Yesterday, I wrote about plans to integrate PointDrive into LinkedIn Sales Navigator. This integration is part of a growing trend in SalesTech to tie together sales acceleration tools with information services and CRM/MAP platforms. I have touched upon a few of these examples over the past few months so I thought I’d provide a quick recap:
Salesforce acquired RelationshipIQ in 2014 and now offers its messaging workflow tools to sales reps as SaleforceIQ and Salesforce Inbox. These offerings reduce toggling between services and delivers insights to sales reps from social networks and the sales cloud. SalesforceIQ recommends new accounts and contacts, offers pre-written email templates, and assists with calendaring meetings. Other features include one-click email logging to Salesforce, cloud storage connectivity, and mobile apps.
Salesforce recently acquired the Quip messaging service and is rolling it into its service. Quip re-envisions email and associated document creation tools as a single workflow for team document creation and commentary.
Salesforce Engage provides marketing approved emails and nurturing tracks to sales reps. The Engage service is provided as part of their Pardot B2B marketing automation platform.
Sales Acceleration firm SalesLoft is building out its ecosystem with workflow partnerships to assist with prospecting, messaging, analytics, and workflows. The SalesLoft ecosystem includes
- Content partners such as InsideView, Datanyze, DiscoverOrg, and Owler
- Workflow tools such as Sigstr (signature management) and Chili Piper (meeting scheduling)
- Sales coaching vendors ExecVision (call transcription and analytics) and Crystal (executive psychographic)
SalesLoft has additional partnerships in the works for 2017 including additional content, messaging, and attachment analytics.
Likewise, sales acceleration vendor Outreach is also rolling out expanded analytics and partnerships.
Finally, a few information services have build some sales acceleration tools into their services. Salesgenie offers a phone dialer and integrated email support while RainKing has added a dialer service.