Sales enablement vendor Brainshark and AI-based sales pipeline management vendor TopOPPS announced a strategic partnership that “will empower sales organizations to deliver ‘in-the-moment’ guidance that improves reps’ skills at key points throughout the sales cycle.” The combined solution is tailored to the individual learning needs and styles of each rep across the buyer journey. TopOPPS delivers sales pipeline insights and forecast metrics that help management “understand pipeline activity and identify deficiencies before they impact yield.” The combined solution identifies skills gaps and then suggests Brainshark learning content.
“Many sales organizations try to do pipeline analysis through their customer relationship management (CRM) systems – but these systems are simply data repositories that provide no actionable insights for sales leaders,” said TopOPPS CEO Jim Eberlin. “TopOPPS brings that data to life – providing activity analysis at the individual rep level, which enables a much more accurate assessment of pipeline health and productivity. This enables sales leaders to then use Brainshark to act on this data by delivering targeted coaching that directly impacts revenue.”
For example, Brainshark training metrics are displayed in a combined Coaching view (see the figure on the right). The view helps managers “track training processes and knowledge retention to understand the readiness of each sales rep and sales team’s ability to sell at the highest level.” The view also includes over twenty trended sales measures, training insights, and pipeline metrics.
“Managers, a lot of times, will just coach reps generally or are guessing on what they need coaching on. Our AI (artificial intelligence) will actually pinpoint and make it more precise on exactly what a rep needs coaching on,” said TopOPPS CEO Jim Eberlin.
The two firms have a joint go-to-market strategy and revenue sharing agreement.
The TopOPPS partnership, along with Brainshark’s recent acquisition of sales scorecard vendor Rekener, is part of Brainshark’s mission to deliver “a true data-driven sales readiness platform.”
“Through our acquisition of Rekener last month, and now our partnership with TopOPPS, Brainshark is transforming sales-readiness from art to science,” said Brainshark CEO Greg Flynn. “With our data-driven platform and associated technologies, sales leaders will always have easy access to the information they need to orchestrate and execute effective sales-readiness strategies that deliver quantifiable growth in corporate revenue.”