Modern business-to-business (B2B) buyers have unprecedented access to information to support their buying process and, as a result, have become more self-reliant in the evaluation process. This has made B2B sellers’ jobs harder; not only do they have less control in earlier stages of the sales cycle, but they have to work harder to connect and engage with buyers, turning prospects into customers. Sales technologies have helped modernize how sellers and sales leaders manage their pipelines and execute contracts, but technology gaps around engagement persist, making it difficult for sellers to keep pace with, connect with, and support buyer engagement. The common outcome: Sellers become slaves to their CRM systems, focused more on updating reports and logging their activities than they are in driving business results.
In February 2017, Outreach commissioned Forrester Consulting to evaluate opportunities for sales engagement platforms among B2B sales organizations in the US. Forrester conducted an online survey to explore how they are evolving their processes to better meet buyer needs, identify challenges with current processes and tools, and evaluate their interest in sales engagement platforms.
Read the study and learn why companies using Sales Engagement Platforms are reaping a competitive advantage while others are being left behind.