| | May 20176CIOReviewSales people are known to be quick adopters of innovative technologies that later infiltrate to the rest of the business--be it the adoption of smartphones or the cloud-based CRMs. Being a data driven industry, there is no denial to this fact that these technologies can help them integrate and centralize data. Now that sales technology has matured, we can see a convergence of mobile, analytics, context-rich systems, and the cloud, together with an explosion of information, enabling buyers and salespeople to engage with each other in more effective and efficient ways. In fact, today, there is an increased focus on technologies and services that will monitor, sanitize, and analyze data at the periphery before being dumped into large centralized databases--transferring the power of data into the hands of those who need it most, the sales reps. Organizations are layering analytics on top of this data to deliver assistance to the sales people for making the right decisions at the right time. In sales, lead scoring, net-new leads for demand generation and Sales Development Representatives (SDR) prospecting have always been the rage. Predictive analytics with artificial intelligence (AI) capabilities are pulling lot of traction in this realm. AI is also offering a defense mechanism to the cluttered mailboxes, emails being the prominent channel to reach customers. There are innovative solutions that tailor the content and tone of emails based on recipients' personalities, while automating the early engagement phase using two-way personalized email conversations. In line with these developments, sales leaders are looking for technology vendors that can help them optimize their existing technology stack and processes in the best way possible, while bringing in solutions that will optimize the workflow, and ultimately boost the sales.This edition of sales management is a dive into the plethora of solutions and service providers, changing trends, and a glimpse into how the future of sales technology would look like. We hope the valuable insights from industry thought-leaders and the innovative solutions from leading as well as emerging companies featured in this edition will help you in making informed decisions.Let us know your thoughts.Jeevan George Managing Editoreditor@cioreview.comCopyright © 2017 ValleyMedia Inc. All rights reserved. Reproduction in whole or part of any text, photography or illustrations without written permission from the publisher is prohibited. The publisher assumes no responsibility for unsolicited manuscripts, photographs or illustrations. Views and opinions expressed in this publication are not necessarily those of the magazine and accordingly, no liability is assumed by the publisher thereof.CIOReviewMAY - 15 - 2017Mailing AddressCIOReview44790 S. Grimmer Blvd Suite 202, Fremont, CA 94538T:510.402.1463, F:510-894-8405 MAY - 15 - 2017, Vol 06 SE 60 Published by ValleyMedia Inc.To subscribe to CIOReviewVisit www.cioreview.com SALES MANAGEMENT SPECIALCIOReviewEditorial StaffSalesT: 510.683.5022 Aaron PierceAkanksha MinzJason ThomasKathy Arnold Sarah FernandezVivian MurrayFred Winterfred@cioreview.comVisualizersStephen ThomasAjay K DasManaging EditorJeevan GeorgeEditorialLeveling the Sales Field
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