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

Advertisements

Job opening – Product Marketing and Sales Enablement Manager – kCura

Product Marketing and Sales Enablement Manager

Job Location US-IL-Chicago

Req. # 2017-SM-SAM-0083

Type Full-Time
Department Marketing
Sub-Department Product Marketing

Overview

kCura is a global company with team members who are driven by our customers to build exceptional software for them to use every day. Our product, called Relativity, handles large volumes of data and helps corporations, law firms, and government agencies solve their own unique data problems.

The way we work together is centered on our core values of collaborating, communicating, pushing to exceed expectations (even our own), being humble, and having fun while we do it. We enjoy ourselves, give back, and work (and play) hard together. If this sounds like the place for you, check out the details of this position below.

As a Product Marketing & Sales Enablement Manager, you will develop the go-to-market strategies and sales enablement plans around major initiatives and product rollouts, act as the voice of the customer, and build and execute on activities and deliverables needed to successfully support the sales team to drive product success in the market through close relationships with sales, marketing, product management, and customer success. The Product Marketing & Sales Enablement Manager provides direction and applies company policies to broader team(s) or sub-department and is the subject matter expert for the communications in which they are involved.

Continue reading “Job opening – Product Marketing and Sales Enablement Manager – kCura”

follow up – Sales Enablement market size and growth rate

sales enablement on the marketing technology landscape march 2016This is a follow-up to my post ‘What is the Sales Enablement market size and how hot is it?’ triggered by seeing that Sales Enablement grew on the Marketing Technology Landscape by Scott Brinker; becoming part of its largest category (by number of solutions included) “Sales Automation, Enablement & Intelligence” (with 220 solutions).

Obviously my own count of Sales Enablement vendors/solutions grew too.

The interest in ‘Sales Enablement’ has continued to increase and left ‘Sales 2.0’ in the dust as Google Trends shows.

Visits & views to this very blog have also been up, but that is obviously not the best reference point for growth in the Sales Enablement market:

Screen Shot 2016-03-31 at 5.01.51 PM

As promised in my post ‘What is the Sales Enablement market size and how hot is it?’ I have been tracking the number of LinkedIn users with Sales Enablement in their current job title:

Here a snapshot of what the Google Adwords tools can tell us about people using Google to search for Sales Enablement portal/solutions/tools and related phrases:

 

  • Mar 2015 – Feb 2016
  • worldwide
  • across all languages
  • Google and search partners

Screen Shot 2016-03-31 at 5.22.45 PM

You could obviously take many approaches to use these data points and the number of vendors (with their revenues or simply employee numbers from LinkedIn for example) to calculate the size of the Sales Enablement market.

However, it is obvious: Things are going up and to the right (including the cost of acquiring a customer; see bids for Google AdWords above).

In Forrester’s ‘Vendor Landscape: Sales Enablement Automation Solutions’ [from March 21, 2016] the average annual growth for 18 of the vendors surveyed was 38%.

Sales Enablement on the Marketing Technology Landscape March 2016

Screen Shot 2016-03-21 at 5.20.16 PM

As I’m continuing to update my list of Sales Enablement vendors below, I found it interesting to see Sales Enablement on the “Marketing Technology Landscape, March 2016” by Scott Brinker/ChiefMartec.com:

Screen Shot 2016-03-21 at 5.14.16 PM
Full graphic: The Marketing Technology Landscape, March 2016
Image Credit: Scott Brinker/ChiefMartec.com

Sales Enablement is actually part of the largest category (by number of solutions included): Sales Automation, Enablement & Intelligence (with 220 solutions)

My own count of Sales Enablement vendors is 151 as of March 29, 2017:

Only 25% of product information consumers look at is accurate says hubba B2B product information platform for brands, distributors, vendors & retailers

In October 2015, Toronto-based B2B product platform hubba (on my list of Sales Enablement companies in Canada) picked up $11 million in Series A financing after $3.1 million in seed funding from December 2014.

Hubba
The B2B product-sharing and discovery platform, has grown its user base to over 10,000 brands & retailers. Building on this momentum, hubba will use the financing to accelerate expansion into additional verticals & geographic regions.

“[…] we are on a mission to be the source for every piece of product content for every product on the planet. The goal is to power this new generation of commerce […]” Ben Zifkin, CEO of hubba.com

hubba provides a product information platform for brands, distributors, vendors and retailers to manage and share product information like product descriptions, reviews, images, videos and marketing assets, all in one place.

“We’re in a B2B software space, helping brands, retailers and trade partners to share product information. Today, product information sharing isn’t efficient, to the point where only 25% of product information consumers look at is accurate. Brands are overwhelmed with the amount of rich and unstructured product information, from video, images, marketing materials, to consumer reviews, size, and product specs,”

Howard Lis, COO of hubba told betakit in December 2014

“All of that information is challenging to share, maintain and update to accommodate a barrage of requests from retailers, marketers working on product flyers and copy, e-commerce sites and trading partners’ needs. hubba is a simple easy-to-use platform that pulls together a source of truth, so that everyone gets consistent, updated information coming directly from the brand,” said Lis.

“We saw a critical need for a network that empowers information sharing and doesn’t look or function like traditional enterprise software,” said Ben Zifkin, founder & CEO of hubba. “The best way to make the lives of marketers and salespeople better is to provide them with tools that are easy to use, make them more effective at their job and encourage engagement with their colleagues and business partners.”

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

Screen Shot 2015-06-02 at 5.40.15 PM

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