Salesloft and the Modern Revenue Workspace (Part II)

Continued from Part I


Salesloft CEO Kyle Porter suggested that the answer to overwhelmed sales reps is not more technology and data but better-designed tools and workflows that address the “Revenue Performance Gap.”  Salesloft’s Modern Revenue Workspace offers

  • “Proper insights at the right time
  • The ability to take action
  • The ability to communicate
  • The coachable moment”

Instead of a series of tools, Salesloft is positioning itself as one of Gartner’s “alpha platforms” that broadly ties together sales workflows and channels.  Gartner noted a set of attributes of these platforms:

– “Alpha Platforms are hyper-aggressive vendors who are broadening capabilities at a breakneck speed. 

– It’s not just M&A, some companies will evolve into alpha platforms by building capabilities. This is totally doable, they just have to be able to work fast.

– Alpha platforms aren’t necessarily buying competitors in the same category – they are buying into adjacent categories.”

Gartner Analysts Craig Rosenberg and Dan Gottlieb, “Sales Tech Mayhem: 39 Observations From a Scorching Hot Tech Market,” Garter Blog (July 28, 2021)

“It’s a time to tell a new story about sales and provide you with a complete, digital go-to-market solutions your sellers and sales teams need,” said Porter.

The Salesloft Platform supports Deals, Conversations, Cadences, a partner ecosystem, administration, and governance

According to Salesloft Chief Product Officer Ellie Fields, this advanced sales platform is “built for sellers.”  It reduces workflow friction, allowing reps to “take faster action” and prioritize their time.  The platform also serves as a centralized engagement hub with the “most critical tools for digital selling,” including email, phone, SMS, meetings, social, etc.

The Modern Revenue Workspace deploys data and AI within the workflow, delivering insights such as the most engaged prospects, deals at risk, and “trends that improve outcomes.”

The Salesloft platform acts as a hub for digital selling, driving alignment across the revenue team.  Along with Deals, Conversations, and Cadences, the platform synchronizes data with a system of record (Salesforce, MS Dynamics, or HubSpot) and supports sales intelligence and workflows with over 115 ecosystem partners.

The new release is based on a set of advanced objectives:

  • Take Action Anywhere – Communications channels are available throughout the platform.  For example, reps can call, email, book a meeting, or send an SMS message within the Deals view.  Digital communications are then captured and analyzed, helping identify “the most engaged prospects, stalled but winnable deals, and trends that help revenue teams adjust course to improve performance.”
  • Know What Changed in Your Deal – Reports identify which opportunities were updated, how long the deal is in the current stage, and whether the close date or amount changed.  For example, progression indicators are now displayed in Pipeline Review and Deals reports.
  • Enterprise Ready Conversations – Salesloft continues to enhance its communications channels with support for Microsoft Teams, native Zoom and WebEx support, improved transcription, and governance enhancements.  The native Zoom support is more reliable than the previous bot tool.  Salesloft also added Consent to Record for MS Teams and will be adding it for other platforms and its dialer.  They also added English language recording announcements with additional language announcements in development.

    The enhanced Conversations transcription engine offers “improved accuracy, searchability, and filtering” that helps managers and sellers “easily identify buyer and market trends and coaching opportunities to set more meetings, build more pipeline, speed deal cycles, and improve the chances of winning more deals.” 

    A new Conversations Summary is delivered to inboxes.
  • Unify Communications across Channels – Conversations in Activity Feed provide updates on important meetings.
  • Understand Outcomes across the Platform – Outcomes in Step Analytics identify which steps are working, helping improve Cadences.
  • Insights Anywhere – A Meetings panel on the home page summarizes pending meetings to assist with call prep.
  • Automate No-Show Workflows – New cadence workflows help reps reschedule missed meetings.  A “partial show” workflow also provides the call hyperlink and summary to those who missed a meeting.

At a high level, the goal is to remove friction in the sales process by reducing the need to jump from app to app.  Instead, reps can engage with shareholders and obtain insights from anywhere in Salesloft.

Future items include SHAKEN/STIRRED registration, native Google Meeting support, and Salesforce Event field logging.

The Salesloft Opportunity Dashboard supports custom coloring for Deal Gaps to highlight deals most at risk.

Revenue Grid Series A

Revenue Grid Pipeline Analytics displayed within Salesforce

Revenue Grid which rebranded last year from Invisible.io following its pivot into revenue intelligence, closed on a $20 million Series A to expand its AI-based revenue insights and guided selling recommendations.  The round was led by W3 Capital, with participation from ICU Ventures and existing investors.

Funds will be dedicated to scaling company growth with investments in sales, marketing, and R&D.  The firm plans to continue innovating around guided selling, revenue intelligence, and best practices research.

“Revenue Grid is ahead of the market in intelligent, guided selling, and sales automation,” said Steve Wadsworth, Partner at W3 Capital. “What has impressed us the most about Revenue Grid is their level of technology and product advancement and their innate understanding of the Sales and Revenue functions within organizations. Revenue Grid has already developed the solutions that the market is just now starting to look for.”

Revenue Grid offers a set of revenue opportunity, engagement, and risk signals that spur sales reps to take action.  It also automates sales routines, supports playbooks, fosters best practices, recommends modifications to the sales process, and measures the impact of recommended changes.

Core Revenue Grid capabilities include CRM data auto-capture, pipeline inspection, health checks, deal guidance, and revenue signals.

Revenue Grid ingested over one billion “communications items” to train its AI, including emails, meetings, and calls.  Communications are indexed by industry and sales process types and correlated against success rates.  Other features include sentiment analysis, sales opportunity summarization, and detecting demand unit members that have not been associated with an opportunity or added to the CRM.

“Revenue Grid can track objections and suggest the right mitigation on different levels of the sales funnel — from lead outreach to late opportunity stages. [It can] understand a communication type like ’email ping pong,’ ‘on hold,’ ‘no authority or power,’ and commitments tracking like whether email needs replying or whether a specific date for follow up or commitment was mentioned.”

CEO Vlad Voskresensky

“It is our mission to give companies an unbeatable competitive advantage by completely digitizing their sales processes, and right now we are in the perfect position to expand globally and help companies transform their sales process,” said Voskresensky.  “We are bringing smarter AI to sales, but it goes beyond just that.  It is quite literally shifting the sales tech stack from the ‘view mode’ to the ‘do mode.’”

While the round is a Series A, Revenue Grid is well established with 1,200 customers, including Hilton, Western Union, Moody’s, Trip Advisor, Red Cross, and Robert Half.  Over 800,000 sales professionals rely on Revenue Grid.  Through OEM deals, it supports an additional 20,000 companies.

The firm claims that its platform generates 21% faster revenue per account for its clients and offers a 250% ROI.

Revenue Grid is growing “seventy to eighty percent year-to-year,” said Voskresensky.  The firm has a 96% retention rate and net retention over 100%.

Revenue Grid has a team of 150 and plans to add another 50 headcount by 2022.

“[This] whole round is an equity investment. It’s actually our first round, prior to which we were bootstrapped and profitable,” Voskresensky said.  “Honestly, when the pandemic hit, we didn’t know what it would mean to our business, but it was actually a period of growth.  Our products became invaluable for sales reps as they all moved to working remotely, and it helped them stay focused, organized, and efficient.”

Revenue Grid also announced that highly regarded industry veteran Bob Stutz joined their board.  Stutz is the President of Customer Experience at SAP and previously served as CEO of Marketing Cloud, Chief Analytics Officer at Salesforce, and Corporate Vice President for Microsoft’s Dynamics CRM.   Stutz will assist with the product roadmap, revenue growth, and market expansion.

“Revenue Grid is a very interesting company as they look at optimizing sales processes in a very innovative way, and I am very excited to join their board to support them in growing their business on a global scale,” commented Stutz.

Revenue Grid did not announce its current valuation.

Revenue Grid Guided Selling Recommendations displayed in Salesforce.

Brainshark Growth and Training Partnerships

Once again, I’m writing about a SalesTech or B2B MarTech firm that had strong growth during the pandemic.  Simply, B2B firms sped up their digitization and looked for online methods for internal and external communications.  With WFH and the recognition of subscription revenues over the life of contracts, it is highly likely that 2020 strength will continue into 2021.  In the case of Brainshark, they increased both their new business contracts and multi-year renewal rates.  Brainshark also announced off-the-shelf learning content from a pair of training companies: ValueSelling Associates and 2Win!.

Sales Readiness vendor Brainshark posted sixty percent growth in platform usage last year with a 38% increase in new business.  71% of the new contracts were multi-year, with multi-year renewals up 40% year over year.

“Companies across the globe had to completely rewrite their playbook when the pandemic began disrupting business one year ago,” said CEO Greg Flynn.  “Many realized improving their sales readiness was a way to gain a competitive advantage.  They also realized Brainshark’s proven, award-winning platform was just the tool they needed.  We’re especially thrilled to see our customers utilizing our coaching solution more than ever because we’ve seen first-hand the impact it can have on an organization’s bottom line.”

Citing a CSO Insights study that found that firms with dedicated sales enablement teams had a 15.3% higher win rate on forecasted deals, the firm stated, “Brainshark can be the foundation of a successful sales readiness strategy, helping organizations equip sales reps with the knowledge and skills they need, measure preparedness, and connect readiness to revenue.”

Brainshark Sales Readiness Scorecards include CRM data

Last year, the firm launched Sales Readiness Scorecards, which “provide more powerful, instant, and comprehensive visibility into whether reps and their teams are prepared to engage with clients and prospects.”  Scorecard data is pulled from Salesforce, providing firms with pipeline and performance KPIs.  In 2021, Brainshark plans to deepen CRM integrations for expanded metrics and coaching tools.

“The questions sales enablement professionals need to answer go beyond ‘Are our reps ready?’ The more important question is, ’Are our readiness and enablement programs working?  Scorecards provide that clarity.  Enablement leaders can discover which reps need help with certain parts of the sales process, and then build learning programs to address those areas for maximum impact.  At the same time, sales managers have critical performance data at their fingertips that allows them to be better, more strategic coaches.”

Brainshark Chief Product Officer Greg Keshian

2Win! training “helps sales professionals master demo, presentation, client success, and storytelling skills, especially in a virtual world.”

Julie Thomas, CEO of ValueSelling Associates, said, “Our eValueSelling Fundamentals is a fast track for those who want to learn value-based selling.  By blending real-world examples with interactive exercises and quizzes, users learn how to prepare for a sales call, assess the health of opportunities, and ask questions that engage prospects.  This program makes for a perfect integration into Brainshark’s platform, allowing sales enablement leaders a simple and convenient way to build their training content and accelerate their results.” Brainshark lists BCI and go1 as additional training content partners.

Highspot Series E

Highspot became the latest Seattle-area unicorn following a Series E that valued the firm at $2.3 billion.  The Sales Enablement platform, which was launched nine years ago by three former Microsoft employees, closed on a $200 million round led by Tiger Global Management.  Bain & Company, CONIQ Growth, Madrona Venture Group, OpenView, Salesforce Ventures, Sapphire Ventures, and Shasta Ventures also participated.

“Sales enablement is about more than sales.  It connects everyone from marketing and sales to post-sales in delivering a unified buying experience that wins, retains and expands customer relationships,” said Robert Wahbe, CEO, Highspot. “Scaling your go-to-market strategy is a complex process with a large gap between strategy and action.  We close this gap.  Our single, unified platform improves sales performance by turning strategy into successful execution.”

Customers have deployed the Sales Enablement Platform for sales onboarding, ongoing training, content management, guided selling, rep coaching, engagement intelligence, and 360-degree analytics.  They include DocuSign, General Motors, John Deere, Nestle, and Verizon Media,

The firm has over 500 employees in Seattle, London, and Munich.  It plans to open an office in France and enter the APAC market in 2021.  In May 2020, it opened up a Munich office to support its D-A-CH operations.  Highspot doubled its EMEA revenue in 2020.

Highspot supports users in 125 countries.

Highspot does not disclose its revenue but told Bloomberg that ARR increased 900% over the past three years.

Last year, Highspot connected over three million salespeople, channel partners, services reps and customers in digital sales experiences, with usage double that of 2019.  Highspot’s community of sales enablement professionals, Sales Enablement PRO, reached 13,000 members.

“Salesforce changed sales 20 years ago. Marketo changed marketing 10 years ago. Now, Highspot’s vision is to fundamentally change the way companies go to market,” said John Curtius, Partner, Tiger Global Management. “Highspot’s secret is an authentic commitment to people – their employees, customers and partners – that inspires a tremendously collaborative and resilient culture.  We believe they’re capable of sustaining unmatched levels of innovation to achieve their vision.”

“There’s a famous Harvard Business Review article that 70% of strategic initiatives don’t work.  Sometimes it’s not because the strategy isn’t right, it’s because they can’t translate it to the actions taken every day by their frontline sales team.  We allow them to do that.”

Highspot CEO Robert Wahbe

The new funding will “accelerate platform development, including deeper insights into go-to-market strategy and execution offered through Highspot’s industry-only Scorecards.”  

HighSpot also plans to grow its partner ecosystem, expanding its sales methodology training partnerships, technology partners, and Sales Enablement PRO community.

To fuel its growth, Highspot is hiring across “every business function.”

“Over the past year, sales enablement has emerged as a strategic imperative,” said Mark Kovac, Head of Bain & Company’s Global B2B Commercial Excellence Practice.  “Companies that have built world-class enablement teams and technology are managing change and uncertainty at scale, while others struggle with agility and inconsistent performance.  We believe Highspot’s differentiated approach will become the foundation upon which modern businesses achieve consistent revenue growth and market share gains.”

Revenue Grid Guided Selling (Part III)

Continued from Part II (or start at the beginning)…


Because Revenue Grid has a long history as an integration platform, it supports both cloud and on-premise implementations.  Financial Services firms, which have higher data protection requirements and have been slower to adopt cloud platforms, make up roughly 30% of its turnover.

The Revenue Grid service is available for $75 per user per month.  The firm offers volume and multi-year discounts.  The service was previously sold as three modules: Revenue Engage (Sales Engagement), Revenue Inbox (CRM synchronization), and Revenue Guide (Guided Selling), but Revenue Grid now bundles the three services into a unified Guides Selling platform.

Aragon Research, which focuses on Sales Enablement, labeled Revenue Grid one of its 2020 hot vendors in May:

“What makes Revenue Grid hot is the platform’s focus on revenue intelligence and leveraging statistical and AI insights to drive the consistency of each stage of the sales pipeline and its efficiency.  The platform has guided selling features that can suggest the next best step to a sales rep and alert the team to a misstep or a missed action. It also has sales coaching and team analytics to track individual performance.”

Jim Lundy, Aragon Research Lead Analyst, “Hot Vendors in Sales Enablement, 2020”

Aragon recommended Revenue Grid for enterprises looking for a “sales enablement platform with comprehensive, built-in AI functionality.”

Founded in 2005 as InvisibleCRM, the firm rebranded in 2020 to capture its broader product portfolio for sales teams, focusing on “customer engagement and actionable revenue intelligence.”

Revenue Grid is based in Mountain View, California, with offices in Atlanta, Washington, and Delaware. It’s engineering team and EMEA headquarters are located in Kyiv.

Revenue Grid has an eight-digit ARR and 65% year-over-year growth.  Customers include BASF, Volvo, Honeywell, Lufthansa, and Union Pacific.  It is self-funded, having received only a $1.5 million Series A in 2006.

Revenue Grid Guided Selling (Part II)

Continuing from Part I, a discussion of Revenue Grid and its approach to Guided Selling.


Revenue Grid looks to take the CRM system of record and supplement it with insights and actions that move deals forward.  Insights are both positive and negative.  Risk flags include “The decision-maker is not invited to the demo,” “Close data has been changed for the Nth time,” and “Pricing was discussed at the meeting, but no quote has been sent.” By delivering insights to sales reps and their managers, loose ends, which could result in deal losses or delays, are flagged.  Sales reps and managers can then act upon these insights.  Revenue Grid can also make suggestions based upon internal playbooks and best practices.

In short, AI, historical data, and real-time data are employed to build a set of insights and recommended actions.

Revenue Grid goes beyond engagement metrics at accounts. It delivers a broad set of insights that include competitor mentions, lack of recent decision-makers responses, meetings without agendas, quarterly and monthly trends, and team performance.  In January, sentiment analysis will be added to their insights.

An Opportunities view provides real-time pipeline visibility across all accounts.  Reps can quickly update any opportunity information with the updates synced with the CRM.  Sales reps and managers then have a single-pane of glass displaying current opportunities.  Managers are notified of deal size changes, close dates, and scores and can track activity flow.

The Opportunities view includes signals, next steps, last touch, and overview data, providing a quick synopsis of where each deal stands.

Conversational Intelligence records and transcribes voice and video calls, then indexes and analyzes meetings for insights.  Corporate email communications are also analyzed for insights.  Revenue teams and managers can review call transcripts and listen or view significant moments during the call, with summary topics and insights called out.  Conversational Intelligence is also available for coaching and onboarding sales reps.

Conversational Intelligence recordings and transcripts are saved to accounts and opportunities.

A meeting scheduler fronts Conversational Intelligence.  Reps can insert multiple time slots with clickable times in their emails or offer a calendaring link.  Events are automatically synced between Salesforce and Outlook or Gmail.  Other features include calendar delegation (i.e., setting up an admin or CSR to schedule meetings), recurring event scheduling, and group calendaring across the organization.

Salesforce email synching captures emails, scheduled meetings, contacts, tasks, and attachments.  Accounts, Contacts, Opportunities, and Custom Objects are available for syncing, and multiple records may be updated.  Salesforce admins can set up activity auto-log rules, triggering Salesforce processes.

Sales Coaching offers a team performance view that displays revenue booked by reps alongside leads processed and time spent on external meetings, inbound external meetings, and outbound emails.

A Forecasting report evaluates the target, best case, and committed revenue for the team with plan, commit, and open pipeline values for each rep.  Managers can also compare past periods to find trends and set triggers to send notifications when thresholds are exceeded.

An Activity view displays inbound and outbound communications from sales and marketing over time with adjustable time windows.  Unfortunately, the activity graph does not rescale, making it difficult to view activity over an extended period.

Revenue Grid also supports Relationship Intelligence, showing an Account relationship map and flagging individuals in the organization with established relationships for introductions or briefings.

Revenue Grid’s sales engagement features include multi-channel sequences, email templates, and email tracking.  Channels include email, phone, SMS, and LinkedIn.  Sequences may be managed directly from within Salesforce, Outlook, or Gmail.  All Revenue Grid capabilities are available in the native Salesforce mobile app, including email analytics, notifications, and sequences.

Admins can perform A/B testing of sequences.

Revenue Grid detects replies from one or multiple recipients, out of office notices, opt-outs, and bounces.  It then pauses or halts sequences automatically.  It even halts sequences if the recipient is mentioned in an email or meeting invitation.

An email sidebar displays Salesforce data directly within inboxes and suggests relevant, actionable Signals.


Continue to Part III.

Revenue Grid Guided Selling

Revenue Grid which describes itself as a Guided Selling vendor, offers a hybrid platform with sales engagement, revenue intelligence, relationship intelligence, meeting management, and conversation intelligence.  Unlike many startups in these spaces, Revenue Grid comes to market with fifteen years of experience building native platform integrations behind the firewall and in the cloud.  It then layers on top reports, analytics, and an Outlook/Gmail/LinkedIn sidebar for identifying opportunities at risk, next steps and missed actions, engagement scores, and pipeline analytics.

“Algorithmic guided selling leverages emerging AI technology and existing sales data to guide sellers through deals, automating manual sales actions while reducing the need for individual seller judgment in the sales process,” wrote Gartner.  Guided Selling is data and process-driven, with Next Best Action recommendations that make CRMs actionable.

Guided Selling intelligence is gathered from CRMs, emails, calendars, phone calls, and videos.  Engagement is measured across these channels and delivered as a set of insights and revenue signals that support Guided Selling.  Signals are Next Best Actions based upon AI recommendations and sales playbooks.  

Revenue Grid describes signals as “contextual, actionable notifications that tell your whole sales org what is going well or poorly throughout your whole sales process.”  Sales reps can act on recommendations by merely clicking on the signal.

These definitions can all get confusing, but the vision becomes clearer when skipping past the inputs and technology and merely considering which sales and management questions Revenue Grid looks to address.  Revenue Grid answers a host of sales rep questions, including

  • Which deals should I focus on today?
  • How likely am I to close the deal this month or quarter?
  • How can I improve my odds of winning this opportunity?
  • Which deals are at risk and why?  
  • Did I complete all of the post-deal activities discussed on the call?
  • Have I updated all my opportunities before tomorrow’s deal review?
  • How can I prepare for a meeting?
  • Does anybody at my firm have a relationship with key decision-makers?
  • How is engagement across the account?  Am I building relationships with the key stakeholders?

Likewise, managers can answer questions such as

  • Are sales reps focused on the right things?
  • Do sales reps know what to do next?
  • How can I guide reps in each deal?
  • Which deals are moving, stalled, or at risk?
  • Do my reps know what to say at meetings? Do our scripts work?
  • How do I know my coaching is effective?
  • Which committed deals are unlikely to close?
  • How do I improve our forecasts?

Part II discusses Revenue Grid’s feature set.

SalesLoft Coach to Close

SalesLoft rolled out its winter release before Christmas.  The lead feature was their Coach to Close functionality that provides frontline managers with “visibility into the specific sales stages where their sellers need the most help.”  Coach to Close aids managers in identifying and proactively coaching reps on the deals that are critical to exceeding quarterly targets.

Coach to Close analyzes stage-to-stage conversion rates at the rep and team level, helping managers identify where deals are being lost and then “quickly drill down into each deal to proactively coach reps through those problem stages.”

“There are always a handful of deals that make or break a quarter.  Helping your sales reps progress and close those deals is your number one priority as a sales leader,” said SalesLoft CRO Steve Goldberg.

Coach to Close provides Deal Analytics (i.e., team and individual conversion rates), a Deal Activity Timeline that tracks account engagement across the buying cycle, and Deal Details that summarize communications, including email, phone, and recorded videos.  

“We are giving our customers the power to unlock and understand their sales data. With outcome-driven reporting and AI/ML-based activity prioritization, sales managers can now spend their time in the areas that will generate the most impact.”

Frank Dale, SalesLoft VP of Product

The other central element in the winter release was integrated support for Microsoft Dynamics 365.  Sales reps can log emails, calls, LinkedIn activities, and other cadence steps directly from MSD.  The Dynamics integration is now generally available.

“Dynamics customers are asking for help as they transform to a digital selling motion,” said Goldberg. “This integration allows companies to leverage all the data in their Dynamics instance to more effectively and efficiently prospect and sell to their customers.”

Other new winter release features include

  • Multi-touch cadence workflows that allow reps to communicate across multiple channels at the same time.  For example, a sales rep can send an introductory email and then Connect on LinkedIn.  Users can run the steps in any order, and emails can be scheduled for later in the day.
  • Bulk edits in workflow management to quickly update users.
  • Filter by Salesforce Opportunity Data lets users filter and sort recorded conversations by Opportunity Stage or other variables.  Users can “easily leverage Salesforce Opportunity data to identify milestone conversions, filter and save views, or access recordings directly from the Opportunity view with our new unified workflows.”

Integrations with Zoho CRM and Qotient talk tracks are coming soon.

November integrations included 6Sense (account data and insights), MonsterConnect (outsourced dialing team), and Vertify (CRM and MAP lead reply analytics).

SalesHood Coaching Command Center

SalesHood Launches Coaching Command Center for Front-Line Managers to Scale Virtual Sales Coaching

Sales Enablement vendor SalesHood released Coaching Command Center, a set of templates, reports, and prompts to assist front-line managers in elevating the performance and win rates of their teams.  

“We’re excited to release more innovation for virtual sales coaching,” said SalesHood CEO Elay Cohen.  “We’re committed to helping front-line managers be better at developing their remote teams and boosting their win rates.”

In a call with GZ Consulting, Cohen emphasized that SalesHood focuses on productivity and outcomes for both sales reps and front-line managers, looking to raise the bar for all managers.  The new Command Center is a coaching dashboard that analyzes performance and what sales reps are doing.  It fosters managerial actions through celebrations, risk identification, and recommending Next Best Actions.  A meetings-in-a-box feature supports coaching huddles and hands-on training, with recorded calls as input, and coaching to-dos.

According to Cohen, “curated coaching can be prescriptive” and should be performance and data-driven.  It should also be scalable and repeatable, making it easy to schedule classes, coaching, and call reviews.  Templates facilitate discussion and coaching.  Open questions and training sessions are noted, and sales reps are notified if task assignments have not been addressed before the next one-on-one.

Along with templates, SalesHood provides a library of sales training tools, including battle cards, product playbooks, and win stories.  Video recording guidance helps non-training professionals (e.g., product managers, competitive analysts, sales operations) chunk content into modules and cover key topics.

New Command Center tools include programs and coaching activities, team leaderboards, curated team videos, prioritized coaching activities, and coaching templates.

The graphical program tracker displays a data-driven timeline with drill-down tasks, helping front-line managers view programs and coaching activities.  The program tracker assists with one-on-one coaching through automated activities, notifications, tips, and scorecards.  A notification flag appears in the right corner of the top banner, letting managers immediately access pending coaching activities.  For example, if there is a recorded pitch for review, the manager can review the video and offer feedback.

Team Leaderboards summarize team performance across engagement, completion, and performance metrics.

Team videos are submitted and reviewed by managers for comments and celebration.  Videos include pitches, demonstrations, presentation dry-runs, deal wins, and stories.

Prioritized coaching activities are delivered to front-line managers on desktop and mobile devices (iOS and Android native apps) with automated coaching activities for pitch practice, role-playing, quizzing, assessments, and story submissions by their team.

SalesHood is packaged with a set of customizable templates for deal reviews, one-on-ones, and even quarterly business reviews.  Templates are customizable to reflect the industry, markets, and sales strategies of firms.

“Right out of the box, SalesHood provides solutions for more structured, more efficient, and more lucrative sales team management,” claims the firm.

“Sales coaching creates space for collaborative skill and deal development conversations.  Effective sales coaches give sales professionals the responsibility of ownership and accountability for their deal strategies from planning to preparation to close…

No longer will you be in the dark on how your reps are pitching to customers or handling common objections. You’ll be in the know as to how and if they are onboarding effectively.  Are they retaining product knowledge?  Do they understand the crucial competitive plays?  Is their messaging creating interest?  Is it aligned with the corporate message?”

“SalesHood Sales Coaching Demonstration” video

Aragon Research predicted that by the end of 2021, 55% of enterprises will have deployed digital sales coaching and learning.

“High performing sales organizations are now making sales coaching and learning a daily habit,” says CEO of Aragon Research, Jim Lundy. “Top salespeople are constantly practicing, and the best managers conduct regular coaching.”  Despite the known correlation between coaching and performance, managers and their teams have been unable to embed this practice into their daily workflows.

Aragon Research placed SalesHood in its Leader quadrant for Sales Coaching and Learning (July 2020), scoring the highest on strategy, but below the other leaders on performance.  Aragon listed a broad set of SalesHood strengths, including sales coaching and learning, sales content management, and front-line manager enablement.  However, the firm noted that SalesHood lacks market awareness.

RingDNA Releases Guided Selling

Sales Enablement vendor RingDNA released Guided Selling, a set of Next Best Actions (NBA) for sales reps.  Guided Selling advises sales reps on what to do, when to do it, whom to contact, and what messaging to employ.  Sales managers can create and deploy preferred playbooks to their salesforce, even without face-to-face training.  Both inbound and outbound selling plays are supported, helping “implement proven playbooks at scale.”

“When you know what winning deals look and sound like, you know exactly where to focus to improve outcomes,” said RingDNA CEO Howard Brown.  “Guided selling uses artificial intelligence to provide revenue teams with tools, insights, and next best actions necessary to win deals, grow accounts, maximize revenue.”

“It’s a fool’s errand to expect a 22-year-old sales development rep (SDR) fresh out of university to develop a consistent, scalable, repeatable prioritization, execution, and qualification process.  Be prescriptive in your expectations and methodical in the tools you arm your teams with…for the overwhelming majority of your team—who have never held full-time, quota-carrying roles and aren’t able to think strategically yet—you must be prescriptive.  You need to show them how to think strategically and tactically as they approach their daily work.”

TOPO analyst Phoebe Conybeare

Guided Selling is embedded into the Salesforce Sales Cloud and delivers prioritized actions for opportunities, contacts, and leads, helping reduce sales rep planning time.  The AI-powered task list recommends the tasks that will put sales reps on “the shortest path to revenue.”  The task list is dynamic, updating based upon prospect behavior.  Thus, priorities are reassessed based on prospect interaction with e-mails, web forms, multi-media, and social media.

Guided Selling includes a set of best-practices templates based upon billions of sales interactions monitored by RingDNA since its 2012 launch. Salesforce Dashboards help managers optimize cadences and messaging, allowing them to test and refine rep workflows.  Cadence activities across e-mail, phone, text, and social are synchronized with Salesforce.

Gartner stated that 51% of sales organizations have deployed or plan to deploy algorithmic-guided selling over the next five years.

“Intended to augment more traditional sales tools, such as sales playbooks, algorithmic-guided selling uses sales data to boost the seller’s ability to engage with prospects…Algorithmic-guided selling leverages artificial intelligence technology and existing sales data to guide sellers through deals, automating manual sales actions while reducing the need for individual seller judgment in the sales process.”

Tad Travis, Gartner VP of Research, “Algorithmic-Guided Selling to Have Significant Impact on Sales Productivity”

“In this new remote paradigm, companies are having to do more with less,” said Brown.  “Guided Selling is a total game-changer for sales teams, as it uses AI to focus reps on next best actions while empowering them to build stronger relationships and better solve customer problems.”

Guided Selling is Generally Available.