Sales Enablement tools powered by Machine Learning and AI Artificial intelligence

After almost a decade of Sales Enablement vendors having to optimize their experiences for mobile, now almost every new vendor seems to have a Machine Learning (ML) or Artificial Intelligence (AI) story to tell.

Here my list of Sales Enablement tools powered by – or at least integrating – ML / AI (obviously most uses of the term Artificial Intelligence are talking about Machine Learning). Last updated January 28, 2018:

Bigtincan Hub Bigtincan “AI-powered sales enablement platform”. The so called SalesAI “leverages machine learning-based algorithms, combining pattern matching, deep usage analytics & predictive modeling to improve sales & service productivity in four key areas: content recommendations, learning from successful peers, meeting preparation & dynamic document creation”. The sales enablement platform for sales enablement teams, field service professionals, sales reps and sales & marketing executives “tracks and measures actions of every user, including analyzing client engagement, to gain the insight necessary to provide real-time recommendations to optimize success. From there, the platform can dynamically push the best, most relevant content & sales tools directly to users anywhere, anytime & on any device.” Source: siia.net

Bit.ai bit.ai @Bit_docs “Smart Document Collaboration for Teams! Your complete document ecosystem. Create, Manage, Track all from one simple to use 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. how much time they spent on your smart document, how far they scrolled (scroll ratio) and how often they returned to the documents you shared. This data is extremely useful as you can instantly receive feedback on your proposal & make changes to improve the sales collateral you & your team create. Add a lead capture form while sharing a document. In order for your recipients to access the shared documents, they are required to fill out their name, company, email &/or phone number. Salespeople can also password protect their documents or even add an expiration date after which, the documents can’t be accessed. San Francisco, CA

Chorus.ai chorus.ai @chorus_ai “platform for VPs of sales” automatically records, transcribes & analyze meetings in real-time. Helps sales people & employees by providing them critical insights regarding their sales call & meetings. It basically “eavesdrops” on your calls & extracts insights from audio. This helps to see how your meetings went, why deals were won or lost & how you can further improve the buyer experience. Information collected is also useful in training new hires on best practices. “Today’s customers expect continuity throughout the entire buyer’s journey. Ensure seamless handoff across your organization through a complete & searchable call transcript library.” San Francisco, CA

Conversica conversica.com @MyConversica 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 and qualify leads, freeing up Sales to close more business. Foster City, CA

Coveo 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 & upskilling 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. Québec, Canada

DOOLY www.dooly.ai angel.co/dooly @doolystated Combination of machine learning, natural language processing, & speech analytics as an ear on calls, notes, emails, & other data sources to connect information in the moment & help teams be more productive, close more deals, & find new ways to delight customers. “You’re chasing someone across departments, trying to find that white paper your coworker remembers coming across many moons ago so that you can send it to a prospect.” Wouldn’t it be great if you didn’t have to chase information around, but had that information at your fingertips? Because Dooly is a participant on the call, it already knows that the prospect would benefit from a technology white paper, & because it’s connected to everything else, it knows where to find it. Vancouver, BC, Canada

Einstein (salesforce.com) learns from all your data to deliver predictions & recommendations based on your unique business processes. Coach sales reps with “Sales Cloud Einstein”. Assist service agents with “Service Cloud Einstein”. Guide marketers with “Marketing Cloud Einstein”: Create more predictive marketing journeys. Deliver the right content, to the right audience, on the right channel, at the exact right time with AI right where you work.

Highspot highspot.com sales engagement platform providing visibility & insight across the sales cycle. End-to-end platform that closes the loop between marketing, sales & the customer providing real-time alerts & predictive analytics on all your business content. Increase seller effectiveness, improve sales management visibility to best practices, & deliver insights to marketing to produce content that drives engagement & revenue. Optimize how your marketing & sales teams use content to effectively engage customers & drive revenue. “Content Genomics” analyzes numerous signals for each piece of content, such as text, color, size, aspect ratio, & graphics. It applies Machine Learning (ML) to determine a genetic code for the content, identifying slides & pages that are related even though they are in separate documents & have been modified. This information is then used to provide an accurate analysis of all the content used by the sales team, measuring usage & performance across the sales cycle. Content Genomics powers many features, including advanced analytics, semantic search, intelligent recommendations & content scoring. Seattle, WA. Source: butleranalytics.com

xiQ xiqinc.com @xiqai Personalized Account Based-Marketing (ABM), Content Marketing. Curated Insights Empowering B2B Teams to Sell Smarter and Faster. Combines Artificial Intelligence with Human Intelligence to equip sales & marketing teams with curated insights to personalize customer engagement, generate better quality leads and win more deals. Filters information from millions of sources into relevant, beautifully packaged and highly shareable content to make customer engagement faster, smarter & easier than ever before. Silicon Valley

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List of Australian Sales Enablement companies – vendors in Australia

Interest in sales enablement around the world visitors visits views by countryInterest in sales enablement around the world visitors visits views by country countriesGiven that Australia has always been in the top 6 countries in terms of visits to this blog and given that Sales Enablement leader Iris Chan – Chief Marketing Officer at FusionGrove – activated the Sydney Australia chapter of the SALES ENABLEMENT SOCIETY @_sesociety, I would like to start a list of Australian Sales Enablement companies in addition to my global list. See below.

Starting in 2007, I actually worked together with Iris on Sales Enablement for Nortel‘s more than 4,000 sales people and saw her grow into a leader in this space.

The SALES ENABLEMENT SOCIETY sesociety.org is a global volunteer group of practitioners – lead by Scott Santucci – dedicated to the elevation of Sales Enablement as a profession & strategic function.

Join them on LinkedIn: linkedin.com/groups/8465729/profile

Next Australia event hosted by Iris: Feb 27, 2018 Sales Enablement Society Sydney Chapter Meeting

Sales Enablement Society

List of Australian Sales Enablement companies – last updated February 16, 2018:

Callidus calliduscloud.com (Callidus Software Inc. purchased iCentera) CallidusCloud has not just iCentera for content, but also 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. Sydney office and also Peter Cridland based in Brisbane.

EchoJunction echojunction.com.au @EchoJunction Social Selling / Social media strategy & marketing: A collision of enterprise IT, big data & social media. Matches the appropriate tools to your enterprise wide needs. Sells & implements enterprise level cloud based social media software. Part of the Plaut IT services group, EchoJunction can also perform any complex IT integration services required (e.g. integrating to an existing CRM or ERP system). Founder: Adam Fraser @adamf2014 Sydney, Australia

FusionGrove fusiongrove.com @fusiongrove account-based orchestration platform that helps 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. Helped Cisco, Dell, Citrix & other B2B companies improve campaign results & partner engagement. North Sydney, NSW, Australia

Gather gathercustomers.com @GATHERcustomers Convert visitors to subscribers, to customers, to ambassadors. “The only tool that combines ‘Exit Intent’ email lead pop-ups, customer-to-customer referral automation, and coupon distribution to boost your email list.” Sydney

Logenta –LinkedInThey work with with leaders across enterprise sales, advice, marketing, & compliance to optimise & automate data-driven client engagement, massively increase sales productivity, & provide invaluable sales intelligence. They are currently focussed on a digital platform called SalesPreso that is being used in Telstra, REA Group, MYOB & Australia Post to integrate with their CRM & other systems to dramatically improve productivity for their sales teams, relevance for their customers, & insights for their management teams. Logenta is a premier partner & investor in SalesPreso salespreso.com which integrates with CRM & other data sources to automate the delivery of highly interactive digital presentations. Customer-insights are delivered through an elegant story-telling experience; the story is managed & consistent; the story is automatically relevant; the story is tracked & measured. Cremorne VIC 3121, Australia

Peter Strohkorb Consulting peterstrohkorbconsulting.com @pstrohkorb International, Sales & Marketing Collaboration, Customer Centricity & Experience, Sales Enablement, Author, Speaker, Mentor

SalesITV salesitv.com.au @SalesITV Delivering extraordinary ROI to clients by empowering sales managers to be better sales coaches using world-class sales training methods. “We blend world-class content, a proven sales and sales coaching methodology, online tools and a highly experienced team”. Sydney, NSW

Seismic seismic.com @SeismicSoftware app that accesses a cloud-based library of your company’s brand collateral & business materials — all backed by a live data feed — to generate meaningful, integrated content on demand. The single place where all your brand-approved materials are up to date & accessible from anywhere. Based in CA, US. Partnership with Genuine Interactive. Nu:Pitch became Seismic. Presence opened in Sydney: Appointed a local team to drive growth across Australia and New Zealand. A/NZ managing director, Andy Pattinson @apacloud will take charge of leading the local expansion.

ShineCX Pty. Ltd. Sales & marketing enablement + automation. Bringing a Sales Enablement software platform to market (some focus on APAC). SHINE CX PTY LTD was incorporated on 2015-05-07. Brisbane, Australia. At least for Australia they seem to be partnering with RISEcx. [Together?] developed a platform that leverages the convergence of education, sales & marketing. Currently connecting to Salesforce Healthcloud to be Healthcloud’s first integration partner as they enter the field of Patient Engagement. RISEcx used to be SpinRiot spinriot.com founded in 2012, Portland, Oregon now branded as RISEcx risecx.com A scalable way to deliver adaptive content strategies to support unique customer experiences. Cloud based collaboration platform, easy to deploy, easy to learn, easy to use. Your brand powered by data driven marketing so you can see what’s working. Seamless interactive presentation created from your existing assets (video, PDF, PowerPoint, images, YouTube).

Webinar Ninja webinarninja.com @Webinar_Ninja Not just a webinar platform. A complete marketing, training and sales system. “All in the cloud. Your attendees can join your webinar with any web browser, on desktop or any mobile device. There is no need for them to download or install any software. It couldn’t it be faster or easier for them to attend your webinars.” Sydney

woolloo woolloo.com @woolloohq mobile content delivery platform that simplifies brand alignment, enablement & sales execution like never before. “Beautiful Content. In Context.” Marketing, sales & HR professionals can now drive engagement while gaining insights into what truly resonates. “Extend the reach of your field force with our virtual rep: Compliment or replace field activities through mobile push communications direct to your sales channel.” Surry Hills, Sydney, Australia

Q2 2016 Sales Enablement News – bots for sales reps?

Paul Krajewski

I was honored to be included on this list of ‘Top 6 Movers and Shakers in Sales Enablement’ by Conor Gilligan from April 20, 2016.

My own list of Sales Enablement vendors grew to 151.

Recent additions are

Bsharp bsharpcorp.com @bsharpcorp,

ContexTip contextip.com @contextip,

Nolinio nolinio.com @nolinio,

Promatum promatum.com @PromatumEE

and this addition to my list of Canada based Sales Enablement companies:

Vidyard vidyard.com @vidyard video solution to help you close even the toughest of deals more quickly & easily. Tools & data you need to maximize audience engagement, convert prospects through the sales funnel, & measure the true impact of video. Access all your video content from mobile or desktop; Hand-pick the ones that are perfect for the specific lead; Create a custom video playlist; Record a friendly, personalized video greeting if you wish; Create & send an email using well-designed layouts; Track who is watching what to gain insights on leads & close them more quickly & easily. Kitchener/Waterloo, ON, Canada

On January 26, 2016 Vidyard announced it closed a $35m series C round led by Battery Ventures, with existing investors Bessemer Venture Partners, Salesforce Ventures, OMERS Ventures, iNovia Capital, & SoftTech VC.

The future, according to Vidyard, “is about ignoring vanity metrics. Instead, businesses that move toward creating original video content to support every stage of the buying cycle need to focus on the metrics that help to explain customer behavior.” “View counts don’t do much to help you identify which buyers are the most interested in your products or services,”

On April 21, 2016 Paul Alex Gray spoke at #BotTO (event in Toronto on chatbots, AI, messaging, etc) outlining the transition from web to mobile to bots.

“Messaging: powers two-way interactions.

Bots: enable you to personalize experiences at scale.”

Screen Shot 2016-04-29 at 1.28.39 PM

Photo above by Ian Gerald King slide by Paul Alex Gray

bots for Sales Enablement

I’m not posting this as a statement that b2b sales reps are going away, but could see nice applications (bots) that automate [personalize at scale] the enablement of the sales rep with marketing/training content for her/his sales situation.

Slack bot

Slack bots

Competing with email

ice

Follow-up to my post What is the Sales Enablement market size and how hot is it? that has my constantly updated public spread sheet of vendors I’m aware of & definitions of Sales Enablement I subscribe to:

Out of 4 vendors Scott Santucci talked about in CRM magazine’s article ‘Sales Enablement Tools’ in 2010, …

“[…] Santucci says each of the relevant vendors — including BizSphere, iCentera, Kadient, & Savo Group — cater to slightly different problems. […]”

…only one still operates under the same name in 2015.

Besides the ever increasing number of new market entrants, what Sales Enablement vendors are really competing with and will be for the foreseeable future is email!

A recent whitepaper with data from an August 2015 survey by Highspot and Heinz Marketing says

“More than 70% of respondents rely on email to distribute content to their sales organization.”

It might seem logical to expect the importance of email to decline as baby boomers are retiring and millennials advance in the workforce.

However, the October 2015 IBV Millennial Survey ‘How Millennials are reshaping B2B marketing‘ by the IBM Institute for Business Value suggests a distinct preference for email amongst millennials. [This was for engaging with b2b vendors after the sales cycle has started, but in terms of the type of activity and state of mind it could be compared to receiving content from your own marketing / sales enablement organization.]

Source: IBV Millennial survey. ©2015 IBM Corporation
Source: IBV Millennial survey. ©2015 IBM Corporation

 

For sales enablement teams that means that for their most important task – as per the whitepaper with data from an August 2015 survey by Highspot and Heinz Marketing – “Making sure sales team can find content” they have to focus on ways to make that happen via email or deeply integrated with email.
whitepaper

Source: whitepaper with data from an August 2015 survey by Highspot & Heinz Marketing

Guru Chrome web extension for Internal Knowledge Sharing

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On Sep 1, 2015  (@jordanrcrook) over at Techcrunch wrote a post on Guru (which I will be adding to my list and spread sheet of Sales Enablement solutions):
Continue reading “Guru Chrome web extension for Internal Knowledge Sharing”

What is the Sales Enablement market size and how hot is it?

Here my follow up post to this post below.

I published a public spread sheet to show how I come up with the count of 149 153 162 173 Sales Enablement vendors and I will continue to update it.

From the stats/analytics (search phrases) of this blog and emails/comments I receive, it’s obvious that many of us are trying to figure out the size of the Sales Enablement market.

Despite ‘Social for Sales’ still being on the ‘peak of inflated expectations’ on the Gartner Hype Cycle for Sales CRM 2014, ‘Sales Content Management’ already made it to the ‘slope of Enlightenment’.

Sales Content Management

Gartner clients can read the full report, Hype Cycle for Sales CRM, 2014.

That the interest in ‘Sales Enablement’ has been increasing is obvious when using Google Trends.

Google Trends: Interest in Sales Enablement

As of August 10, 2017, LinkedIn has 5,296 users with Sales Enablement in their current job title. I will look this up in a year from now to look for growth.

Given that at least 173 companies are trying to become profitable in this market, it’s helpful to look at how many people are actually searching / interested in Sales Enablement.

Here what the Google Adwords tools can tell us about how many people search related phrases

  • in an average month
  • worldwide
  • across all languages
  • Google and search partners

Screen Shot 2015-09-23 at 3.27.30 PM

In the same Google tool (looking at ad groups) a comparison confirms that the Sales Enablement market is actually not as hot.

Screen Shot 2015-09-23 at 3.17.24 PM

Screen Shot 2015-09-23 at 3.31.16 PM

In case you were wondering where people with an interest in Sales Enablement live, here the views to my blog in 2014 by country:

Sales Enablement interest by country

In case you were wondering how people find my blog (referrers), here stats for the year 2015 so far:

Screen Shot 2015-09-23 at 3.43.11 PM

Continue reading “What is the Sales Enablement market size and how hot is it?”

Sales Enablement section in The Marketing Technology Landscape January 2015

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As I’m continuing to update my list of Sales Enablement vendors below, I found it interesting to see the Sales Enablement section in “The Marketing Technology Landscape, January 2015” by Scott Brinker/ChiefMartec.com:
Screen Shot 2015-06-02 at 5.00.00 PM
Full graphic: The Marketing Technology Landscape, January 2015
Image Credit: Scott Brinker/ChiefMartec.com