Stephen Hurrell's Analyst Perspectives

Initiatives using AI Improve Marketing and Sales Effectiveness

Posted by Stephen Hurrell on Sep 20, 2022 3:30:00 AM

I have written about vendor efforts to use artificial intelligence (AI) and advanced analytics in their applications targeted at sales and revenue teams to improve focus and prioritize activities, both for pipeline management as well as individual opportunities. Since then, vendors have continued to innovate, and there have been more releases showcasing efforts to aid sales and revenue. And with this continuing innovation, we believe that by 2026, two-thirds of revenue leaders will begin considering a new generation of revenue analytics and data-driven applications designed to improve performance and productivity.

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Topics: sales engagement, AI & Machine Learning, revenue management, Office of Revenue

B2B Digital Commerce: The Good, Bad and Needed

Posted by Stephen Hurrell on Sep 8, 2022 3:15:00 AM

You would be forgiven for thinking that no one buys anything in person any more given the pages of digital ink spilled over the rise of digital commerce led by the rise and rise of Amazon. However, one quick errand run on a Saturday morning would easily give lie to this, as parking lots are full, not just at grocery stores but for everyday retail as well as big box stores. Likewise, in business-to-business (B2B) commerce, despite the advertised demise, person-to-person sales are still a major part of B2B purchases.

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Topics: Digital Commerce, subscription management, revenue management, Office of Revenue

Salesforce Commerce Cloud Targets the Segment of One

Posted by Stephen Hurrell on Jul 20, 2022 3:00:00 AM

There are more digital channels in the commerce space than ever before: the web, mobile apps, text, voice-activated “agents,” video and social channels. Conversational computing and hyper-personalization are transforming customer engagement, and organizations may need to undergo a digital platform renovation to optimize customer and product experiences or risk lagging behind competitors. B2B selling and buying are increasingly using methods similar to B2C digital approaches to mirror the digital commerce experience that has grown substantially within the last few years. Salesforce Commerce Cloud is one of the platforms utilizing this approach.

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Topics: Digital Commerce, Office of Revenue

Lead to Cash – What does it really mean to you?

Posted by Stephen Hurrell on Jul 13, 2022 3:00:00 AM

“Lead to cash” is an often-used term and is a companion to “quote to cash” and “order to cash”. What they all represent is an approach which recognizes that there is a process designed to convert a lead from a qualified interest to an active sale, through quote and contract negotiation, to order or contract, invoice and payment. “Quote to cash” and “order to cash” are subsets of this process, with different starting places, but ultimately end in the same place: with a payment for a delivered product or service.

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Topics: revenue management, Office of Revenue

The Member of the Sales Team that Technology Forgot

Posted by Stephen Hurrell on May 17, 2022 3:00:00 AM

Many – myself included – have written about the growth in technologies designed to aid in business-to-business sales and sales management by serving sales reps, line managers, executives and operations. But one area that has been ill-served is technical presales, or sales engineering. You may ask why this should matter. Aren’t presales engineers all about demonstrations? How could technology – beyond video conferencing – help?

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Topics: sales engagement, Office of Revenue