Summit US Sessions Tech_Building the End to End Tech Enabled Sales Revenue Stack

Building the End-to-End Tech Enabled Sales/Revenue Stack

Tuesday May 7, 2019 | 1:45 PM - 2:25 PM

Speaker(s):  Jacques Begin, Robert Muñoz

Focus: Adopt, Operationalize

Priorities: Sales Processes and Infrastructure; Sales Productivity; Sales Reporting, Intelligence and Analysis; Sales Asset Management

Modern sales organizations are busy trying to qualify, develop and close leads and prospects. At the same time, no fewer than four distinct functions are involved in a cat-and-mouse game of creating an ideal tech stack that moves a buyer through the pipeline quickly. These functions are demand/marketing operations, sales enablement, sales operations and customer success. Different business requirements exist within each of these functions, yet the common thread is the buyer. In this presentation, we will look at the revenue stack from a sales technology lens and examine what sales leaders need to have in place from opportunity to close.

For sales

  • A roadmap for what technology should be leveraged, including AI,  to move opportunities through the pipeline and turn them into closed/won deals
  • An understanding of the sales technology stack, options, capabilities and native versus standalone solution functionality overlap as viewed through business requirements

For marketing

  • Insight into where and how marketing technology needs to integrate with the sales tech stack from lead through the lifecycle of an opportunity
  • A better vision of how sales and marketing should align on the business requirements, capabilities and functionality to maximize conversion and velocity through the pipeline