Wall of love for Salesforge

The number of tools in your GTM tech stack is starting to cause problems. 66% of Sales Reps say they are overwhelmed by the number of tools. A quick look at the problem and solution. The market for SaaS tools has exploded. This has been great for companies with a strategy behind how they select tools. BUT many organizations don't know how to adopt the right SaaS tools and that lack of discipline is resulting in LOST productivity. A recent survey conducted by Salesforce shows Sales teams use an average of TEN tools to close a SINGLE deal 🤯 Rev Ops is tasked with increasing productivity but Sales Reps report spending less than 30% of their time actually selling. This means companies have gone too far with tech enablement. And data shows that 94% of companies plan to consolidate their tech stack in 2023 in order to boost productivity. If removing technology actually increases productivity across your Sales organization, it's a clear sign that you messed up. It all stems from a lack of discipline. Decisions about new tools adoption can't be made in isolation. You need to look at the end-to-end Sales process before introducing ANY changes. Otherwise, you automate a process here, introduce another tool there, and next thing you know … Reps are using 10 tools per day and the switching costs destroy their productivity. The best organizations understand that less is more. Throwing everything at the wall isn't strategy. What are some best practices when it comes to tools selection to prevent this from happening?

"66% of sales reps say they're drowning in tools" "94% of sales organizations plan to consolidate their tech stack within the next 12 months" "Sales teams on average use 10 sales tools to close deals" Whatever tool you build for sales teams, make sure it's useful and that it fits. Thanks Pete Mickartz for the insights

Tech stack consolidation is top of mind for many revenue leaders right now. Why? 🤔 There are four key issues inhibiting the efficiency and effectiveness of your current sales tech stack. That includes: Too many point tools performing limited tasks and creating silos  Various internal admin processes suck away valuable selling time A lack of trusted information leaves first-line managers to chase details Implementation of tools designed for managers that fail to help commercial teams improve execution If you're struggling with any of these issues, check out my latest blog How to reduce costs across your sales tech stack (link in comments). #techstack #salestech #revops

Walking into a new sales tech stack, all of the overlap is more apparent than ever. When it comes to sales #cadences, #forecasting, #workflow, listening technology, #predictive... the #salestechnology market is ripe for consolidation. Anyone else feeling pulled toward the platform play? Maybe it's the economy but I can't justify paying for 3 tools that have the ability to get collapsed into 1. So - who will win? Would love to hear how people are tackling this. #revops #salestech #platform

After the great resignation, what's next? The great consolidation? Keep seeing sales leaders posting their "Perfect Tech Stack" which has about 40 different tools in them… Is this sustainable? Do you think companies are going to start consolidating their tech stacks, to save cash and become more efficient during this downturn?

94% of sales organizations plan to consolidate their tech stack in the next 12 months This is an important number that we should collectively be focused on because it will have big implications (both good and bad) Sales teams use an average of 10 tools to close deals 🤯 This creates challenges: -Training reps on each of these tools -Overall cost to maintain 10+ tools in a tech stack -Each tool's updates/new feature releases mean constant re-education for teams -Less efficiency as reps bounce between tools to accomplish everyday tasks 🔮My next big 2023 prediction- tech stack consolidation will be the name on the game This means: -We will see more point solutions go away -True in-depth integrations will become critical to compete in the market -Some smaller companies will end up bought out and consolidated into larger company platforms -Buyers will become much stricter on how many individual tech tools they are bringing onboard -Sales reps will be working with leaner tech stacks to help re-focus on what they do best (sell) (Sourced these stats from Salesforce's State of Sales Annual Report- linked in comments!)