston, MA. ServiceNow acquires Attivio IP, core technology, & select R&D talent; expects to complete the acquisition by the end of Q4 2019

Screen Shot 2021-04-01 at 6.41.22 pmAurea (See Jive Software @jivesoftware) by Aurea, Inc. an ESW Capital Group Company. Aurea Software completed its $462M purchase of Jive on 12-Jun-2017. Jive Software had $38M in estimated revenue annually & used to compete with Workfront, Smartsheet, & Upland Software.

AutoBound autobound.ai @BoundAuto sales acceleration company making every sales rep a top performer. Paves the path to yes for sales by automatically crafting expert sales messaging for persona-based outreach. Fully composes emails, texts, delivery & more to deeply enriched personas, made from firmographic, behavioral & psychographic information. This gives sales teams an unparalleled ability to know exactly how to go about every interaction, turning prospects into customers. Who to contact, what to say, & when to say it. San Francisco, CA, USA

AutoKlose autoklose.com @autoklose Sales Engagement, Email Tracking, Outbound sales automation platform. Features automated lead gen, drip campaigns, calendar scheduling, & CRM integration. Toronto, Canada / USA. Owned & operated by ExchangeLeads Inc. doing business as AutoKlose. Plano, Texas 20-Oct-2020: VanillaSoft a sales engagement technology company acquired email automation & sales intelligence platform vendor AutoKlose.

Autopilot autopilothq.com @autopilotus visual marketing software for automating customer journeys. Automate your marketing visually & create remarkable customer journeys. Integrate with @burstsms using the new Webhook shape to instantly send an alert to your customers when a payment is overdue. Autopilot (formerly Bislr) was founded in 2012 by three brothers from Australia. Sydney, NSW, Australia

AvayaLive Engage conferencing in 3D environments for meetings, training, sales & support. Collaborative browsing & presenting marketing material in on-demand, web-based, immersive collaboration environments. I worked on this at Nortel Networks.

Avitage avitage.com $11M in revenue annually. Wayland, Massachusetts, US

Axiom Sales Kinetics axiomsaleskinetics.com @justaskaxiom (AXIOM SFD axiomsfd.com @AXIOMSFD acquired!) 18-Jun-2020, Axiom Sales Kinetics announced major rebrand, restructuring & new product offering under the leadership of its founder & CEO, Bob Nicols, after an asset only purchase of Dallas-based AXIOM SFD (Axiom Sales Force Development) in February 2020. Their Salesforce.com apps used to improve sales coaching & sales training; on demand in real time. Since 2013 they used to create native sales enablement apps for Salesforce.com. Dallas, Texas / Jacksonville, FL

Screen Shot 2021-03-30 at 2.03.38 pmBAM! mobilesalestools.com bamsales.io @popart (by Pop Art; see below) Former domains mobilesalestools.com & pop-art.com Now bamsales.io BAM! Your sales toolbox: A simple way to help you & your team sell just about anything. Powerful & easy-to-use digital asset management & publishing platform that can slash your costs & ramp-up time vs. old & inefficient processes. Pop Art makes $4.3M in revenue & competes with RAIN Agency Inc., The Nerdery, & Grady Britton. Portland, OR

Bantam live (acquired by Constant Contact in 2011)

Battlecard battlecard.com @battlecardHQ parsegon.com @parsegon @quickcardhq Quickcard is the main product (Battlecard was the brand/ecosystem name. Pivoted) quickcard.com Sales Playbook Platform: Teams use Battlecard to organize their sales playbook, conquering the chaos of their daily revenue operations. Sales Collateral: Create tailored, shareable, & tracked sales collateral in 30sec after every discovery sales call. Just like you tailor a sales pitch on calls, tailor your follow-up collateral. Sales collateral is rarely something that should be one-size-fits-all for all prospects. Create tailored sales collateral. Gain Insights to what is Helpful. Get granular, event driven analytics that help you improve your sales. ZPtCgVzC_400x400Document sharing platform designed for sales. A way to send sales materials: Personalize your sales decks & gain insights on readership in one place. Learn what is & isn’t working in your materials. Send, tailor, & analyze your sales collateral content. Highlight top features: Focus on the topics or features that the prospect specifically cares about based on discovery calls. Inject prospect’s variables: Name, industry, company size, or anything onto sales materials to provide a personal touch. Insert in the Prospect’s Logo, which 97% can be auto-fetched from just providing their domain name. San Francisco, CA, USA

Beehivr beehivr.com @beehivr empower sales forces with a platform to enhance client meetings, facilitate employee training, & gather valuable insights. Adaptable mobile sales app allows sales teams to transform traditional presentations & client meetings, into interactive experiences. Flexible flow of information & the possibility to adapt content, as the conversation unfolds. All sales collateral & client information in one app, allowing sales teams to save preparation time & focus on more value added tasks. New team members benefit from a rapid & easier onboarding process with access to all pertinent information, offered on an interactive & intuitive interface. Up-to-date content allows to upsell & cross-sell & ensure that brand message is delivered more consistently across the market. Montreal, Canada

BigMachines Inc bigmachines.com Nov ’13: Oracle completed acquisition of BigMachines! Accelerate the conversion of sales opportunities into revenue by automating the sales order process with guided selling, dynamic pricing, & an easy-to-use workflow approval process, accessible anywhere, on any device. Flexible, scalable, enterprise-ready CPQ solution ideal for large companies looking to optimize complex selling processes

Bigtincan bigtincan.com @bigtincan ASX:BTH helps sales & service teams increase win rates & customer satisfaction. The mobile AI-powered sales enablement automation platform’s user experience empowers reps to more effectively engage with customers & prospects & encourages team-wide adoption. Enhance sales productivity at every customer interaction. 2017 Bigtincan, provider of mobile AI-powered sales enablement automation, acquired Contondo, provider of sales enablement automation tools for discovery & classification of available sales & service content enhancing measurement & improving ROI. Contondo’s data science team & core tech was incorporated into the Bigtincan Hub Sales Enablement Automation Platform. Jun-2018, Bigtincan acquired learning vendor (micro-learning / training & enablement platform) Zunos to leverage its expertise to shape its learning platform in the Bigtincan Hub, focusing on micro-learning strategies to ensure retention, gamification to boost engagement & partner enablement to ensure dissemination of content & knowledge across partner teams & organizations. Sep-2018, Bigtincan acquired FatStax (creating end-to-end connections across CRM & sales enablement). Jul-2019, Bigtincan acquired the assets of Portland, Oregon, USA based Veelo, Inc. for US$1.8m. Sep-2019 Bigtincan acquired Asdeq Labs asdeqworkforce.com. Xinnovation, Inc (“XINN”) xinn.com @GoXinn (see below) acquired Sep-2019. Bigtincan’s global sales & marketing are headquartered in Boston/Waltham, Massachusetts, USA but with offices across EMEA, Australia & Asia it is listed on the Australian ASX. October 2020, Bigtincan Holdings Limited entered into a binding purchase for Agnitio A/S agnitio.com @agnitiomcm a Danish company that provides a leading solution for remote selling for life sciences customers creating Digital Sales Rooms for customer engagements; Copenhagen, Denmark. PitchBuilder allows to create dynamic presentations both online & offline, combining pages from different approved materials to create customized pitches. This technology is helping users to be better prepared whilst using their own experience & skills to craft the material they need to use when they need it. The public API will allow customers to build their own integrations & content that connects to the Bigtincan core system. Gradcap provides an integration between Bigtincan content & Bigtincan Learning. ClearSlide clearslide.com acquired SlideRocket to let you create & edit presentations in the cloud with slide-by-slide analytics. 12-Dec-2017, ClearSlide joined Corel Corporation. Dec-2020, @bigtincan announced that its wholly owned US subsidiary, BTC Mobility, LLC entered into a Stock Purchase Agreement with Corel, Inc to pay AUD$22.6m for @ClearSlide, the sales engagement technology platform with hundreds of customers across three continents. The company has estimated annualised recurring revenue of USD$5.2M. The acquisition added 32 staff members. This sale of ClearSlide might mean Corel has exited the Sales Enablement market. Jan-2021, Bigtincan announced its US subsidiary, BTC Mobility, LLC entered into & completed a Stock Purchase Agreement with the shareholders of VoiceVibes & acquired 100% of the issued capital of VoiceVibes, Inc myvoicevibes.com @voicevibes voice analytics & AI-powered coaching platform helps professionals make the best impression, every time they speak. Baltimore, Maryland, USA. 17-Jun-2021, Bigtincan acquired 100% of Switzerland-based tech company Vidinoti SA @Vidinoti for roughly $770k in cash & shares. The Swiss acquisition specialises in augmented & virtual reality systems: Suite of tools to create, deploy & manage augmented reality content including V-Director, V-Player & the Vidinoti SDK.

BirdzAI p360.com @P360_Solutions Optiks Solutions, Inc D\B\A P360 Solutions. Sales solution: 360 degree full-lifecycle suite for sales performance, from data management & lead resolution to data compliance. Updated sales enablement platform BirdzAI with AI to provide insights for sales forecasting, churn prediction, brand propensity analysis, next best action recommendations, & more. By adding AI capabilities it helps life sciences companies eliminate the guesswork often associated with sales operations. Piscataway Township, New Jersey, USA. WA, Australia. Maharashtra, India

Bit.ai bit.ai @Bit_docs smart document collaboration for teams. Your complete document ecosystem. Create, Manage, Track all from one platform. Collaboration tool that empowers sales teams to make marketing & sales materials while collaborating in a common workplace. Sales teams create, customize, collaborate & share sales proposals, sales decks, & client facing material. Receive notifications whenever a client or prospect views your sales proposal. Get engagement metrics e.g. time spent on your smart document, how far they scrolled (scroll ratio) & how often they returned to documents you shared. This data is feedback on your proposal. Make changes to improve the sales collateral you & your team create. Add a lead capture form while sharing a document. For recipients to access the shared documents, they fill name, company, email &/or phone number. Salespeople can also password protect documents or add a document access expiration date. San Francisco, CA

Bizzit justbizzit.com @JustBizzit cumulative sales intel from Bizzit’s b2b ratings: Options for yourself, team, or company. Bizzit, Inc. also known as Bizzit, bizz, bizz-it, bizz it. Enterprise SaaS platform built for numerous verticals & industries. B2B Experience platform identifies data voids & fills them in a variety of ways; currently focused on sales intelligence data. Designed for approved sales individuals or B2B related teams. San Francisco, CA, USA

BizSphere suite of Sales Enablement software solutions for global enterprises with a complex portfolio [of products, services, & solutions] & large sales force / channel partners. The team responsible for the user interface & core concepts moved on to MING Labs (see below).

Bloomfire bloomfire.com @bloomfire Knowledge Sharing Platform. Enables employees to quickly find the information they need to do their jobs. $11M in revenue annually. Competes with BraveNew, Intuition Publishing, & Hoopla Software. Austin, TX

box box.com @box online file sharing & cloud content management service offering storage, custom branding, & administrative controls. Simplify how you work. Platform for secure content management, workflow, & collaboration. Box Relay: A way to automate processes in Box: Enterprises have a single content management platform to drive team collaboration & streamline processes across the extended enterprise. Productivity & workflow tools usually fall on the extreme ends of the ‘how work gets done’ spectrum: they’re either designed for ad-hoc collaboration or for rigid processes. Yet in today’s agile business, teams need both: A way to collaborate in real time, while also automating the manual work that’s done every day. Competes with Accellion, Dropbox, & ShareFile. San Francisco Bay Area, USA

https://www.brainshark.com/Brainshark brainshark.com @brainshark single platform for content creation, training (formal & just-in-time), & video coaching. Sales readiness software equips businesses with the training, coaching & content authoring capabilities to achieve sales mastery. Helps reps learn & prepare wherever, whenever & however they work, so they’re always ready for any selling situation. Prepares sellers with the knowledge & skills they need, from the same systems & devices they use every day. SaaS sales enablement & readiness solutions. Applying AI to drive sales productivity. AI-based engine for improving sales coaching & practice. $50M in revenue annually. Competes with MindTickle, SAVO, & CallidusCloud. Waltham, MA

Brandcast brandcast.com @brandcastapp code-free web content system. Create branded websites & content in a connected, design-driven system. Customizable. Engaging. Trackable. Discover the power of interactive sales collateral. Prospects will love it & you can track their interactions from cold call to closing. Pitch decks, Sales proposals, Case studies, & Web brochures. Replacing static, slow-loading PDF with interactive content: Add videos, demos, or showrooms to presentations: Livens up the pitch like nothing else. Going forward, you may have fewer live meetings where you can develop personal bonds with customers. That makes lively, engaging presentations more important than ever. Brandcast Salesforce Studio is an integration that allows a Salesforce user to automatically create a personalized website directly from a Salesforce Account or Opportunity record. The personalized website will pull content & data from Salesforce to create a personalized experience. Websites created from Salesforce can be updated in real-time & are automatically equipped with tracking metrics that allow a Salesforce user to see engagement activity directly from Salesforce. San Francisco, CA

Brandfolder brandfolder.com @Brandfolder DAM digital asset management platform. Easily store, share, & showcase what’s important to your brand. Denver, CO, USA. @smartsheet smartsheet.com Smartsheet’s acquisition of the DAM Brandfolder for $155M is expected to close in September 2020. Smartsheet will continue to operate Brandfolder as a separate product. The acquisition adds 50 employees to Smartsheet’s workforce. @Smartsheet (NYSE: SMAR) enterprise platform for dynamic work. Flexible, no-code platform that empowers teams of any size to build the solution they need, & adapt as needs change. Seattle Area, USA. 16-Jan-2018, Smartsheet acquired Converse.AI

Brandobility brandobility.com brand content management between partners, offices, & teams. NAPC division. Helps US-based Bynder clients implement their brand portal solutions. Bynder bynder.com brand portal tool helps marketing & branding teams in enterprise orgs to create, store & publish marketing materials online & through print channels. Digital asset management (DAM); centralize, organize & share digital media files. Easy to use & rich functionality. Bring marketing collateral, products & digital media together. Product information management (PIM) facilitates maintenance of product data. Simplify product communications: Integrate product information when creating collateral. Publication of product information to publishing channels (eg sales applications & resellers) fully automated. Boston+NYC

1553698133065Bricks bricks.ai @Bricks_AI industrialize your sales: Sales & Marketing teams create business documents in a flash, Anywhere. Sales Enablement platform helping Sales, Marketing, & Data teams personalize their assets incl. RFPs, contracts, & business proposals. For Sales, Pre-Sales, Marketing & IT/Data teams! Collaborate more efficiently with easy sharing of content. End the information chaos! Sales people create documents on a daily basis “in their own way”. Marketing struggles to uphold the brand image, & pre-sales to ensure the use of the most up-to-date arguments. Bricks provides a solution to those problems, thanks to a division of information & rights. Ensure compliance with your brand image & expertise: Your charter elements, arguments & personalization data come together harmoniously to create your documents & presentations. Always up to date, they support the success of your business initiatives. Gain commercial efficiency: Responses to calls for tenders, commercial presentations, contracts… Your sales teams can assemble personalized & harmonized documents in a flash to fully concentrate on their sales. STARTER: Essentials & DIY for small & autonomous teams (Format pptx, Collections: contacts, companies logos, Video training). ENTERPRISE: Customized pack, premium features for medium & big teams (Formats pptx, docx, xlsx etc; Personalized collections & set-up). Station F, Paris, France

Bridge @GetBridge getbridge.com all-in-one learning & performance management platform by instructure.com @Instructure make your workforce smarter faster with a modern, mobile learning & talent management suite. Bridge Salesforce integration to enable active learning, boost sales performance, & track linked achievements. Bridge is an employee-focused sales training & coaching solution taking a holistic approach to boost a sales organization’s effectiveness, driving increased revenues & reducing time to productivity. Companies use it to scale learning across their sales organizations. Instructure, Inc also known as Bridge bought out by Thoma Bravo for $2Bn on 4-Dec-2019. Salt Lake City, UT, US

Bridge Metrics bridgemetrics.com extend the value of your marketing assets by enabling your channel & partner sales & marketing teams to customize, distribute & track content on the fly. Texas, US

Bsharp bsharpcorp.com @bsharpcorp Bsharp Sales Enablers Private Limited, Bangalore mobile sales enablement tools accelerate sales through continuous training, effective sales conversations & more productive sales reps: Inform, train, assess, equip, hear from & motivate the sales team. Mobile platform & services methodology to help you build a formidable team. Continuously train thousands of sales personnel across geos; Keep them informed of important decisions at the corporate office; Send product collateral, brochures, videos for customer use; Get info like sales, inventory, merchandising, customer meetings for analytics. Marlborough, MA, US & Bangalore, India

Screen Shot 2021-04-09 at 3.03.35 pmBurst SMS burstsms.com @burstSMS global online messaging platform, delivering messages since 2008. They pride themselves on providing an easy-to-use online SMS platform with a focus on marketing, operations, & advanced SMS API solutions. Innovation is what they strive for, by building new communication features to enhance customer experiences. Salesforce integration to send SMS from within Salesforce. Also Eloqua, Marketo, Oracle Responsys, Zoho CRM, Zapier.com, etc…

Screen Shot 2021-04-01 at 6.45.00 pmBuyerDeck buyerdeck.com @BuyerDeck ensure your sales reps are loaded with the latest content available. Sales Enablement Tools for Marketing & Sales Teams. Brings all stakeholders & content together in one shared space providing a faster, easier & more pleasing experience for your buyer. Say goodbye to links & attachments in long email threads. See every Buyer engagement: Track everything down to the Screen Shot 2021-03-28 at 8.52.52 am amount of seconds spent on a single page. Figure out your next move based on your customers last. $10.3M in estimated revenue annually & competes with YesPath, Octiv, & PointDrive. London, England, UK; Riga; New York & SF, USA. March 2021: Rebranding to Shodeck shodeck.com Effortless discovery & delivery of the right content at the right time. Share Better. Sell Better. Give your prospects a personalised buying experience & track their engagement with advanced analytics whenever you send them content.

Bynder bynder.com (see Brandobility)

Callidus calliduscloud.com acquired by SAP Jan 29, 2018 for $2.4B (Callidus Software had purchased iCentera besides that company CallidusCloud also had CPQ tools, marketing automation & more: Ensure your sales reps & external partners have the knowledge, motivation & tools to sell more, faster & spend less doing it. The ‘Lead To Money’ suite includes enablement, eLearning, sales coaching, sales incentive compensation, CPQ, CLM, pipeline & forecast intelligence, territory & quota, customer feedback to action. Dublin, CA, US

Canidium canidium.com @canidium (Consulting) sales performance, incentive compensation, & sales operations optimization consultancy. Whether it’s strategic, technical, or managed services, we’ll align your sales organization’s goals with your corporate objectives, ensure you realize the highest ROI, & build deeper, stronger customer relationships to grow & retain your business. Fort Collins, CO, USA; Great Missenden Buckinghamshire, UK ; Santa Ana, San Jose, Costa Rica

Canto canto.com @canto digital sales enablement: Digital asset management empowers sales teams by improving efficiency & creating new business opportunities. A DAM system makes your media files available where you need them, any time. Sales reps never need to worry if they’re carrying all the relevant documents & presentations when meeting clients – important sales collateral is accessible from mobile device, laptop/tablet with fast, meta data-driven search & preview capabilities. Content is always up-to-date & ready to use. Social DAM features make digital collaboration easier & faster than ever. Build .ppt decks from pre-approved slides that are guaranteed to have the latest version. With Cumulus & DAM you can do that & more. Germany & San Francisco, US

Canva canva.com @canva graphic design software solutions provider that helps users to design presentations, & more: Brand Kit, Make an infographic in minutes, not months, with Canva’s easy-to-use infographic creator. The platform combines a drag-and-drop design tool with a Screen Shot 2021-04-01 at 7.36.26 pmstock library of photographs, illustrations, & imagery. Real-time collaboration: Design with your team or co-presenters via a link or email, then comment, edit, & collaborate in real-time. Pre-record to present confidently, every time: With Canva, you don’t need a live audience to deliver great presentations. Add audio, or pre-record yourself talking over a Screen Shot 2021-04-01 at 7.34.11 pmpresentation, then share your video to be viewed anytime, anywhere. Download “Talking Presentations” as MP4 videos. It’s excellent for capturing audiences beyond a one-time event. Established in 2012. $500M in revenue projected in 2021. Competes with Loom.com, Pitch.com, PicMonkey, Piktochart, & Adobe Systems. Sydney, NSW, Australia.

CatalystXL catalystxl.com @CatalystXL the CatalystXL mobile app puts knowledge in everyone’s hands, making a smarter, more involved, & more deeply connected team. Working remotely is becoming the new normal. It’s more important than ever that you help your remote sales team succeed. Consider sharing content with a sales enablement mobile app. Meet Cardware: Organizations don’t need more tech & complexity – they need knowledge, & specific answers quickly. CatalystXL’s digital-flashcard platform simplifies & socializes knowledge transfer, making the right data, content & people easily accessible at the right time. Detroit, MI, USA

cegeka cegeka.com @cegeka Swiftslide swiftslide.eu make your sales easier, better & more efficient. Delivers up-to-date content straight from your marketing department to sales when & where they need it. Improves communication between these two key departments & optimizes the sales process to prospects.

ChaiOne.com (see Game Plan gameplanhq.com)

Chatlets Chatlets.ai @Chatletsai enabling personalized micro conversions through conversational interfaces. Not your average sales bot: Curate content. Personalize experiences. Convert more leads. Builds dynamic conversations with relevant content to move B2B prospects through the sales funnel faster. Mountain View, CA

Chatter (see Salesforce.com below)

Chemistry usechemistry.com @usechemistry enterprise web & tablet technology built to align Sales & Marketing through 3 of the most critical components: Digital asset management, integrated data collection, & customized sales tools. Used to compete with SETVI, SKURA, & Distribion. Kansas City, MO, USA (Website offline since 5-Feb-2020)

Chorus.ai Chorus.ai @chorus_ai helps capture & share your sales team’s best talk tracks to create more quota-crushing A​ players. Conversational intelligence platform that helps businesses to capture, store & analyze their sales meetings. Conversation cloud. AI driven conversation intelligence for sales teams. $7.4M in estimated revenue annually & competes with Aviso, People.ai, & Clari. AffectLayer, Inc. is a privately-held company that develops Chorus, a conversation intelligence tool, for sales teams. AffectLayer, Inc. founded 2015. San Francisco, California, USA & Tel Aviv, Israel owler.com/company/chorus

Ciara GmbH getciara.com @getciara All-in-one conversation assistant who brings all your skills together, focuses on work so you can focus on results, & levels up your game. Virtual assistant exclusively for inside sales reps / inside sales teams. Provides them with interactive guides, proven playbooks, & smart objection handling, helping them to structure their phone conversations & increase their success & productivity. With the best questions & best answers during your sales calls Ciara makes you an inside sales rockstar – right away. Outside sales is still around, but compared to inside sales it’s trending down. Ciara will be able to understand a conversation in full & will provide real-time sales enablement skills to inside sales reps. Sales professionals spend just 34% of their time selling. They spend the rest of their time with data entry, quote generation, & other tasks. These tasks keep them away from customers. With the playbook, reps can answer customer questions on competition, pricing, & new product capabilities quickly. The more you use it, the better it gets by using deep learning from daily interactions. Inside sales is growing because of the way consumers & businesses now interact with technology. When someone wants to buy a product or service, the first thing they do is search for it online. By the time they have made the decision to buy, they have all the information they need. In most cases, they make the first contact. Whether it is through email, chat or a phone call, this contact is made to an inside sales rep. How the rep responds will dictate if the customer is going to move forward with the purchase. This highlights the importance of proper training & having the right tools in place. Founded Date: 2019. Munich, Germany

Cincom Systems cincom.com @cincom CPQ, ERP & enterprise software: TeamSync Gives CPQSync Partners & Resellers to tools to succeed. TeamSync Portal: Access, collateral, support & other resources online. Training & Certification: How to sell, implement & use CPQSync. Marketing Development Funds: Get your message to your audience. Sales Leads: We’ll put you in front of potential customers. Microsoft Azure Usage: Drive Azure usage through CPQSync. Cincom Systems provides software to simplify & improve business operations & customer communications. Revenue of $196.8M, & 484 employees. Main competitors are Oracle, SAP & PROS. Cincinnati, OH

CircleHD circlehd.com @circlehdteam enterprise video & podcasting: Record, share, & get more mileage from your enterprise videos without compromising security. Sales Training & Enablement Platform: In many sales organizations, on-boarding & training salespeople is an ad hoc, labor-intensive effort, with no ability to gauge success. With CircleHD’s platform, you can create & curate videos to teach your team how to use CRM; how to advance deals through opportunity stages; & much more; store existing training material in the same place, such as your sales slide decks, qualification & competitor cheat sheets; & create lessons, & use analytics to see how well your team is learning these materials. Leaderboard gamifies the engagement. crunchbase.com San Mateo, CA, USA

Screen Shot 2021-04-21 at 1.13.37 pmCirrus Insight sales enablement platform (cirrus insight attachment-tracking) acquired & powers attach.io @cirrusinsight cirrusinsight.com automatically keeps Salesforce CRM up to date for sales teams from Gmail, Outlook, & Mobile. A plugin for Gmail & Outlook for salespeople: Founded in 2011, Cirrus Insight sales enablement platform for Gmail & Outlook offers an all-in-one sales productivity platform with world-class Salesforce integration. $16.6M in estimated revenue annually & competes with Outreach, SalesLoft, & Yesware. Attachment Tracking: Know what happens to your attachments after you hit send. Cirrus Insight developed by Laguna Hills, CA-based “Cirruspath” / Irvine, California & East Coast Office Knoxville, TN, US

Screen Shot 2021-04-17 at 3.17.12 pmClearbit clearbit.com @clearbit marketing data engine for all of your customer interactions. Data to power your business. Understand customers, identify future prospects, & personalize every single marketing & sales interaction. See the full picture from the get-go, so you’re prepared to reach the right people, make great first impressions, & nurture relationships throughout their lifecycle. Prospector: Discover your ideal accounts & leads with complete contact info. Enrichment: Turn any email or domain into a full person or company profile. Business intelligence to help companies find more information of customers in order to increase sales & reduce fraud. $2M in estimated revenue annually & competes with Datanyze, Pipl, & Infogroup. San Francisco, CA, USA. APIHub, Inc. 

ClearSlide clearslide.com @clearslide Sales Engagement Platform that integrates content, communications & insights to improve business results. Collaborate with sales to develop high-impact collateral: Mix & match content on the fly. Provide sales teams with updated marketing content. Distribute & refresh collateral to multiple teams. Control what content your sales team is using, editing, & sharing. Organize content so it’s easy to find for specific use cases by adding tags. Analytics: Gain visibility into what content your sales team uses. Learn which collateral is effective with prospects & customers. See how long people viewed presentations: slide-by-slide analytics. On Dec-2017 ClearSlide joined Corel Corporation. See Corel below. ClearSlide used to have $23M in estimated revenue annually & competes with Showpad, Brainshark, Tilkee, DocSend & Seismic. San Francisco Bay Area, CA, & NYC, NY. ClearSlide acquired SlideRocket to let you create & edit presentations in the cloud with slide-by-slide analytics. Dec-2020, @bigtincan announced that its wholly owned US subsidiary, BTC Mobility, LLC entered into a binding Stock Purchase Agreement with Corel, Inc where Bigtincan (ASX:BTH) has agreed to pay $22.6M for @ClearSlide, the sales engagement technology platform with hundreds of customers across three continents. The company has estimated annualised recurring revenue of $5.2M. The acquisition added 32 staff members to Bigtincan’s books. This sale of ClearSlide might mean Corel has exited the Sales Enablement market.

ClientPoint clientpoint.net @ClientPoint higher close rates, shorter sales cycles, bigger deals & lightning fast proposal creation with a sales optimization solution: Allows your sales team to create powerful engaging custom proposals quickly & efficiently by ensuring that they’re working with the latest & most accurate proposal content & assets. Create your proposals, templates, price quotes & eBrochures in one centralized library repository & pull/push information directly into your proposals or eBrochures from your CRM. Carlsbad, CA, USA. ClientPoint Inc. Also known as Paperless Proposal

Close close.com @close (also known as close.io or Elastic) inside sales CRM for startups & SMBs. Close more deals. Supercharge your sales with one of the best CRM for startups & SMBs. Get pipeline view, calling, lead management, email automation, & more. Palo Alto, California, United States blog.close.com/sales-enablement & sales enablement toolkit

CloudApp getcloudapp.com @cloudapp video & media sharing platform for organizations, enabling anyone to quickly create, upload & manage visual content. Video collaboration for improved customer experience & productivity. Millions of users & dozens of integrations. $4M in estimated revenue annually & competes with Techsmith, Screencastify, & Box. San Francisco, California, USA

Collected collected.io Don’t just store your files. Use them. Find old proposals, notes, reports, & more, as you work. For sales & marketing proposals, legal briefs, etc. Easily connect Collected to your cloud-stored content. Pittsburgh, PA

Combionic combionic.com collaboration software connects people, processes, & information in context & across applications. Enabling sales people & partner organizations with a slide library. Drag&drop slides to a plug-in right within PowerPoint to have all the context/tags captured automatically & the slides are already uploaded/available in the cloud based slide library, great for accessing & generating on the fly from tablets. Germany & Switzerland

Command.app command-app.com @Command_app Digital Briefcase. Mobile customer engagement app platform for sales & marketing. Overland Park, KS

https://www.commercialtribe.com/CommercialTribe commercialtribe.com @CommercialTribe enterprise SaaS platform for onboarding, developing, & coaching sales teams to improve sales effectiveness & achieve revenue goals. Video-based practice solution: Enables sales training to stick – helping sales reps hit the number. Using video & associated content, reps can view & share peer best practices, practice by recording themselves, submit their scenario for manager & peer feedback, & refine until they have it right. Reps actually teach & learn from one another. $3.7M in estimated revenue annually & competes with MindTickle, Brainshark, & Paradiso Solutions (LMS). Denver, Colorado, US

Compelligence compelligence.com Nov-2018: Relaunched company name, brand & website: CompeteiQ competeiq.io @competeiq competitive intelligence platform built for sales: Win intelligently, intelligent sales battle cards, integrated win/loss workflow, track news, website changes & trends, Salesforce AppExchange certified. Sales teams consistently want customized CI data specific to their deal & CI analysts constantly make custom sheets & slides. Often competitive content is located in different places in the company & difficult for sales teams to locate quickly. Executives want up-to-date information on industry threats & trends. There’re few effective means for collecting competitive information from multiple parts of the company. Pismo Beach, CA

Compendian compendian.com CollaboRate: Capturing & capitalizing on assets & tribal knowledge organizations have. Delivering knowledge & assets to the people who need them, right when they need them. USA

complexica-logoComplexica complexica.com @Complexica_AI AI-based enterprise software applications that improve the effectiveness of sales & marketing activities. Optimize your sales, marketing & supply chain with Complexica’s decision cloud powered by Larry, the digital analyst. Adelaide, Australia

CONQUER conquer.io @conquer__io (Former Dialsource) Helping enterprise sales & service teams conquer their day with the first end-to-end Revenue Engagement solution for Salesforce & Microsoft Dynamics 365. Grow Pipeline, Win Revenue & Strengthen Customer Relationships. The clock is ticking to get a sneak-peek into the future of Revenue Engagement, before your competition. Your customers expect it. Your teams need it. We call it Revenue Engagement. Communication, connected across every channel: Voice, Email, Text, Social. As a native application, Conquer empowers sales & service teams to reach out at any point of the customer journey without leaving CRM. Engage through channels where customers are communicating & making decisions, whether that is voice, email, SMS, or any other channel in Salesforce or Microsoft Dynamics 365. Unlike sales engagement & contact center point solutions that only integrate with CRM – creating silos of data, duplicate processes, complex read-write rules, & fractured reporting: Enables your team to deliver, capture, & manage every customer interaction all from a single pane. Sacramento, CA

https://conga.com/Conga See Octiv, formerly known as TinderBox conga.com @congaHQ end-to-end, AI-powered digital document transformation. The Conga Suite helps to simplify user experiences & increase productivity. Suite of solutions creates more efficient organizations by simplifying & automating data, documents, contracts & reporting. Conga acquired Octiv, formerly known as TinderBox, Mar 7, 2018. Conga competes with SpringCM, & Determine, Inc. Broomfield, CO. On May 7, 2020 Conga conga.com @CongaHQ was acquired by Apttus which had been acquired by Thoma Bravo on 4-Sep-2018.

ConnectLeader connectleader.com @ConnectLeader Intelligent Sales Engagement Platform / Sales Acceleration Platform: Revenue growth & sales productivity. $20.3M in estimated revenue annually & competes with Outreach, Nexsales Corp., & aMarketForce. Salem, NH, USA

Connectmedica LLC connectmedica.com @connectmedica helps companies boost business performance with the digital platform Highp gethighp.com. Empowering sales people. Omni-channel platform for life-sciences. If you are looking to increase sales, you need to choose the most effective strategy to provide the customer with best in class service based on personal insight gained through the salesforce’s relationships. We help transform companies into digitally integrated & empowered organizations with the use of our omni-channel platform: Customer database management, opt-ins & insights; Customer video communication. DBE getdbe.com complete next-generation marketing & sales enablement knowledge transfer solution. DBE is a fast & cost effective rapid content creation tool, distribution framework & customer focus content live presentation tool. The key features of DBE are video commentary & a multi-path meeting scenario. With non-linear presentations your salesforce is finally enabled to have a more successful sales conversation. DBE Decision Based Education is a Connectmedica invented, innovative tool which redefines the way that educational meetings are being handled. What’s the basis of its originality? DBE is a system that allows learning based on real-time decision-making. Warszawa/Warsaw, Poland 

CONSENSUS (formerly DemoChimp) goconsensus.com @goconsensus Intelligent Demo Automation. Enable Buyers. Accelerate Sales. Discover & engage stakeholders across the buying group with personalized video demos. Experience interactive demo automation for yourself. DemoChimp rebrands as CONSENSUS demochimp.com Product demo automation software. Breaks down demo content & adjusts the duration, order, depth, focus etc based on a quick survey that weights what’s more important in the given demo. Highly customized demos with Demolytics (analytics on your demos). CONSENSUS makes it possible for sales & marketing professionals to create interactive customized demo videos that give each buyer an overview of a product’s value proposition. $405K in estimated revenue annually & competes with Highspot, Optymyze, & Outreach. American Fork, UT

Content Camel contentcamel.io all your sales content, in one place. No more insane drive folders. Search, find, share, & track content from one place to enable sellers. Content Discovery & Sales Enablement: Organize your content database according to the nuances of your sales cycle & organization. Content Camel – with intelligent search & sales-aligned funnel identification – makes sure the right content is found & offered at the right time to better connect content marketing teams to sales teams & beyond. Today, most marketing teams struggle to catalog & effectively deploy all the awesome content they are developing while sales often complains the right content isn’t being created. Portland, Oregon, USA & Toronto, ON, Canada

Content Raven (See Raven360 below)

ContexTip contextip.com @contextip the right insights at the right time with the right context. In large globally spread sales teams, where many divisions often sell into the same accounts, the potential to cross-sell often is unrealized as information is trapped in silos. Digs through data in Salesforce & recommends people across divisions to reach out for help with a deal. A recommendation engine gives a view of your account & helps with timely, relevant & optimal date to help the deal move further & faster to closure. The power of critical info at your finger tips just when you need it. By Lister technologies, India

Conversica conversica.com @MyConversica Intelligent Virtual Assistants for business. Automate email conversations with all your leads to qualify them for sales. AI software for marketing & sales, fosters real conversations to discover your most qualified sales opportunities. AI-powered sales assistant; uses human-like, two-way email conversations to automatically engage & qualify leads, freeing up Sales to close more business. Conversational artificial intelligence (AI) for business incl. an AI-powered system that automatically carries on conversations. $44.6M estimated revenue annually & competes with Saleswhale, Exceed.ai, & Drift. Foster City, CA

Convo convo.com @convo provides in-context work collaboration. Real-time company message board. Share ideas, documents, videos or anything you want, without things getting lost in the endless reply chains of email. Clear, crisp collaboration! In-context = No clutter! Automated acknowledgements: Need to send something out to all employees, but you also need to know exactly who has seen it (and, of course, who hasn’t.) / who really got the memo? Convo makes it easy: Write your post like any other, but check the “Recipients must acknowledge to view”. When it pops up in your colleagues’ timeline, it will be blurred with a prompt asking them to acknowledge the post. Once they acknowledge it, the post is de-blurred. $4M in revenue annually & competes with Slack, Zinc, & HipChat. San Francisco

Corel Corporation corel.com 12-Dec-2017 Corel Corporation, Canadian office & design software company, announced it acquired ClearSlide, sales engagement platform (See ClearSlide). Ottawa, Canada. ClearSlide clearslide.com acquired SlideRocket to let you create & edit presentations in the cloud with slide-by-slide analytics. 23-Dec-2020, @bigtincan announced that its wholly owned US subsidiary, BTC Mobility, LLC entered into a binding stock purchase agreement with Corel, Inc where Bigtincan agreed to pay $22.6M for @ClearSlide, the sales engagement technology platform with hundreds of customers across three continents. The company has estimated annualised recurring revenue of $5.2M. ClearSlide’s customers include The Economist & GoDaddy. The acquisition will add 32 staff members to Bigtincan’s books. This sale of ClearSlide might mean Corel has exited the Sales Enablement market.

Corporate Visions marketing & sales messaging, tools & training company, June 2014 it acquired Launch International, a communications company specializing in marketing & sales enablement content corporatevisions.com Larkspur, CA

CorsPro corspro.com @CorsPro Cors Productivity Solutions provides proposal automation software for sales operations. One of the best ways to prevent errors in your sales proposals is to leverage the power of the Microsoft technology for a seamless sales process. CorsPro SalesDoc Architect helps automate your ability to get proposals out quicker. CorsPro Enables Sales Teams to: Automate the proposal generating process; Turn common sales tasks into a checklist process; Eliminate the number of keystrokes in building a quote/solution; Provide turn-key, polished proposals & scopes of work; Dramatically streamline the quoting process. Cors Productivity Solutions Inc. Reston, VA

Costello andcostello.com @andCostello See SalesLoft (acquired it 5-Nov-2019) AI powered sales co-pilot software shows your team what questions close deals & helps them keep deals on-track. In an era of hyper-competition, sales teams increased the volume of prospecting calls & emails to an all-time high. As a result buyers no longer give second chances on sales calls. Costello A.I. powered sales co-pilot helps sales professionals consistently have great conversations with buyers & keep deals on-track. It identifies the questions that determine whether or not you will close deals & then helps your reps beat the competition by guiding them through the critical moments in sales calls that determine whether you win or lose. $3M in estimated revenue annually & competes with Pattern, Clari, & SalesHood. Indianapolis, IN

count5 count5.com adaptivemicrolearningplatform.com q.MINDshare (“q”): Micro-learning platform. Eliminates the forgetting curve associated with training. Sales people never read the sea of email from their boss & dozens of other resources within the company. Cuts thru the clutter to drive employee/sales alignment: Cloud platform on mobile & tablets to get the attention of staff, spoon feed high priority content, then report back if it was received & understood. Prioritize, schedule & deliver content based on business importance using a notification system. Control who gets content & the days/times it gets delivered. Knowledge Retention: Automate proven scientific methods for training reenforcement to drive faster adoption & ROI. Engage users with high priority communications & tasks, then track views, feedback & understanding. Coaching Module: Collaborative interface where managers support employees while they execute specific activities & goals. Atlanta, US

https://www.coveo.com/enCoveo coveo.com @coveo combines “unified search”, analytics & Machine Learning (ML) to deliver relevant information & recommendations across every business interaction. Transforms businesses by improving customer engagement & up-skilling employees by providing the best information, every time, everywhere. AI-powered Search for every Salesforce community & app. Immediate access to all the content, wherever it resides. $38.8M in estimated revenue annually & competes with BA Insight, Sinequa, & Attivio. Québec, Canada

Crayon crayon.co @Crayon a market intelligence company helping businesses track, analyze, & act on everything outside their four walls. Keep Sales Battle cards up-to-date seamlessly by integrating them with Crayon’s continuous feed of software-driven CI (competitive intelligence). Get alerts when new intel is ready to review, always staying in sync with market movements. Access battlecards wherever your sales team spends their time – available by desktop, mobile, or directly from within Salesforce CRM. Boston, MA, USA

Creative Cafe creativecafehq.com turned into B2B Sales Content b2bsalescontent.com MICRO-AGENCY, AUSTIN, Texas

crescendo crescendoapp.com (by Sependa, Inc.) SALES ENABLEMENT & PRESENTATION APP: Customizable mobile sales tool that uses content on your Google Drive, Sharepoint, Box, Salesforce or OneDrive. Custom branded presentation app for your content. It keeps your files up-to-date in real-time as you modify resources in your cloud storage solution. Working online&offline with powerful added features, it turns into your platform mobile sales app, helping you to plan, present & organize. Sales enablement features: Interact directly with your cloud CRM. Annotating of PDFs, sharing files, advanced text search functions, text indexing & more. [Sependa is an enterprise mobile app developer building intelligent tools for the sales professional.] Oakland, CA, USA

CustomShow customshow.com (a Zoomifier company) presentation software to build custom branded presentations that look better than your typical PPT presentation while still incorporating important metrics & reporting needed for sales teams to track engagement. Create customized & branded presentations while equipping teams with access to a slide library in a fully cloud-based environment. Incorporates analytics, the ability to conduct web meetings, integration with SalesForce.com, all while customizing to your own brand standard. $6.2M in estimated revenue annually & competes with ClearSlide, iPresent, & Prezi. 1-Apr-2019, Zoomifier Corporation completed the acquisition of the presentation software assets of CustomShow Inc. New York, NY

d!NK dink.eu @dINK_sales sales library on tablets enables customer facing staff to adapt interactions with customers / prospects to what interests them. Makes sales more effective; better qualification, condensed sales process. SalesMatik, d!nk’s sales enablement suite, is now available in Microsoft AppSource. Vosselaar, Antwerpen, Belgium

Daisee daisee.com AI applications for business. Lisa: AI-driven speech analytics that drives compliance in every conversation with your customers. Increased Revenue: Identify cross-sell & up-sell opportunities, predict sales success, increase customer satisfaction, identify new commercial opportunities from conversational data. Compliance remediation, individual agent & team training, brand experience improvement, key metrics improvement (AHT, FCR), Customer satisfaction improvement, Customer buying predictors, Agent & customer churn predictors. Bridging the gap between technical AI & commercial application for businesses worldwide. Lisa is an enterprise-ready speech analytics solution built with the future in mind delivering ROI to business from day one. Platform agnostic working with the appropriate telephony provider for each client. St. Leonards, Sydney, NSW, Australia; Melbourne, VIC, Australia & Palo Alto, CA, US

Screen Shot 2021-04-01 at 6.33.06 pmDashworks dashworks.ai @DashworksAI unlock your company’s collective knowledge. A unified hub for all your people, tools, & knowledge. Dashworks allows teams to instantly search anything across all their cloud & web applications. Fast-growing teams rely on Dashworks to find the answers they need when they need them. Rethink knowledge management from the ground up. Company know-how is scattered across hundreds of apps. Finding information inside the company takes ages. No way to discover & stay updated with what other teams are working on. Documentation that’s impossible to keep organized. No single source of truth for internal knowledge. Documentation that’s stale, duplicate, or without owners. Automate knowledge management: Connect all your applications like Slack, Google Drive, & Salesforce to Dashworks within seconds & instantly create an intelligent source of truth for your entire company. Empower everyone with the information they need: Transform how your team finds, discovers, & learns from your company’s knowledge, & accelerate their onboarding. Break organizational silos: Align all functions in your company on a single view of your customers, projects, playbooks, teams, policies, & everything else. Dashworks Technologies, Inc. Formerly Known As Luminaire, Redwood City, CA, USA

Screen Shot 2021-04-21 at 6.10.11 pmData Dwell datadwell.com @data_dwell sforce.co/2qzkZyh enables sales & marketing teams to close deals faster by using intelligent content matching & measuring content ROI. The best content, analytics & prospect tracking, native in Salesforce. Increase sales conversion by dynamically matching relevant content to any prospect attributes. Generate relevant conversations, track detailed content consumption & notify sales of interactions in order to focus sales efforts – all in Salesforce. London, UK

dealhub dealhub.io @dealhubio former Valooto valooto.com sales engagement Platform that delivers a personalized buying experience at every step of sales & prospecting funnels. Enables sales reps & buyers to meet, engage & collaborate online on relevant, personalized & dynamic content, while gaining real-time insights on buyer engagement & disposition. dealhub.ioCPQ / CLM / E-signature – Sales Engagement Platform. Featuring native integrations with Salesforce & Microsoft Dynamics CRM. Operates natively on Salesforce & other leading cloud-based CRMs. Offering: Predictive sales playbooks, interactive content sharing & engagement, real-time engagement analytics, Configure-Price-Quote (CPQ), Document Generation, Contract Management & redlining, E-signature. DealHub.io raised a total of $4.5M in funding over 2 rounds. Main Office: Los Altos, CA. Other office: Israel

DecisionLink decisionlink.com @decisionlink Build Pipeline, ROI Analysis, Business Case Development & Market Analysis with Value Cloud, Enterprise Class Value Selling Automation Tool. Addressing the entire Buyer Journey & Customer Lifecycle, it is an integrated application delivering Repository & foundation for enterprise selling, Get smart about accounts in minutes, Understand your value in minutes, Value Propositions – to quantify, articulate & defend your value, & close deals, Defend your customer base, & sell them more. $3.1M in estimated revenue annually & competes with QuickPivot, Keap, & Pegasystems. Used to compete with Alinean, VisualizeROI, & ion interactive. Atlanta, GA

Demand Science demandscience.com @DemandScience 8-Feb-2021, global buyer intelligence platform, acquired Tidings @TidingsCo an on-demand automated newsletter creation SaaS platform, to expand its sales enablement (klarity.com which used to be prospectone.com) & intelligence solution suite. Global buyer intelligence platform & integrated B2B solution suite amplify the sales & marketing capabilities of innovative companies worldwide. USA

DemoChimp see CONSENSUS

Demoflow demoflow.io @thedemoflow Rock your prospects socks. Demo platform that helps you wow prospects & sell more, faster. Demo platform that enables to streamline prep, presentation, follow-up, & documentation across a sales organization. The company’s integrated CRM documentation & live URL management that allows the user to conduct seamless product demos every single time. Founded 2019. Denver, CO, US

Design Center designcenterideas.com @DesignCenterInc (Agency) built an iOS & WINDOWS application for BASF Performance Materials who wanted a high performance app to empower their sales representatives to deftly navigate between relevant markets, value propositions, products & content. The app also houses useful widgets for on-the-spot problem resolution, rich business intelligence specific to the customer, real-time data & special private sections which facilitate sales planning & sales management. 26-Feb-2019, Design Center announced a client project for a mobile sales app for spec reps & sales reps. The sales enablement platform supports a more strategic sales process, is flexible enough to be useful throughout the sales reps’ day. Supports everything from servicing a sample request to delivering a ‘lunch & learn’ to sharing the latest online configuration tools with a client. Developed for a client that sells through a distributed network of sales & spec reps. Saint Paul, Minnesota, USA

DialSource (See Conquer above) dialsource.com @DialSource helps customer-facing teams have better conversations. DialSource CTI for Salesforce & Microsoft Dynamics optimizes the time & energy you spend on calls with prospects & customers because that’s where the real work of sales & service gets done. Now conquer.io Sacramento, CA

Screen Shot 2021-05-02 at 1.31.53 pmDigideck thedigideck.com @thedigideck powered by sportsdigita.com @sportsdigita Sportsdigita a sales enablement technology company that pivoted from an agency to a SaaS model: cloud-based presentation platform Digideck. Enables sales & marketing teams to design & create customized presentations. By shortening sales cycles, driving revenue growth, delivering cohesive integrations & offering real-time back-end analytics, the Digideck aims to become an all-in-one selling solution for sales & marketing teams. Now powering video conferencing & in-app chat for our clients’ all in one location: Digideck platform with strategic integrations, powerful analytics, & immersive, media-rich experiences. Minneapolis | Atlanta | New York | LA

Digital Sales Room digitalsalesroom.com @DigitalSalesRom tool to help you achieve more wins from your sales proposals. Creates a space which is shared with your prospects & includes all the information they need to make the decision to buy from you. High levels of competition mean that the demands on sales leaders & enablement teams to make sales proposals stand out from the crowd are increasing. Digital Sales Room helps you easily achieve this – quality delivery of comprehensive & relevant content position your bid head & shoulders above the rest. angel.co/company/digital-sales-room Leeds, UK

Digizuite digizuite.com @DigizuiteDAM Take control of your content with digital asset management. Enterprise digital asset management software that lets you search, manage, & distribute your brand assets from one centralized source. DAM for Sitecore @damforsitecore: Digizuite DAM for Sitecore module makes Sitecore even more powerful. Digital asset management seamlessly integrated with Sitecore. Built by @DigizuiteDAM damforsitecore.com Manage digital files & customer experience from one place. The Digizuite™ DAM for Sitecore module gives you a single source for all digital files. Upload, manage, search & share files on multiple channels from within Sitecore. Denmark

Direxxis Marketing dmEDGE™ direxxismarketing.com Distributed Marketing Portal In March 2015 Broadridge Financial Solutions, Inc. acquired Direxxis LLC, a provider of cloud-based marketing solutions & services, to expand its suite of solutions for wealth & asset managers. “Financial advisors are moving from a mass marketing approach to data-driven strategies in which timely content can be tailored & distributed through both traditional & emerging channels”

Distribion distribion.com @Distribion gives corporate marketing & sales agents a way to manage, execute & analyze personalized marketing campaigns. Sales Enablement: Suite of tools to increase sales efficiency & effectiveness: Sales Kit Generator (Brochure Builder), presentation generation & education module to assemble, customize & distribute personalized content. Marketing Asset Management: Storing, accessing & easily locating all content, imagery, videos & files for use in multi-channel campaigns. Content management features for optimization & distribution of content, alleviating one of the most significant pain points for many orgs. $1.1M in revenue annually & competes with Pica9, Inc., SproutLoud Media Networks, LLC, & Zift Solutions. Dallas, Texas

1617113759797Docebo docebo.com @docebo E-Learning. Create, manage, deliver, & measure the impact of learning for external & internal audiences with Docebo’s AI-powered Learning Suite. Docebo’s multi-product learning suite helps enterprises around the world tackle any learning challenge. Create & manage content, deliver training, & understand the business impact of learning experiences. Tackle learning challenges & create a successful learning culture. Docebo Inc. Toronto, Ontario, Canada. Athens GA, USA. Biassono (MB), Italy. Docebo UK Limited, London, UK

DocSend docsend.com @DocSend Providing analytics & control for documents you send. Know more. Work smarter. Move faster. Goodbye email attachments. Hello revenue. Makes salespeople more effective by enabling them to track, control, send, & present sales materials with real-time document analytics. Analytics allow to understand how your documents are being viewed, right down to the time spent on each page. Know what content is working & what’s not. Maintain control even after you send. Send documents on your terms. Create multiple links per document & control them individually. Limit or turn off access at any time. Rest easy knowing your content is secure. $10M in revenue annually & competes with KnowledgeTree, ClearSlide, & Showpad. 10-Mar-2021, Dropbox announced it plans to acquire DocSend for $165 million. The company helps customers share & track documents by sending a secure link instead of an attachment. San Francisco, USA.

DocShare docshare.io @docshareio Track document opening & performance with easy to share weblinks. Document tracking app by SalesHandy.com @saleshandy send, track, control, engage & present sales collateral with actionable document analytics. CENTRALIZED SALES COLLATERAL: Manage all your sales documents at one place. Organize your files by teams, company or private. India

Docurated docurated.com (offline as of 15-Nov-2020) @docurated quark.com/products/docurated/ sales enablement & sales asset management platform powers content recommendations with AI & predictive analytics. Faster deck creation, Access the newest & most relevant content, Assemble new pitches in minutes, Pitch better & more often, Seamless integration with existing file storage, Automatic indexing & visualization of content, Mobile & desktop access. NYC, NY, USA. Their inception was in 2012; now part of Quark Software, Inc. Denver, CO. 6-Dec-2017, Quark Software announced it acquired Docurated.

DocuSign completed its acquisition of SpringCM (See SpringCM below)

DOOLY dooly.ai angel.co/company/dooly @DoolyHQ Close deals faster with sales enablement software that adapts to what your customers say. That time you felt flat-footed on a sales call because your prospect brought something up you hadn’t anticipated… yeah, that wasn’t fun & we felt your pain. Dooly’s real-time playbook engine keeps your conversations as sharp & on-point as the buyer you talk to, matching their every move with sales tools that answer even their toughest questions. Update Salesforce 10x faster. Automates your CRM busywork so you can focus on selling. Sell more with less admin work slowing you down dooly.ai/roles/sales-enablement Ramp your sales reps faster at scale: Empower all of your sellers quickly to be as confident on day 1 as day 100. Feed relevant talking points & tools to your teams live during sales calls based on the flow of the conversation. Your buyer doesn’t wait. Dooly surfaces the gaps in your sales process giving you essential insight into where your playbook needs improvement. Stop with the guesswork. Know what talk tracks & content perform best; allows to continually optimize your enablement strategy. Quantifying the results of your enablement efforts isn’t easy. $2M in revenue annually & competes with Chorus, Gong.io, & Conversable. Vancouver, BC, Canada

doxIQ @doxiqteam document analytics startup acquired by Nitro in October-2015 (Nitro Software, Inc. gonitro.com @NitroHQ Nitro PDF: Create, Convert & Edit PDF Files. Nitro Productivity Suite, provides integrated PDF productivity, eSignature & business intelligence BI tools to customers through a horizontal, SaaS & desktop-based software suite. Nitro is headquartered in San Francisco & has offices in Dublin, London & Melbourne, VIC, Australia. FY19 total revenue of USD $35.7M). doxIQ: “Bring marketing documents to life & into the browser. PDFs are dead!” doxIQ provided actionable data while reducing friction in generating qualified leads. “While easy for anyone to use, we fully embrace the new generation of technically savvy growth hackers who need developer friendly API access to their data.” doxIQ aimed to be the document standard for a connected world. The technology converts MS Office & PDF documents into visually identical web assets that collect data on view activity & boost engagement with interactive content & simple sharing. Initially, they focused on helping B2B marketers improve ROI on their white papers, research reports & other marketing collateral. Palo Alto, California, US

Draup Platform draup.com/sales/ @draup_sales machine learning startup incubated @Zinnov zinnov.com Sales Enablement: Empowers sales teams with comprehensive account & stakeholder intelligence to enable micro-targeting. Analyzing millions of data points to help sales teams understand finer details about prospects, such as buying preferences, technology choices, outsourcing deals, buying centers, strategic & investment priorities etc, while also obtaining a deep understanding of the key decision makers among your prospects. Equip you with sales intelligence & help you answer pressing sales questions such as leads to prioritize, Right stakeholders to target, & How to approach the targeted opportunity. Cloud hosted web application with data rich insights & visualizations to help you know the most important information about your prospects. US-India-China-Singapore. Santa Clara, California, US; India

Drawloop Technologies acquired by Nintex, Jul-2015, Drawloop DocGen for Salesforce by Nintex nintex.com @Nintex Generate precise & accurate documents for sophisticated business functions like sales proposals, contracts or work orders. It’s fast + easy to manage, automate & optimize your business processes. nintex.com/workflow-automation/document-generation/ Your enterprise has the power to generate documents wherever your employees may be—at a site, on the road, in the field, in the air. Drawloop DocGen for Salesforce is available as a FedRAMP SaaS compliant cloud service through Project Hosts’ Federal Private Cloud. Government agencies can digitize, automate, & standardize all of their document generation processes by adding Drawloop DocGen to their Salesforce deployment. Drawloop Technologies had $4.4M in estimated revenue annually & used to compete with Proposable, Seismic, & Quote Roller. Bellevue, WA, USA

Drift drift.com @Drift connect your sales teams with future customers now. Provides a buying experience for potential customers, generate more qualified leads, & accelerate the sales cycle. A conversation-driven marketing & sales platform. With its quickly evolving set of tools & playbooks, Drift unlocks the insights buried in conversations to accelerate business success. Customers use Drift to provide a modern buying experience for potential customers. Boston, MA, USA Drift.com, Inc. acquired Giant Otter Technologies, 3-Sep-2019. Giant Otter offered a way to create conversational AI directly from existing call recordings or chat transcripts. Somerville, Massachusetts, United States

Dropbox dropbox.com @Dropbox (acquired HelloSign) Dropbox for Business helps companies seamlessly collaborate with secure file sharing, access from anywhere, & robust admin controls. San Francisco, CA, US. Acquired HelloSign hellosign.com @HelloSign Simplifying work for the businesses of tomorrow: We are HelloSign, HelloFax & HelloWorks. San Francisco, CA 10-Mar-2021, Dropbox announced it plans to acquire DocSend for $165 million. DocSend docsend.com @DocSend helps customers share & track documents by sending a secure link instead of an attachment.

DSG Consulting dsgconsulting.com @JustAddDSG (See vPlaybook.io below) Our passion & focus is enabling every sales channel to implement your company’s vision & strategy. Playbook based solutions that enable every salesperson, sales manager & channel partner to implement your growth strategy through content, tools, & training. Little Rock, AR

DTI dxform.io @Dxforminc enables leaders, tech teams & sales forces. Digital transformation & sales transformation. Better enable sellers & frontline managers, & transform your sales force to generate & win more opportunities. Sales enablement services: Sales readiness diagnostics, buyer persona development, sales playbook development, sales enablement advisory / support services. Now: Fast Lane Digital fastlane.digital sales transformation & enablement services based on a learning system & designed & developed to provide solutions for effectively competing in a marketplace where integration to digital technologies is now the norm. Raleigh, NC

EarthIntegrate See Pageflex below earthintegrate.com Marketing technology with a platform called Pando: Relationship Marketing Platform providing sales enablement, marketing automation & content management, all while maintaining crucial approval workflows & compliance requirements. Virtual content + marketing technology = a productive sales force. Localized marketing possible for national brands by integrating their content, assets & data sources to create 24/7 highly personalized marketing support. Houston, TX Pageflex acquired EarthIntegrate in April 2015.

EdCast edcast.com @EdCast AI-powered knowledge cloud for personalized learning & sales enablement. Deliver content your learners need, when they need it & where they want it. Aggregates your learning content incl. from your LMS, intranet, external providers, your subject matter experts & your team’s preferred resources on the web. The most valuable content you have is the tacit knowledge in the minds of your experts: Release it & build your own libraries of expert content. Machine Learning curation engine: Ensures that only high quality, most relevant, & contextual content is presented to your team. AI based targeting engine learns about your team & makes continuous learning recommendations directly to where they’re working – incl. Slack & Salesforce. A real time view of flow of expertise & knowledge across your teams. Helping you identify your most acknowledged, best connected, & influential team members. Mountain View, CA

Einstein High Velocity Sales Cloud (Salesforce.com) High Velocity Sales. Give inside sales reps an outsized advantage. Give your reps everything they need to succeed now & tomorrow. salesforce.com/au/products/sales-cloud/tools/high-velocity-sales/

elandas elandas.com @elandasnow sales & marketing solutions: Deliver customized, regulatory-compliant sales materials into the hands of your sales force within days. Adapt to rapidly changing trends with tools that give you flexibility & control. Coordinate efforts of disparate & cross-functional business units for more efficiency – allowing you to sell more sooner. Sales reps will: Learn about access changes that provide growth opportunities in a given territory sooner. Create relevant & compliant materials for digital presentation or print to get to the point quickly. Enjoy more realistic sales goals set by management. Get the control needed to hit the ground running & be ahead of the game. Saint John, New Brunswick, Canada (Company seems dead on social media since 2017)

Screen Shot 2021-05-24 at 8.16.03 pmemlen emlen.io @emlen_io rethinking the way content is distributed & experienced. Enables Sales & Marketing teams to use B2B content as Sales Assets & create Content Experiences. Content Management, Distribution & Intelligence in a single tool. Content Hub: Central content management. Whitepapers, blog posts, articles, case studies, videos – all Content Pieces in a central content Hub – 24/7. Search with Meta Tags. Content Intelligence: Always the right Content. Content creation aided by AI technology. Smart suggestions for each target audience based on meta data. Berlin / Saarbrücken, Saarland, Germany

Enable5 former VONICAL vonical.com full-service agency that spun out its enablement software as a service under the name ENABLE5 enable5.com (HQ Ottawa, Canada; also Japan, Ireland, London UK, San Fran USA)

Enablix enablix.com @enablix sales enablement platform for marketing. Know when buyers engage with your shared content: Share content with your buyers & learn when they engage with your content. Provide your buyers with a value-driven content experience. Fast access to the right content can increase a rep’s efficiency many folds. Reps can find the right content, in less time, focusing on the more important task of selling. Present in USA, Canada, & India. Virginia, USA

engage former workface workface.com Sales Enablement Chat Tool. Helps close more sales by enabling your sales people to instantly meet today’s web-based customers with extraordinarily personal, multi-channel, real-time video, audio & text chat. Everything you need to create, manage & track enterprise-level chat 2.0. Incl. file & video storage & mobile apps. Not just chat or web conferencing. It’s live sales enablement. Rebranded to engage engage.co Minneapolis, MN

ENHATCH enhatch.com enterprise tech helping sales & marketing teams conquer complex sales through a mobile SaaS platform. Functionality geared towards field sales & marketing teams for presenting custom pitches, accessing relevant content, & collaborating with others. Enhance sales productivity & effectiveness while providing seamless access to backend CRM systems. CLS will be available for download on the AppExchange & can bi-directionally synch with Salesforce. Stopped selling a digital content management for sales solution DCMS. Now an end-to-end solution that powers the design & delivery of standard & patient-specific implants from pre-operative planning to the surgical theatre. NYC, US

EveryoneSocial everyonesocial.com @EveryoneSocial employee advocacy platform that keeps employees informed, creating, & sharing; wherever they’re working. Social selling made simple. 1000s of salespeople use EveryoneSocial to drive more, & bigger deals faster. Sales enablement is about giving your salespeople the information, content, & tools they need to sell more effectively: to increase pipeline, win rates, & deal sizes. Pipeline (More conversations, more movement: Sales success starts with building pipeline, & there is no channel that offers greater access to a larger group of prospects than social.), Win Rates (Close more, stronger deals: We’re far more likely to close a deal the closer we’re to the people on the buyer’s side. Social affords your team the opportunity to make connections across an org & foster those relationships no matter where they are in the world.), Deal Size (Across industries, EveryoneSocial customers have shown direct correlation between social selling & increased deal sizes, in some cases as much as 42%.), Integration (From CRMs to data pools, EveryoneSocial provides all the integrations you’ll need to craft a comprehensive view of performance & results: Integrated with Salesforce). Gravit, Inc., Salt Lake City, UT

ExecVision ExecVision.io @ExecVision_io conversation intelligence software built for coaching. Washington, DC

FatStax fatstax.com (See Bigtincan above) @FatStaxApp customer engagement platform: Every meeting matters. Turbocharge sales meetings with our digital sales tools. Catalog app that helps sales reps embrace the iPad. Midwest HQ located in Indianapolis, Indiana with offices in San Diego, California & Detroit, Michigan. September 25, 2018, Bigtincan announced the acquisition of FatStax (creating end-to-end connections across CRM & sales enablement).

20 Miles Inc. 20miles.us/ (pivoted from fileboard fileboard.com) 20 Miles sales platform enables consistent outbound prospecting at scale, leading to more meetings & opportunities. Create workflows that automatically reach prospects across multiple channels. Get more meetings & opportunities while spending less time prospecting. San Francisco, California, USA. @Fileboard Centralize your Sales Collateral: Enterprise-grade file management. One source for your marketing collateral with deep engagement insights! Marketing Automation only tells you what content generates most leads or traffic, not what content is most used & contributed most to won deals. Once connected with your CRM, a marketing manager can see for every single piece of content how much it has contributed to opportunities that are lost & won. Engagement scores for each asset help to understand what type of content resonates with prospects & where more or similar content is required. Know how & where to focus your content creation efforts on. iOS app enables you to sell anywhere. Connect your live presentation to a Salesforce account, opportunity, contact or lead. $1M in revenue annually & competes with Sertifi, FunnelFire, & Reactful. San Francisco, CA, USA also has offices in Rotterdam, the Netherlands

Fireflies.ai fireflies.ai @firefliesai AI voice assistant for meetings. Record, transcribe & search across voice conversations. Your AI assistant notetaker. Automatically record, search, & collaborate across your meetings. Fireflies for Sales: Sales Reps, Customer Success, Customer Support, Marketing, Sales Leaders. Automate CRM data entry. Clone top performers. Onboard new reps faster. Collect customer feedback & requests. Nail the messaging for marketing. Ensure quality assurance & compliance. San Francisco, CA, USA

fision fisiononline.com @fisiononline Marketing Automation & Sales Enablement Cloud Platform. Minneapolis, MN, USA. Fision Corp OTCMKTS: FSSN

FlamingoAI flamingo.ai @FlamingoAI machine learning cognitive virtual assistants & FAQ & knowledge retrieval technologies. Conversational AI platform for enterprise: Cognitive virtual assistants for employees & Customers. Empower your employees & customers to find your compliant, up to date information, fast! Improve operational efficiency & customer response times. Increase accuracy in information provision & compliance. Offers true unsupervised machine learning & Ai capabilities. A Conversational AI Product for your sales journeys, from inquiry to Quote to Application & Purchase. The Virtual Sales Assistant guides your customers or employees through the sales journey from inquiry, quotation & application to purchase. The Virtual Sales Assistant can be used in fully automated or HAVA (Human Assisted Virtual Assistant) modes, where operators can join the conversation in real time & provide assistance. The platform is fast to deploy & easy to manage without technical expertise. It is highly configurable, auditable & secure, easily integrating with existing technologies. (Previous name Cre8tek.) crunchbase. New York, NY, USA & Sydney, NSW, Australia. (ASX:FGO)

Flipdeck flipdeckteam.com @FlipdeckHQ by Presentek Software. Saas (cloud) software for helping individual users or teams access & send links to frequently shared information content. Organize info on cards & share. A unique visual container for info & links you want to quickly share from mobile devices. For sales, marketing & customer service pros. Save time by delivering information via centrally set content feeds. Team members can be confident that they always have the latest information, because new content cards show up in their feeds automatically. The most effective information is in the hands of your sales people & ready to share with customers. Founded Apr-2015. Los Gatos, CA

Foleon foleon.com @GetFoleon (Foleon B.V. formerly Instant Magazine) replaces your PDFs with web publications that are mobile-friendly & measurable. Online creative platform for quickly producing sales & marketing collateral that’s visually immersive, measurable, & proven to keep readers engaged. It empowers organizations to replace all their PDFs & printed communication assets with responsive, media-rich web publications. $5M in estimated revenue annually & competes with Readz, SnapApp, & Ceros. Amsterdam, Netherlands

Formstack formstack.com @formstack Automatically generate sales documents. Easily design beautiful sales documents to help close deals quickly by adding Formstack Documents to your tech stack. From presentation automation & sales quotes to personalized welcome letters & proposals, make your team more efficient by eliminating manual document creation. Most recent acquisition was InsureSign 10-Jul-2019. $13.9M in estimated revenue annually & competes with JotForm, FormAssembly, & Typeform. Fishers, Indiana, USA

FusionGrove fusiongrove.com @fusiongrove account-based orchestration platform to help B2B sales & marketing leaders transform revenue success. Segment & target accounts with augmented data intelligence, optimize content in co-ordinated plays & orchestrate customer interactions at scale. Enables sales teams & channel partners to engage accounts & expand customer relationships. Our data-driven solution gives your business an edge in selling across the entire portfolio & accelerating time to revenue. Helps B2B companies improve campaign results & partner engagement. Sydney, NSW, Australia & UK

Game Plan gameplanhq.com ChaiOne.com iPad app; connects to Box.com, DropBox, SharePoint 2010, Amazon S3. chaione.com/mobile-sales-enablement-solutions/ MOBILIZE YOUR SALES & MARKETING TEAMS: Game Plan is a mobile sales enablement solution that bridges the content gap between sales & marketing. Having access to the right content, on the right device, at the right time allows teams to run at their full potential. Founded in 2008, boutique size ChaiOne is a design-led digital transformation agency. ChaiOne has grown to a team of 75 individuals. chaione.com Houston & Austin, TX.

GetAccept getaccept.com @getaccept AI-based eSignature & document tracking platform. Harness video, live chat, proposal design, document tracking & e-signature to simplify the life of your sales team. High Performer Sales Enablement Software. Send, Track & E-Sign your Documents. Reach the full potential of your sales process. Intelligent automation, personalized recipient engagement, & digital signature. Create & send documents that stand out against your competition. An electronic signature & document tracking platform, but for the closing stages of your sales cycle. Combine document tracking with eSigning & use machine learning to predict the next action needed to get the document signed. Enterprise features include video-introduction, automated live-chat, connected calls, & deal based display re-marketing. $5M in revenue annually. Competes with RightSignature, PandaDoc, & DocuSign. San Francisco, CA, USA based, but founding team comes from Sweden. Some staff in Australia

Genwi genwi.com @Genwi put the power of information in the hands of sales teams. We make it easy for sales reps to find, share & track content interactions via mobile. crunchbase.com/organization/genwi Had $1.4M in revenue annually & used to compete with Highspot, Seismic, & Bigtincan. Joined twitter May 2008. Acquired by Persistent Systems Apr 1, 2016 from Pune, India. San Jose, CA

Screen Shot 2021-04-09 at 4.37.11 pmGnowbe gnowbe.com @gnowbe performance enablement platform with rapid authoring. Sales Enablement: Equip your global salespeople to the fullest. Mobile micro-learning reduces organizational costs for employees & trainers. Once a course has been developed & loaded into the system, if & when there’s a need, you can add & delete content & use it to train new employees without additional costs. Coach teams effectively at scale: Be it a team of five or five thousand worldwide, you can deploy real-time training to all your salespeople with just a tap. Behavior change that drives sales: Performance learning: Using Gnowbe Enterprise proprietary drip-feed messaging, managers can send instant notifications with actionable items, engaging salespeople with just a tap. Managers can send nuggets of information to help maximize data retention. No more salesperson saying “Let me get back to you on that”. Closing is so much easier. Sales learn together. Teamwork & collaboration to increase win rates. By providing a space where your sales teams can come together to share their collective ideas & experiences, we not only improve team dynamics but also help rookie sales reps learn from the best in your organization. With that knowledge & information, the very next lead becomes a customer. Use customized battlecard templates for your sales force.⁣ Equip & update your sales team with structured content that is accessible on-the-fly⁣. Gnowbe Group Ltd. Singapore Continue reading “Global list of Sales Enablement software vendors”

The Importance of Context

On September 7, 2010, Matthias Roebel from BizSphere wrote “The Importance of Context for the Enterprise 2.0”:

Just a few days ago Joe Galvin from Sirius Decisions wrote about how important Social Media – as an approach for better internal collaboration – is as part of a Sales Enablement strategy. I think he is absolutely right. What used to be the informal coffee corner chat before nowadays is mimicked in Social Media platforms. Over time, people will learn that even within an enterprise the sharing of information is beneficial for everyone in the end. Yes, there may be a lot of sceptics around, especially in sales teams, but with the right programs and incentives offered, they will make the jump to the new social collaboration paradigm.

However, the flip side of extensive social collaboration might be the appearance of new information silos as well as growing information overload. Without the social collaboration being moderated to a certain extend, it might lose some of its potential impact on the overall performance of the sales teams. Aaron Roe Fulkerson discussed this in a recent blog post: “The importance of context: why Enterprise 2.0 still fails to deliver value”.

web 3.0 with BizSphere

 

A company might use a lot of different types of social collaboration platforms – the challenges is: How can they be orchestrated in a way, that actual knowledge exchange is taking place across existing team and functional structures? And how can the content generated be aligned to some generally agreed upon enterprise structures? What companies, that are serious about implementing a Social Media strategy for sales, should think about, is to create and maintain an enterprise context.

Enterprise 2.0 from a Sales Enablement point of view

Then collaboration can take place within this context and will add greater value to a broader audience. Ideally, the enterprise context should constantly evolve based on feedback gathered during the ongoing social collaboration.

When people talk about knowledge management, they actually mean information management

Ian Richardson wrote ‘When is Knowledge Management Not Knowledge Management?’ on April 23, 2010. As I write a lot about providing context on this blog, I really liked his second last sentence:

“When people talk about knowledge management, they actually mean information management. You may think I’m playing with semantics, but there is an important distinction and one which applies to people such as I, who are in the business of managing information.

To imply that computer systems manage knowledge, demonstrates a fundamental omission in understanding of how people interact with computers. It implies that if you take information a and apply it to person b, then person b will become “knowledgable” about a. This is far from accurate. People (as the dictionary definitions state) have a mental state of “knowledge” which is affected by whatever new information is added. […]

One cannot impart knowledge simply by making information available. Knowledge is a state of mind, gained from a gradual layering of learning experiences over time.

Companies implementing e-learning systems often make the mistake of assuming that the same information will have the same effect on all users. This is not the case. How people interpret the information they provide is actually the sum of the knowledge they extract and keep.

Let’s take you for example. You may be reading this because you have an interest in knowledge management and you arrived here from Google. You will have a whole host of prior knowledge about “knowledge management” with which to compare my assertions and either agree, disagree or be ambivalent regarding each point. the sum of this assessment is the knowledge which you will take from it. On the other hand, someone who arrives here from my Twitter feed is unlikely to have this context of being a “knowledge management expert” and they will have a different assessment of the content.

Good learning systems (aha – new term) not only allow for these different user contexts, but react to them by using the information provided by the user to infer one of many possible “contexts” – and then deliver more appropriate information.

At no point do we deliver or manage “knowledge”. […]”

Without a guiding context you can never be sure how a word used as a tag was meant

semantic web 3.0 BizSphere Knowledge Management methods

 

On April 5, 2010, I posted the following:

On March 23, 2010, the German speaking site http://carta.info published an interview with Prof. Peter Kruse about complexity and the net.

The following quote (my own translation) supports BizSphere’s knowledge management methods and user interface ideas, which aim to reduce the firehose of information (that marketing departments in B2B companies provide for sales people and channel partners plus what web 2.0 / enterprise 2.0 add) to what is relevant for a specific sales situation:

“…on the web, people use language way too undisciplined. Without a guiding context you can never be sure how a word used as a tag was meant. What’s the tag ‘drama’ worth, when one person tags pages from divorce lawyers because he is currently experiencing drama in his marriage and another person tags certain theatre productions in his city?”

one common enterprise language across different mother tongues

In the BizSphere Sales Enablement solution we do allow ‘free tagging’ but in addition we force content, contacts, comments, etc. to be tagged in a defined enterprise language – the context. For example, the intersection points of the following taxonomies – or tagging dimensions – create a clearly defined space for all relevant sales information to “live in”:

  • products, services and solutions
  • information types
  • regions and countries

Thanks to the tagging dimensions being defined specifically for each enterprise, they can be used as a common enterprise language – even across different mother tongues. The benefits for the seller are simple yet effective: Searching for information supported by a commonly agreed semantic enterprise language delivers the results which are making sense in a certain sales context. This is something a classical search approach can’t deliver.

tagging dimensions

What helps sales reps to achieve their targets? Case studies, case studies, case studies, questions and answers, customer testimonals

On March 1, 2010, Lilia Shirman (@B2BGuru) wrote the post To reach the moon, match enthusiasm with (sales) resources. These 5 really help! on her blog revenueorchard.com:

“[…] Setting big goals at a sales kickoff and barraging reps with information about the newest products just isn’t enough. The top reps will deliver the numbers in any case. The rest will struggle without extensive resources and support.

Sales reps report that the following are especially effective in helping them achieve their targets:

  1. Case studies, case studies, case studies. Repeatedly and consistently rated as the most useful sales tool. […]
  2. In-account deal support from subject-matter, industry, or technology specialists. This is especially critical in larger companies, where account managers must be relationship experts, but cannot possibly know the details of every product, business process, or industry (unless they are vertically-aligned). The very fact of bringing in an expert who is perceived as more senior by the customer is often enough to move a deal forward.
  3. Business-level messaging and sales tools targeted at the high-level decision makers and budget holders. These should complement detailed product-focused content, which is necessary but insufficient bu itself.  Business messaging targets the audience evaluating the investment rather than the people evaluating your product.
  4. Training & tools that enable sales reps to ask great questions and have intelligent conversations with customers at multiple organizational levels and functional roles. Asking great questions accomplishes three critical things: Positions the sales person as an ally and advisor, demonstrates that they can listen, and provides valuable information about the customers that can guide the rep in structuring the deal.
  5. Quantitative results achieved for other customers. While compliments (customer testimonials that discuss how easy you are to work with) are good, hard numbers about specific improvements they achieved are always more powerful. Numbers in the elevator pitch get attention and meetings, and numbers in the business case  help close the deal.

[…]”

The two links above have been added by the author of this blog. In relation to point #4 above: In a Sales Enablement solution with rating, commenting, uploading of user generated content and similar web 2.0 (enterprise 2.0) features all employees not only sales reps can ask and answer questions. At the same time, marketing can benefit from the feedback from the field. This created a closed-loop knowledge management in the enterprise where new industry trends or customer needs which sales people hear about get shared and addressed. Through content audits (content intelligence) areas for which no marketing assets have been developed yet get a red flag and so do areas where content is outdated.

sharing around content experiences with peers in BizSphere

We don’t just need more information – we need more information organized in a way that helps to get the job done faster

web 3.0 with BizSphere

The following is a collection of posts from around the blogosphere that make the case that we need to improve on how we organize the firehose of information every B2B enterprise aims at its sales reps (especially in times of web 2.0 / sales 2.0 / enterprise 2.0). BizSphere thinks that semantic search (web 3.0) and providing context in which you can filter down to what is relevant to you, are the approach to take to overcome information overload.

‘Winning in the New World of B2B Sales’ by Sham Sao, CMO InfoGroup’s OneSource:

“Before you can win over your prospects with your charming personality and deep knowledge of how to address their business needs, you need to first open the door by getting in contact with them and holding their attention long enough to get them hooked – or at least hooked enough to continue the conversation. Sure it’s true that effective sales professionals need to be persistent, knowledgeable and confident, self-motivated and good listeners. But these qualities alone are not enough.

They also need accurate information that helps them get to the right person and gives them something valuable to say right out of the gate.

In a recent B2B SalesPulse survey conducted by Infogroup’s OneSource, sales professionals responded that they are relying on business information significantly more today compared to a year ago. It confirms that business information is becoming more and more critical for B2B sales. Using accurate, timely business information is especially important for sales professionals today who are under pressure to raise their quotas while sales staffing and resources remain tightly constrained, or are even being cut.

While sales teams need to access every relevant piece of information they can get from every source they can tap, they don’t just need more information – they need more information organized in a way that helps them get their job done faster. When sales teams spend inordinate amounts of time browsing the web and searching for those tidbits to help them get into the right company or to make a compelling pitch, they spend less time selling. The key is making this information actionable so sales reps can spend more time selling and less time researching.

This includes information from Social Media sources. Respondents to OneSource’s B2B SalesPulse survey rated LinkedIn as the most useful social networking tool, followed by blogs, Facebook and Twitter in that order (and closely grouped together). LinkedIn also showed the most growth with 48 percent of respondents saying they are using it more now versus a year ago. Surprisingly enough, even though LinkedIn showed the most growth, nearly a third of respondents are still not using it. […]”

 

Sort of along these lines is the post ‘#6: Focus on Internal Sales Enablement and Cutting to the Chase’, from March 25, 2010:

“Keep the emphasis on quality of collateral and programs, not volume. By providing Sales with top-notch materials and in-depth brand knowledge, they’ll be better positioned to do their job successfully and bring in new business.

Some companies, as the Senior Director of Services Strategy at one large technology corporation points out, have implemented a whole playbook program – internal prospecting, packaging content together, streamlining messages – to deliver content succinctly.

Better organization of what is already out there makes it more usable and digestible in the field,” allowing Sales to get to the point quicker and, in turn, touch more prospects and generate more sales. […]”

I have not double checked the following numbers I found in the post ‘Sales people who research cost you big time!’:

“[…] So, what is the actual hourly value for a B2B salesperson? We’ve developed an excel calculator to help do the math. Let’s use a typical experienced B2B enterprise salesperson at a software company and apply these sample figures:

  • Annual compensation (at plan, or meeting quota): $200,000
  • Benefits Paid (20% of a 70K salary): $14,000
  • Annual Quota: $2 million
  • Include 2 weeks vacation and holidays

This salesperson’s true “hourly value” is $1,198!

For companies with higher quotas (I’ve seen annual quota’s as high as $14 million), this figure is even higher!

If you’d like to figure out your own salespeople’s hourly value, send me an email at silvia@industrygems.com and I will email you the calculator.

The next time you see your salespeople doing research, take interest. Using salespeople for anything other than selling, negatively affects your bottom-line. Find ways to remove those activities from their daily to-do list. It could be costing you over $1,000 an hour! Your sales people must focus on the thing they do best… selling!”

Reflections on the Sales 2.0 conference 2010

Matthias Roebel from User Experience Design & Development company MING Labs posted the following reflections on the Sales 2.0 conference 2010:

“My head is still spinning after two days at the Sales 2.0 Conference in San Francisco. It was great to see all the new ideas the various players in the Sales 2.0 market are constantly creating. The spirit of innovation is there, and it will help customers to address the Sales Effectiveness and Productivity challenges ahead of them.

Sales 2.0 conference

Gerhard Gschwandtner put it well in his opening remarks: The Internet is changing the world. It has already changed end customers’ purchasing behaviors significantly, but changes in the B2B world are and will be equally dramatic.

Also, the changes span the entire range from Lead Generation, where social media tools like LinkedIn or Facebook are playing bigger roles from day to day, to Sales Enablement, where sellers need to be enabled to have better informed and more relevant conversations with their clients despite the challenges of information overload. However, there’s more: Think about how Sales Compensation or Pipeline Management need to change in a more dynamic, flatter world. Or how (social) Marketing Automation methods could improve Lead Nurturing…

As exciting as all of these things are, as overwhelming they may appear to customers in the first place. However, waiting and observing is not an option. Companies have started to try out and adopt one or the other Sales 2.0 technology/methodology and they are seeing the benefits – as we could hear in the various panel discussions during the conference. Yes, the holistic picture of how the different pieces of the Sales 2.0 ecosystem are playing together still needs to be drawn – but you’ve got to start somewhere, if you don’t want to be left behind.

The next challenge, to quote Gerhard again, is moving from reactive to proactive in using the tools.”

Miles Austin (@milesaustin) from fillthefunnel.com posted the following observations and learning points from the first day:

“[…]

  1. No one can claim that WebTools are just gimmicks any more. Companies large and small are deploying tools in record numbers and they are getting results.
  2. When Gartner Research VP Michael Dunne is talking about tangible, measurable increases in sales revenue across the board you know this is no longer a fringe topic.  Then when the feedback on Twitter says that his was the best presentation of the day, you know you better start paying attention.
  3. To  hear customers and WebTool vendors alike stating as a matter of fact that they are using and recommending some of the very tools (Jigsaw) that were considered “evil” by some pundits.
  4. It is clear that with the mainstream acceptance of Sales 2.0 concepts, tool mania might become a problem.  The selection of the appropriate WebTool for the specific need will be more important than ever. Expertise and understanding is critical.
  5. Collaboration will be a significant focus.
  6. Mobile will be the primary access to the Tools.
  7. Social Media/Networking should be integrated into your sales process.
  8. An effective lead generation strategy is to educate. Customer will return if you have informed with integrity and transparency.
  9. Sales teams have higher quotas & fewer resources -have to increase sales efficiency to hit goals (thanks @OneSourceInfo)
  10. Functional silos and company hierarchies are breaking down. We need to be prepared.
  11. Gerhard Gschwandtner opened the conference with the following:  ”Business is a dance around value”.  Is your company at the dance?

[…]”

David Thompson‘s ‘Insights from the Sales 2.0 Conference’:

“[…] marketing really is all about Sales. The more of us who jump on this message, the better it is for customers. And that really was the vision of Sales 2.0 from the beginning. In fact, the Fall show will probably be called “Sales and Marketing 2.0″ As I said in my remarks at the first conference, “Sales 2.0″ is really “Buying 2.0.” On Amazon, there’s no difference between the marketing process and the sales process. It’s one seamless buying experience. And that’s what Sales 2.0 needs to aspire too. It’s truly gratifying to see our baby all grown up and embraced by so many new advocates. […]”

 

Jeb Brooks posted ‘Is Sales 2.0 More Than Technology?’, on 11 Mar 2010:

“I’m just back from the Sales 2.0 Conference. I went with the hope that it would give me a clear idea of what “Sales 2.0” is. Unfortunately, it’s still too new. Conference organizer and Selling Power Magazine founder, Gerhard Gschwander, put it well when he said that, “Sales 2.0 is not concrete; it’s agile. We need to build as we go.”

No one seems to have developed a clear, all-encompassing definition yet. Probably the best one belongs to Anneke Seley who wrote the book, Sales 2.0 says that it’s “a more efficient and effective way of selling for both salespeople and buyers that’s enabled by technology.”

I hope that, in time, we’ll understand “Sales 2.0” as more than just technology. I’d like to think of it as a version of sales where customers and salespeople are more closely aligned with each other due, in part, to technology. It will be a version of sales where trust will develop in a different way as a result of technology. In many ways this has already happened. For example, LinkedIn and Facebook profiles allow customers and salespeople to get to know each other before their first meeting. That’s technology supporting human connections.

As of today, most of what’s been hung on the “Sales 2.0” banner is enterprise software designed to gather data from salespeople and (occasionally) provide data to them.

Surely “Sales 2.0” is a more fundamental shift than just more data collection? Sales 2.0 has got to be about more than technology. Technology should support the sales effort, not hinder it. It should make it easier for salespeople and customers to connect. And too much sales-oriented technology stands between customers and salespeople rather than unites them. I have every confidence that sales and marketing automation are critical, but only if they serve to increase and maximize the time salespeople spend with their customers.

In fact, according to a report by Gartner Research (presented at the conference), actual customer contact time for inside salespeople tops out at about 40%, while field reps are lucky to spend between 18 and 20% of their time with prospects. The number is even lower – 10% – for complex sales (like airplanes and nuclear coolers). In a “Sales 2.0” world, those numbers should rise.

My point is that technology fails when it’s too cumbersome, creates extra work, or distracts from customer interaction in any way. Reporting is important, but salespeople must be allowed to build their customer relationships. Like excessive paperwork in “Sales 1.0,” burdensome software just gives excuses to poor performers and frustrates top performers.

However, when technology compliments customer interaction better, it becomes indispensable.

I’m enthusiastic about the future of sales because the interaction between customers and salespeople will become richer. My only fear is that too much software will distract from, rather than support, the sales effort.

Thoughts?”

Please leave your comments on the original post.

Bryan Wilson (@bryanmwilson) then commented:

“I completely agree with this! Sales 2.0 isn’t about getting cooler software that takes the relationship out of selling. It is about enabling more connections and relationships through the technology. The fundamentals of sales remain the same, there are just new ways of developing, nurturing and maintaining relationships in the digital age. One example I have is that of CRM or sales tracking software. There are many programs out there that have a TON of fields to fill out, awesome reports and all sorts of other “management” type features. However, top sales people HATE taking 2 hours of their day to fill out little boxes just so management has a cool report to look at. Our firm in particular uses ACT! for managing contacts. In my opinion, asking a “Sales 2.0″ person to use a program like ACT! is like asking a house builder to use a hammer to build an entire house. Sure, you can do it, and it will work. But isn’t using a nail gun and other power tools MUCH more effective? Why not use programs like HighRise from 37Signals, or some of the newer, less bloated “Web 2.0″ programs like BantamLive? These programs incorporate only the features needed and nothing else. They also incorporate some of this Sales 2.0 stuff like lead generation & development through Twitter & other social networking services.

Sales isn’t changing. Relationships and solution selling will always be here. The WAY in which relationships are being built is what is changing.

February 2010 issue of CRM magazine: Sales Enablement Tools – The relevant vendors

I keep a work in progress list of Sales Enablement vendors. In its February 2010 issue CRM magazine does a great job at singling out the relevant vendors:

Sales Enablement Tools

Make the Selling Simpler: Organizations want sales reps to have access to the right information at the most critical moments
By Christopher Musico
[…]

“[…] the sweet spot for sales enablement—defined by IDC as “the delivery of the right information to the right person at the right time and in the right place to assist in moving a specific sales opportunity forward.”
Scott Santucci, senior analyst at Forrester Research, says he’s seen an explosion of interest in this area over the past year. […]
Santucci says each of the relevant vendors—including BizSphere, iCentera, Kadient, and Savo Group—cater to slightly different problems. […]

BY THE NUMBERS

  • $135,262 is spent, on average, in support costs per year for each salesperson.
  • 7 hours per week is what the average salesperson spends looking for relevant information to prepare for sales calls.
  • 50 percent of the information is pushed through email.
  • 10 percent is “made available in a useful format.”

Source: Forrester Research & IDC Sales Advisory Service

THE VENDOR SHORTLIST

BizSphere — BizSphere Sales Enablement consists of four separate applications involving both sales and marketing: Sales Web, Document Generation, Content Landscape, and Editors.
iCentera (www.icentera.com) — iCentera Enterprise Edition 6.0 offers wiki-page builders, customizable portals, custom tabs, a company newsroom, and dynamic email.
Kadient — Kadient Dynamic Sales Content, Sales Playbooks, and Sales Performance Analytics can be accessed directly from within sales force automation systems via productized integration with Salesforce.com and Oracle CRM On Demand.
Savo Group — Savo Sales Asset Manager provides an organizational structure to enable sales pros to rank content, based on business rules, to recommend content for each particular selling situation.”

 

What new hire salespeople want to know

In the blog post ‘Sales Enablement’ from September 22, 2009 the salestrainingdrivers.com author looks at what new hire sales people want to know:

“How do you enable the sales team?

Millions of Internet pages are dedicated to the subject of sales coaching and sales training. Have you conducted an Internet search for it lately?

With all that content available, it’s amazing that sales teams have any trouble hitting their performance goals. Have you ever thought about it from a salesperson’s shoes? Think about it: there are many different resources available for salespeople on how to close, how to manage time, how to ask questions, how to manage a territory, and how to stay motivated.

Yet, despite all this, the next evolution in selling is upon us, and it requires all salespeople to conduct a thorough review […]. If salespeople aren’t actively embracing this evolution, they will be passed by.

[…]

New hire salespeople want to know:

  • what are my expectations?
  • what are the goals?
  • what does success look like?
  • what is in it for me?
  • what do I need to do?

[…]”

I would add:

The author goes on to speak about…

“[…] each salesperson’s ability to fully customize their own selling system to the needs of the clients and their territory. Seasoned sales pros of today have a deep command of the basics, and they’ve come up with something that is uniquely their own over time. […]”

The first part reminds me of the extend to which this kind of knowledge is geography specific as well as specific for industry verticals and client needs. In a global enterprise Sales Enablement knowledge needs to be organized by all this concurrently. Does your organization have an information architecture that allows that?

The second part shows the reality of people having their own unique ways of doing things. Hence, gathering tribal knowledge / best practices from peers can only go so far… as Gerhard Gschwandtner points out in his blog post ‘Is Sales Enablement just Lipstick on a Knowledge Management Pig?’:

“I read, “Clone top performers.” Excuse me! Why not promise, “Clone your Swiss bank account”?”