Salesforce a Leader in the Gartner SFA Magic Quadrant for 11th Straight Year

We at Salesforce Sales Cloud are incredibly honored to once again be named a Leader in the Gartner Magic Quadrant for Sales Force Automation (SFA). And it’s far from the first time. In fact, this is the 11th straight year we’ve earned this recognition.

According to Gartner, characteristics of a leader are based on completeness of vision, ability to execute, and input coming directly from clients. In this report, Gartner recognized Salesforce as a Leader positioned highest in execution and furthest in vision for SFA.

We believe our placement in this Magic Quadrant means that we not only understand the needs of our more than 150-thousand customers, but strive to continue to meet those needs. Their success is our success.

Download your complimentary report.

From Cloud to AI, Salesforce continues to lead the way

Salesforce was the first, way back in 1999, to take customer relationship management (CRM) and sales force automation (SFA) to the cloud. This meant that companies could access all of their customer information on a web site, from any device, anywhere in the world, 24/7. More than 18 years later, we continue to innovate and define the cloud computing space with:

1. Artificial Intelligence

We're not only the world's #1 CRM, we're also now the world's smartest. Sales Cloud Einstein is the first comprehensive AI for CRM, made of up a set of intelligent technologies that make the Salesforce Platform smarter. For example, Einstein uses the power of AI to analyze your history of lead conversions and find patterns you probably didn’t even know existed. Einstein then serves up those best leads, so your reps know which to call first to close more deals, faster.

2. Functional Capabilities

Sales Cloud truly optimizes every stage of the sales cycle. From the moment a prospect becomes a lead until cash is collected, and even beyond. Our customers can engage their customers at the right time, track their journey, get visibility into sales forecasts and team performance, and identify the best opportunities for cross-selling and upselling, from anywhere.

3. Customer Experience

As I mentioned earlier, core to our company values is customer success. And that’s why the recognition for this particular strength in Gartner Peer Insights reviews means the most to us. Customers can automate their sales processes in a way that fits their specific selling needs, thanks to the easy-to-customize power of the Salesforce Platform. And we are the only CRM that is fueled by a free online learning program.

To read the complete, complimentary Gartner Magic Quadrant for Sales Force Automation report, click here.

Gartner Magic Quadrant for Sales Force Automation, Tad Travis, Ilona Hansen, Julian Poulter, July 2017.

Gartner Peer Insights reviews constitute the subjective opinions of individual end users based on their own experiences, and do not represent the views of Gartner or its affiliates.

The Gartner Peer Insights Logo is a trademark and service mark of Gartner, Inc., and/or its affiliates, and is used herein with permission. All rights reserved.

This graphic was published by Gartner, Inc., as part of a larger research document and should be evaluated in the context of the entire document. The Gartner document is available upon request from Salesforce.

Gartner does not endorse any vendor, product, or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner’s research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

Introducing Team Scheduling for Salesforce Inbox

Anyone who has ever carried a quota knows scheduling meetings is one of the worst parts of the job. It can feel like you're playing a game of calendar battleship with your customer.

Does 2 pm Tuesday work? No. What about 3 pm Friday? No. And the back and forth continues, slowing down your sales cycle and chewing up precious selling time.

Over the last decade, as sales collaboration has increased, the challenge associated with booking customer meetings has exploded. It's hard enough to find a time that works with your schedule and your customer's. Adding in two or three busy teammates like a Sales Engineer or Product Manager makes it impossible. It's no wonder that 66% of sales rep's time is
spent on tasks other than selling.

Despite the scheduling challenges of cross-functional collaboration, it's now more important than ever to sell as a team. The products and services we sell have become increasingly complex, and reps can no longer survive as lone wolves. Successful reps must act as quarterbacks, aligning multiple subject matter experts for each customer call to solve complicated business challenges. According to the Salesforce State of Sales research report, successful sales teams are 2.1x more likely to use cross-team collaboration in their sales process.

Here at Salesforce, our team believes that busywork like scheduling meetings should never stand between you and your customers – that's why we developed Salesforce Inbox. Today, we're excited to announce Team Scheduling for Inbox to help your team sell faster and more collaboratively than ever before.

Get the Right Teammates on the Call to Seal the Deal

With Team Scheduling for Inbox, now it's easy to loop in subject matter experts when you need them on a customer call. In just a couple of clicks, you can add teammates to a meeting invite, see when everyone's free to meet, and share the team's availability with your customer via email. No more long email threads or chat sessions trying to align internal resources.

What's more? Team Scheduling reduces double booking and rescheduling. The email with your team's availability is a dynamic message which means it updates in real time – even after you've sent it. Whenever your customer opens the email, they'll only see your current availability.

Depending on your role on the sales team, sometimes team selling involves scheduling meetings on behalf of your colleagues – perhaps you're a sales development rep, booking meetings for an account executive. With Team Scheduling, you can find and share your teammate's availability, and transfer ownership of the meeting to them as well. That way, when your customer accepts the meeting, it will appear on your colleague's calendar as if they had booked it themselves.

In today's complex economy, selling is a team sport. With Team Scheduling for Inbox, now you can connect with your customers in a whole new way.

Start Selling Faster and More Collaboratively Today

Try Salesforce Inbox free for 30-days

How to Speed Up the Contract Process and Lose Fewer Deals

The importance of contracts

Even the speediest sales and legal teams get bogged down in contract negotiations. This is particularly frustrating when all parties involved would like nothing better than to get across the finish line, where agreements are signed and they can move on to delivering or receiving the goods and services to which they’ve committed.


Frustration is not the only issue. Managing contracts well is a huge part of today’s business landscape. 60-80% of B2B deals are managed by contracts (Gartner), with the average business managing 20,000-40,000 contracts (PwC).

If these contracts aren’t managed well, there are considerable costs – and significant benefits if they are managed well. Ineffective contract management can cost businesses up to 9.2% of annual revenue (IACCM).

The Answer

The answer to these delays is to streamline your processes with end-to-end contract management. This means integrating CPQ, your contract management solution, and eSignature capabilities, creating a seamless workflow.

Step #1: Quoting

Sometimes there are delays in the sales process from the beginning, in producing the quote. Factors that can slow down the quoting process include: quotes generated from a combination of tools (Excel, Word, ERP, email, etc.); difficulties in finding clear, accurate pricing and product information; and, slow approvals for discounts.

With Salesforce CPQ, the sales rep can quickly and easily pull accurate client data and complex pricing information into the perfectly customized quote. One major component in speeding up the sales process is getting the quote right the first time. Salesforce CPQ allows you to get it done right – and fast.

Step #2: Negotiation

Once the quote is ready to go, it is sent to the customer, who then responds with redlines. But emailing versions back and forth can have some serious down sides. It’s hard to tell where a contract is in the process, who it’s with, and how long it has been there. Sometimes the wrong version gets redlined, or changes are made to a document without being tracked. The process is slow and error-prone. Then, when there’s finally agreement on the final version, there are legal delays. It’s enough to discourage even the most intrepid sales rep.

With Conga Contracts, the sales rep takes the finalized quote in Salesforce CPQ and sends the document directly from Salesforce for secure, transparent negotiation. The customer receives a Word document for redlining. When the rep gets the redlines back, versions are tracked and all accepted changes are stored in Salesforce. It’s easy to see a contract’s status and how long it’s been at that stage. Best of all, the system creates a record of contract processes and creates visibility into system-wide slow-downs, pain points, and inefficiencies.

Step #3: Execution

The traditional method for executing contracts calls for printing and copying the contract, mailing it, then waiting for the other party to sign and mail it back. Not only is this expensive and time-intensive, it also creates a lot of paper that your company has to store and keep track of. It’s easy to lose track of the terms and conditions of paper contracts, just as it’s easy to lose them altogether (12-15% of contracts are lost, according to Aberdeen Group).

The simple solution to this last piece of the process is Adobe Sign. Send the finalized document for secure, instant electronic signature, with all needed signer authentication and document validation requirements in place. You can get your signed contract back within minutes, and move on to fulfilling the terms of the contract.

End-to-end contract management

With the seamless integration of Salesforce CPQ, Conga Contracts and Adobe Sign, your contract processes will be accelerated, meaning shorter negotiation cycles and faster time to revenue. Your Salesforce will be up-to-date, your forecasts will be accurate, and you will have insight into how to further optimize your contracting behaviors. You’ll spend less – less time and less money – getting contracts done, and you’ll get them done right.

Find out more about this powerful alchemy of solutions in our webinar, the end-to-end contract experience, on July 13th at 1 pm EDT.

What’s New with Quote-to-Cash?

Salesforce Quote-to-Cash is all about helping you close deals faster than ever before. This year brings enhancements throughout the Quote-to-Cash offering, from scalability of Configure, Price, Quote (CPQ), to ease of use, and everything in between. Your customers and partners can also get in on the action with self-service quoting!

Here's what we're really excited about:


Quote Editor Scalability


Large quotes management? Check! With the Large Quote Experience, Salesforce CPQ loads quote lines continuously as you scroll down the page, with infinite scrolling. Combined with scalability improvements in the user interface and background calculation, Salesforce CPQ is now the perfect tool to manage large quotes.

Ease of Use


Salesforce CPQ just got easier to use and manage (as if the interface wasn't super intuitive already). Product Keyword Search brings an Amazon-like search box to the experience.

Want a way you can hide line item details to simplify your view? Say no more. With Line Item Drawer, you can now collapse line item details for easier navigation of large or complex quotes. Eliminate the need for horizontal scrolling and give reps the ability to toggle details in and out of view at their leisure.

For admins, the Lookup Tables for Product Rules feature helps make rule creation and maintenance as fast as you can type. Instead of creating a unique rule for every possible combination, admins can now reference a custom table for condition inputs, products, and rule actions.


CPQ for Lightning Partner Community


Channel sales and web sales managers, we're sending love your way, too! Partners can self-serve with CPQ through Salesforce Lightning Partner Community and Sales Cloud PRM. Your partners can create new quotes, request and manage discount approvals, and generate proposals and contracts with the same ease and control as your internal sales teams.

Additionally with Theming, you can now brand your CPQ experience by customizing fonts, colors, and borders to create a unique experience.


Order Enhancements


Automated Order Generation makes it faster and easier than ever to generate orders. And it works exactly the way it sounds—you can choose to have orders automatically generated from approved quotes. Kiss manual order creation goodbye!

You can also automate quote splitting into multiple orders for fulfillment purposes, such as shipping items to different locations. Splits can be based on quote groups or any other line item field you define.

Additionally, you no longer need to split products into multiple orders as a result of activation and contracting at the header level. We're giving you the ability to activate and contract at the product level for increased flexibility in order management.


Expanded Localization


Last but not least, Salesforce CPQ speaks your language with additional localization for Brazilian Portuguese and Mexican Spanish. ¡Felizidades!

Read more about how CPQ can supercharge your business.

How a Leading Outdoor Power Equipment Manufacturer Grows Partner and Consumer Relationships with Salesforce

If you've ever mowed your lawn, tilled your garden, or cleared snow from your driveway, odds are that you've probably used an MTD Product. An 80-year-old company based in Ohio, MTD is one of the world's leading manufacturers of outdoor power equipment, ranging from riding lawnmowers to tillers to log splitters. You see their brands in your local lawn and garden equipment dealer, home improvement, and hardware stores across the globe.

Their business has been historically driven by channel sales, relying on their vast dealer and distributor network to connect with their customers. The challenge was that they didn't really have a clear line of sight on who their end consumers were, or what MTD products they were already using. This resulted, many times, in acquiring the same customer over and over with each purchase they made - treating each transaction as a completely separate customer. What they lacked was a lifetime view of the engagement they had with consumers.

Then, they deployed the Salesforce Platform, which enabled MTD to compliment channel sales with a direct-to-consumer e-commerce model that empowered, rather than conflicted with, their valuable network of dealers and distributors. Senior Director of Customer Engagement, Jason Belsito explains it like this:

“Before Salesforce, we focused heavily on a brand message to drive consumers to our dealers and partners. Now, we have rich consumer interactions and the tools necessary to execute a direct-to-consumer model that incorporates our channels, eliminating conflict. Now, in addition to driving consumers to purchase through traditional channels, we can also take orders from consumers online. This is a completely different way of going to market for us, and Salesforce has been a big part of that transformation.”

Recognizing the power of their partner and distributor network, Belsito and the MTD team created an online selling model that leverages their dealers to fulfill orders directly from their Salesforce Platform. That means a better experience for consumers who want to shop online, and also cost savings for the business, reducing shipping and handling time and costs and driving more margin for both MTD and their dealers.

“The reason why MTD has been so successful and has accomplished what we have in such a short amount of time is that this initiative is being driven by the business and by business challenges,” Belsito says. “We've reimagined our business model in a way that empowers dealers and the end consumer.”

Today, MTD is using Sales Cloud and Community Cloud to unlock the value of their dealer community and Marketing Cloud to engage with consumers. This summer, they're launching Service Cloud as the next step in their transformation to bring their customers unparalleled support.

But this is just a part of how MTD is innovating with Salesforce. Want to hear more from Jason Belsito about how MTD Products uses Salesforce to grow their business and mow over the competition? Join us at the Salesforce Chicago World Tour on June 15th at McCormick Place. Registration is free at

introducing lightning gmail sync for google

We have all been there. At the end of the day, you look back to what was accomplished and think “If only I had a few more hours, I would be able to finish more work and be more productive.” It begs the question: do we really need more hours or just better tools to help us get more done in less time?

At Salesforce, we believe that the answer to unleash unprecedented productivity lies in finding better ways to get things done. That is precisely what we have done by integrating the power of Salesforce with Google G Suite email and calendar applications. Sales reps who use Gmail and Google Calendar can now focus exclusively on selling and say goodbye to switching between applications. And, if time is money, reps are in for a treat, because now they can save a ton of time by copying emails over and having their contacts and calendars sync automatically.

We’re very proud to announce that Lightning for Gmail and Lightning Sync for Google is now  Generally Available. The launch of these products marks a key milestone in helping our customers take  productivity to the next level.

No more switching. Sell faster and the way you want within Gmail.

Do you remember having to switch between Gmail and Salesforce to pull up information about a contact or an opportunity? Were you ever frustrated that your important calendar events in Google were out of sync with your Salesforce calendar? Well, that is about to be a thing of the past.

With Lightning for Gmail and Lightning Sync, there is no more need to switch back and forth and no more wondering if a contact’s information in Gmail is the same as in Salesforce. It’s time to have sales information when you need it and where you need it - right in your Gmail application.

Having customer data at your fingertips in Gmail helps you sell more efficiently, stay closer to your customers, and be more successful. It’s all about empowering you to sell faster, wherever you are.

With Lightning Sync for Google, you can rest assured that not only your calendar events stay synced with Salesforce, but your contacts do as well. That’s because when you make an update to a contact in Gmail, it syncs to Salesforce automatically. Or if that contact information is updated in Salesforce, it will sync automatically to your Gmail.

Ok, so you can search, create, edit, and view Salesforce information directly from Gmail using Lightning for Gmail, and you keep contacts and calendar events in sync with Salesforce using Lightning Sync. That’s great, you may think. But how about emails that you compose? Can you save them to Salesforce as well? Absolutely. With the Send & Add feature, you can send an email and we’ll add it to the Salesforce record that you want. To top things off, while you are composing emails, you will experience a boost of productivity by using Lightning Experience email templates. Keeping in touch with your customers is now a breeze.

Wouldn’t it be nice to have a vast network of partners to help you be even more successful?

Since Lightning for Gmail and Lightning Sync are available in both Salesforce Classic and  Lightning Experience, you get all the unique benefits of the Salesforce platform. In other words, you can customize Lightning for Gmail to design an ideal experience for your customers by leveraging Lightning components. You can create Lightning components yourself or download them from one of our partners in the AppExchange.

Salesforce partners such as LevelEleven, DocuSign, Clerisoft, and others have created Lightning Components that you can add to Lightning for Gmail. This combined effort between Salesforce and our partners enables you sell even faster and help your team achieve even higher levels of productivity.

Ready to Experience it for Yourself?

Get Lightning for Gmail now from the Google Chrome Store.

Learn how to enable Lightning Sync.


Question: Is Lightning Experience required to use Lightning for Gmail and Lightning Sync?

No, Lightning for Gmail and Lightning Sync can be used by customers on Lightning Experience and on Salesforce Classic as well.

Question: In what Salesforce licenses are Lightning for Gmail and Lightning Sync available?

Lightning for Gmail is available to Sales Cloud, Service Cloud and customers. Lightning Sync is available to Sales Cloud customers. All Salesforce editions are supported: Professional, Enterprise, Performance, Unlimited, and Developer Editions.

Question: What system requirements exist for Lightning for Gmail and Lightning Sync?

Both Lightning for Gmail and Lightning Sync require Google G Suite. The open, free Gmail application is not supported.

Sales Cloud PRM: Manufacturers Ditch Dated Partner Portals

Portals and electronic data interchanges have long been how manufacturers communicate with partners, dealers, resellers and distributors along their extended value chains. The technology behind these solutions were built on legacy systems without modern features—built-in mobile, social, analytics and AI capabilities—that most companies in other industries have come to expect.

With one-third of the average company’s revenue coming from partners—and 75% in the manufacturing industry alone—isn’t it time to apply more innovative technology to such a critical business process?

That’s why we are delighted to announce Sales Cloud Lightning Partner Relationship Management (PRM), the new app that brings the world’s #1 CRM directly into a turnkey PRM app to make it fast and easy for companies to provide partners with everything they need to sell--all in one place. Sales Cloud Lightning PRM arms every manufacturing partner, distributor and reseller with the personalized tools and information they need to sell smarter and faster. This means that whether you’re an OEM manufacturer, a production supplier, or a distribution and aftermarket supplier, you can use Sales Cloud PRM to communicate and deliver solutions to your supply chain partners.

Salesforce’s industry-leading Sales Cloud Platform empowers indirect sales managers to improve forecasting and collecting cash faster with Salesforce Quote-to-Cash, as well as easily sharing marketing collateral with their partner network.

In a recent study of manufacturing professionals, more than half (52%) said their company has an increasingly difficult time competing based on product differentiation, a challenge that can be magnified for the channel. To solve this issue, Sales Cloud Lightning PRM brings together new and existing technologies, including:

  • New Guided Setup Wizard makes it easy to configure, customize and deploy apps. Using the interactive wizard, indirect sales managers can configure lead distribution, deal registration, marketing development funds and Salesforce AppExchange Components, such as Xactly for compensation management and NetExam for learning management systems. And managers can automatically assign partners into tiers and provide targeted promotions and customized content based on those tiers.
  • Lightning CMS Connect allows for easy creation and customization of branded partner experiences. Indirect sales managers can drag and drop website content, graphics and videos to keep experiences as up-to-date as a company's website.
  • Einstein Content Recommendations uses machine learning tosurface the right information for channel reps. For example, if a partner views a new product description document, Einstein will recommend files such as logo graphics, product placement instructions and pricing documentation for that new product.
  • Channel Marketing Automation extends the power of Marketing Cloud to every partner, enabling them to build, track and analyze email campaigns to deliver 1:1 customer journeys on any device, essentially turning them into their own marketing department.

This announcement extends Sales Cloud to empower manufacturing firms to accelerate their sales with smart, customizable apps for every sales function. For more information, see the full announcement here. And to learn more about Salesforce’s solutions in the manufacturing industry, visit


1 Simple Rules for Making Alliances Work, by Johnathan Hughes and Jeff Weiss, HBR. Reprint R0711H

2 Alexander Group: Manufacturing: The Rise of Complex Selling Models


A New Way For Partners to Sell: Introducing Sales Cloud PRM

The Partner Relationship Management industry has changed. Once focused solely on lead distribution, now companies must deeply engage with partners to drive channel success. The average company gets one-third of its revenues from channel sales and that figure tops 75% for manufacturing companies. Partners are essential to growing your business and increasingly, they’re expecting a great partner experience that gives them the tools, content, access--everything they need to be successful--in one centralized place. Or put more simply, it’s time to blend PRM with CRM to deliver an exceptional partner experience.

One of the things I enjoy most about my job is meeting with our customers. Companies typically ask me three questions when it comes to engaging with their partners:

  1. How can we deliver a modern, compelling user experience to partners? Many partner portals today are using antiquated systems that are cumbersome and slow and not mobile ready. Companies want to provide a consumer-level, app-like experience to their partners that is sleek, fast, mobile, and branded.
  2. How do we know what our partners are doing and need? Most companies I talk to with extended partner sales have 100+ partners, spanning multiple geographies and industries. For the ones that have partner portals, they’re often black boxes and the companies have no idea how (or even, if) the partner is actually using it.
  3. How do we control who sees what? Everyone is drowning in information. Companies want to make sure partners get the right information for their industry, market size and partner tier - no more, no less.

That's why I'm excited today to announce Sales Cloud PRM - it brings the world’s #1 CRM directly into a turnkey PRM app to make it fast and easy for companies to provide partners with everything they need to sell--all in one place.

The PRM app empowers companies to:

  • Create a modern, compelling user experience for partners: The Guided Setup Wizard and Lightning CMS Connect make it easy for companies to provide a customized, personalized partner experience. Guided Setup Wizard lets channel managers seamlessly configure lead distribution, deal registration, marketing development funds, assign partners into tiers, provide targeted promotions and pull in AppExchange components. With Lightning CMS Connect, admins can simply drag and drop existing website content, videos and graphics - ensuring it has the same look and feel as the company’s website.

  • 360-degree view of partners: Sales Cloud PRM comes with real-time dashboards which give companies an easy, powerful way to see what every partner is doing - where they’re excelling and where they need help. The dashboards are dynamic, responsive and provide companies with a 360-degree view of partner sales activity, making it easier for channel managers to co-sell.
  • Get the right information to the right partner: Sales CloudPRM leverages the world-class sharing model in the Salesforce Platform. Meaning that companies can easily control what partners see, giving them the right access to CRM data, providing them with a personalized experience.

But wait, there’s more. Sales Cloud PRM also has Einstein Content Recommendations which use machine learning to surface relevant files and Channel Marketing Automation which extends the power of Marketing Cloud to partners, enabling them to build, track and analyze email campaigns to deliver 1:1 customer journeys.

The Sales Cloud PRM app is a huge leap forward and brings a modern, CRM experience to  PRM. Tune in to Boston World Tour Keynote on May 31 at 10am ET to learn more about the Sales Cloud PRM announcement or check out our upcoming webinars on Wednesday, June 7th at 11:00 PDT and Tuesday, June 20th at 11:00 PDT. Click here for June 7th or click here for June 20th to register.

1 Simple Rules for Making Alliances Work, by Johnathan Hughes and Jeff Weiss, HBR. Reprint R0711H

2 Alexander Group: Manufacturing: The Rise of Complex Selling Models


What Do Fidget Spinners, Male Rompers, and Account-Based Marketing Have in Common?

All three are trending. But only one will still be around in a year’s time.

You can learn more about fidget spinners (here) and male rompers (here)—go ahead, I’m not judging. The third trend, Account-Based Marketing (ABM), is where you should really spend some time.

Hashtag #ABM continues to dominate Twitter, generating an exposure of over 345,000 users per hour. The category has been hoisted up the hype curve by vendors who sell tools squarely under the heading of MAR-tech (short for “marketing technology”). While the “marketing” in ABM is a bit of a misnomer, many are unwilling to abandon the reach and popularity of the term.

This has real-world consequences.

Talking about “account-based marketing” leads to silo’d thinking and disconnected behaviors. Account-based marketing means nothing unless it results in revenue. That means Sales has to be part of the equation. Enter Account-Based Revenue. Account-based revenue is about establishing new relationships with strategic accounts or strengthening and expanding existing ones.

Salesloft CEO Kyle Porter put it well: “Account-based” implies sales + marketing. In essence, "account-based marketing" is like saying "sales and marketing marketing."

ABR should be on everyone’s’ lips.

Account-based revenue is the term we should use because this orchestrates the combined efforts of Marketing, Sales Development, Sales, and Senior Leadership. It’s the path an organization takes to generate revenue at strategic accounts. It’s aboutmobilizing resources and using the entirety of company’s influence to surround an account with personalized interactions, relevant insight, and value-add activities. It’s about more than Marketing flipping leads over the wall to Sales Development and the SDR flipping meetings over to their AEs.

Perhaps most importantly, it’s about having hard conversations about where your revenue growth should come from. Those conversations are key to eliminating turf wars, remedying misaligned incentives, and moving past metrics that don’t make sense.

I’ll be partnering with Patrice Greene of Inverta at Sales Machine on June 14 in New York City. The core of our session is based on practical advice for having the tough conversations between sales and marketing. We should know, we help marketing and sales leaders overcome this challenge every day – and we’ll share war stories from the trenches and concrete steps to take on your path toward Account-Based Revenue. 

And don’t worry, we won’t be offended if you bring your fidget spinner.

This article is a collaboration by Trish Bertuzzi at The Bridge Group and Patrice Greene at Inverta. Join Trish and Patrice at Sales Machine NYC 2017.


Quiz: Do You Understand the Science of Sales?

You can do absolutely everything right with your sales team and still fall far from beating your competition. You can hire the right people and develop the right training, but that doesn’t guarantee you’ll even keep up with the competition — or with your customer’s ever-evolving needs, for that matter. So what’s the missing ingredient? Technology that evolves at its own speed, also known as Artificial Intelligence.

We’ve talked a lot about how to plan for and integrate AI into your business. But were you really listening and learning? Let’s put that to test, or in this case quiz. In our 2-minute quiz, you’ll discover what you know — or don’t know — about the Science of Sales.

If you are the type who prefers to brush up before a quiz, here’s a quick study guide on what AI will do for modern sales.

Lead scoring

AI can look at interactions with marketing efforts to determine which prospects are most likely to buy at any given time. Sales reps get those prospects when they’ll do the most good, saving everybody time.


From sales calls to emails, sales and marketing activity yields data that AI can use to predict future sales behavior, open new territories, and guide follow-up sales.

Real-time feedback.

Rather than running reports every day or week, modern sales systems track the entire customer journey, removing blind spots that impede sales and team efficiency.


Through machine learning, AI sees patterns in our information that we miss, and can find redundancies and inefficiencies in our calendars and emails that makes the administrative work such a slog.

That’ll get you started. Now go forth and find out how your sales team measures up in the modern age of selling. Then tell us how you did!