Leading Independent Research Firm Highlights Growth of Sales Development Platforms in B2B Tech Stack
Shifts in Buyer Behavior Driving Widespread Adoption of Data-Driven Solutions for Managing the Human-Side of Sales Acceleration
BURLINGTON, MA (August 9, 2016) – Qstream, makers of a mobile sales capabilities platform for igniting high-performance teams, today announced that Forrester, one of the world’s most influential research and advisory firms, has cited the company among those driving growth of the emerging Sales Development Platforms (SDP) category. With the addition of 95 new enterprise accounts and greater than 94% average engagement in the first half of 2016, Qstream’s success validates strong interest in new methods for keeping critical sales competencies aligned with the needs of today’s buyers.
“The influx of Millennials into the sales force is increasing pressure on go-to-market leaders to upskill and enable their sales forces with the more creative and modern techniques and tools that SDPs offer, ” according to Forrester’s TechRadar™: B2B Marketing Technologies, Q3 2016.
As the estimated $12 billion sales tech landscape grows increasingly more complex, the TechRadar aims to help organizations rationalize their existing tech stack and prioritize future purchases amidst changes in buyer behavior. With the emergence of new solutions for managing sales capabilities effectively at scale, today’s executives are well-positioned to manage shifts in buyer behavior. “Expect to see exciting growth trajectories for some leading SDPs, ” the report concludes.
Unlike solutions that tether client conversations to prescribed content, Qstream equips sales reps for value-added business conversations, facilitates more effective coaching through data-driven insights, and unlocks the potential of CRM investments by allowing sales leaders to augment pipeline, forecast and other performance KPIs with sales capabilities data to fundamentally change the way that sales management is conducted. Client results include 20% higher quota attainment, 12% decrease in turnover and 3% improvement in gross margin.
“Companies today invest millions developing their sales funnel, yet when it comes time to closing deals, research shows that most achieve less than 60% of forecast on average. Qstream fixes that, ” said Duncan Lennox, Qstream CEO and Co-founder. “Changing rep behaviors and knowing what they are personally prepared to bring to every client interaction is the missing link for sales leadership. Qstream is changing the game with a new class of business intelligence that addresses the critically important ‘human-side’ of sales acceleration.”