The 2017 Trends and Tech Guide for B2B Sales and Marketing is a brand-new eBook by Prezi, Ambition, and LeadGenius. The premise: 9 high-level overviews of the most pivotal trends impacting B2B sales, marketing, support and operations. An accompanying guide profiles 112 software tools that solve the most pivotal needs for B2B business teams in 2017 and beyond.
Each chapter inside the 38 page eBook focuses on a particular trend, lists the needs associated with that trend, and ends with software profiles of 10-15 tools most likely to help. To give you a primer, here's a look at the software tools designated best-in-class for predictive sales and marketing analytics in 2017.
2017's Best Predictive Sales and Marketing Analytics Tools
#1. InsideSales. The summit of inside sales software.
Some sales tools add value by creating data, some by storing data, and others by contextualizing data. A few can do some combination of the three, but InsideSales is the only platform that does them all. An incredibly powerful tool with unmatched versatility, ISDC includes predictive forecasting, auto-dialing, lead scoring, email tracking, and playbooks. It’s a potent swiss army knife that will impress even the most watchful of sales leaders.
Best for: High-performing mid-market/enterprise sales organizations looking to become elite.
#2. Infer. Predictive lead-scoring and sales intelligence.
Scoring leads based on their ideal customer profile fit and engagement with your sales and marketing is a lynchpin of modern sales-marketing alignment. Infer offers amazingly granular insight into prospect characteristics and interactions at all levels of your sales and marketing funnel. Its customizable analytics give you a surefire way to assess the evolution of ICPs and the warmth of target accounts.
Best for: High growth, mid-market, and enterprise sales organizations with defined ICP(s) and maturing sales and marketing processes.
#3. InsightSquared. Sales analytics that’s built for humans.
InsightSquared provides sales forecasting, process insights, and granular pipeline trends, all in one platform that’s infinitely more engaging than the typical CRM report. Perfect for SMB, Growth and Mid-Market companies (SaaS companies are its specialty), InsightSquared offers just the right level of functionality for science-minded sales managers, ops, and reps.
Best for: SMB, high growth, and mid-market and sales organizations with reliable data.
#4. Bizible. Predictive, account-based marketing attribution.
Predictive capabilities aside, Bizible provides incredible value by spotlighting the full impact of marketing efforts throughout the entire B2B marketing and sales funnel. Most CRM and marketing automation platforms attribute leads or accounts to a single campaign by default, but Bizible gives you the complete picture. Additionally, the predictive side of Bizible predicts account interest and viability using the behavioral data of leads within that account. This is a great, practical application of two key trends -- ABM and machine learning -- driving modern B2B sales.
Best for: Companies that leverage a hybrid inbound and account-based marketing model.
#5. Gong.io. Instant replay and analysis for sales calls.
Sales organizations that use any major web conferencing service to engage with prospects will get instant value from Gong.io. Think of it as an instant replay system with in-game analysis that’s powered by AI. Gong.io also provides teams with a call recording library, auto-routing to managers and peers, and a time-specific comments section for each recording. A smart way to drive better onboarding and coaching in one fell swoop.
Best for: Sales organizations that primarily conduct calls and meetings via web conferencing.
#6. Crystal. Get to know people and prospects with advanced machine learning.
Crystal is an incredible new tool that gives amazing insight into what type of person your prospect and how to communicate with them, based on how they write emails, their DISC profile, and several other bits of information. Crystal is cost-effective, integrates with Gmail, and is a favorite of sales reps who use it for cold outreach. Managers like it, too -- Crystal helps them be more effective at hiring, motivating, and coaching their talent.
Best for: Sales and marketing pros looking to improve internal and external communications.
#7. ClearSlide. An unbeatable barometer for sales and marketing effectiveness.
ClearSlide is a remarkable business intelligence tool that provides broad and deep insights into how prospects are responding to your personnel and collateral. Successful sales and marketing is all about effective communication, and ClearSlide lets you know when that is occurring and why -- and when it’s not. If you want to test the mettle of your marketing collateral, phone effectiveness, follow-up emails, and other efforts, this is the total package for managers and reps alike.
Best for: High growth, mid-market, and enterprise sales organizations seeking granular insights from inside the trenches.
#8. Troops. Integrate Slack and Salesforce (with GIFs).
Troops is a GIF-driven Slackbot that auto-sends Salesforce updates to team members via Slack. It’s quickly winning over numerous growing sales teams that use Slack as their primary communication hub. Get live updates on prospect activity and newly closed accounts, coupled with compelling, humorous visuals, to ensure that everyone in your sales organization stays on the same page and gets the recognition they deserve. If you have Slack, Troops is a charming addition worth checking out.
Best for: Sales organizations who rely heavily on Salesforce and Slack.
#9. SalesWings. Activity-driven lead scoring shaped by prospect activity.
SalesWings is a website tracking and lead scoring add-on that identifies, scores, and updates sales leads based on website activity. A relatively new addition to the predictive lead scoring market, SalesWings is an easy way to start analyzing past and future visits from leads and attach scores based on their level of engagement and interest. Sync with LinkedIn to start tracking, see the results directly in Salesforce, and receive real-time notifications about hot new sales leads.
Best for: Companies new to lead scoring who conduct a transactional sales cycle.
Get the 2017 Trends & Tech Guide for B2B Sales + Marketing
The 2017 Trends and Tech Guide for B2B Sales and Marketing is free to download at b2btrendsandtech.com. Just enter your email and get instant access to the 38 page guide, chock full of original analysis and full profiles of 112 unique software solutions to help you meet your business needs this year.
Ambition: Predictive Sales KPIs & Analytics
Ambition is a sales management platform that syncs sales teams, data sources, and performance metrics on one easy system.
Ambition clarifies and publicizes real-time performance analytics for your entire sales organization. Drag-and-drop interfaces let sales leaders bypass IT and create custom scorecards, contests, reports, and TVs for their personnel.
- FiveStars: Adam Wall. Sr. Manager of Sales Operations .
- Filemaker: Brad Freitag. Vice-President of Worldwide Sales.
- Outreach: Mark Kosoglow. Vice-President of Sales.
- Cell Marque: Lauren Hopson. Director of Sales & Marketing.
- Access America Transport: Ted Alling. Chief Executive Officer.
Watch Product Walkthroughs:
- ChowNow. Led by Vice-President of Sales, Drew Woodcock.
- Outreach. Led by Sales Development Manager, Alex Lynn.
- AMX Logistics. Led by Executive Vice-President ,Jared Moore.
Read Case Studies:
- Clayton Homes: HBR finds triple-digit growth in 3 sales efficiency metrics.
- Coyote Logistics: Monthly revenue per broker grew $525 in 6 months.
- Peek: Monthly sales activity volume grew 142% in 6 months.
- Vorsight: Monthly sales conversations grew 300% in 6 months.
Contact us to learn how Ambition can impact your sales organization today.