A Single Solution for Modern Sales Execution

Sales execution platforms use embedded automation and artificial intelligence (AI) to help every member of the revenue team — from the top sales leader to post-sales personnel and everyone in between — dramatically increase their efficiency and effectiveness.

These platforms work in concert with an organization’s CRM to develop a more thorough and accurate customer data set to drive actionable insights. Every action that a buyer and seller take is an insightful clue to help understand what drives effective sales outcomes.

As a single system of action for all essential revenue-generating activities, from outbound prospecting to complex deal management and buyer engagement, sales execution platforms are uniquely equipped to deliver a competitive advantage for revenue organizations.

Sales execution platforms help sellers circumnavigate the time-consuming task of logging deal activity, such as emails sent, calls made, deal stage, and stakeholder information, by automatically capturing and organizing the thousands of detailed data points that collectively paint a picture of the deal. This includes buyer and seller activity like:

- Bilateral email communication
- Transcribed sales calls
- Buyer success plan
- Conversation notes
- Social media messages

This buys back time for sellers to focus on high-value pipelines and revenue-generating activities. In addition to powering seller workflows, sales execution platforms deliver a more thorough and up-to-date view of individual deals and the entire sales funnel — without the headache of building custom reports and disparate dashboards. This unlocks managers’ and sales leaders’ ability to coach sellers, optimize their pipeline, and accurately forecast the business.

Here is how sales execution platforms help revenue organizations drive efficiency, predictability, and growth across the three sales execution stages.


1.) Prospecting

Sellers are fighting for attention in a world of distraction. Sales execution platforms help reduce noise by bringing new horsepower to prospecting activities. With the help of AI and automation, sellers can drive efficient, high-impact outbound motions with sequences that deliver scalable, personalized interactions across various channels, such as email, phone calls, and social media.

The power of this data is unleashed through machine learning models that help sellers understand two important things: how to prioritize their time across a library of leads and what the most effective way to capture their attention is. Sophisticated AI models can discern meaning and intent, not just activity and conversion metrics. These granular insights are embedded in suggested sequences and real-time call intelligence — showing sellers exactly what next step is most likely to convert each lead.

This ability to understand buyer sentiment helps sellers make better decisions by knowing which individuals are at-risk of disengaging and how to recapture their interest. With AI-driven analytics, buyer sentiment analysis uses data from customer engagement to identify purchase propensity so sellers can focus their time on the most qualified leads. At scale, these capabilities unlock major improvements in efficient pipeline growth.

2.) Deal Management

With more touchpoints, stakeholders, and requirements placed on almost every deal, sellers need an arsenal of tools to delight buyers. Sales execution platforms provide sellers with real-time coaching and assistance during meetings by recommending specific talking points in the moment, taking notes, and documenting action items while monitoring relative talk time to ensure a conversation doesn’t become a monologue.

In a world where buyers demand in-the moment answers, these tools help ensure that sellers are equipped to answer questions about price, competition, and product details, all while staying on message.

Although in-the-moment tools help sellers make each interaction more valuable and engaging for buyers, B2B deals require sellers to orchestrate the entire sales process, not just individual conversations. As deal cycles become longer and more saturated with stakeholders, efficiently and effectively navigating multi-threaded opportunities can make the difference between winning and losing. Mutual action plans create a transparent and collaborative buying experience that keeps sales teams aligned with their buyers.

These tools provide a shared library of milestones, stakeholder information, documents, and action items. AI models use data from the mutual action plan and other deal signals to help sellers avoid roadblocks by flagging common deal delays.

For example, if a mutual action plan doesn’t include a clear decision-maker in the stakeholder chart, it will flag that as a risk. Combined with the power of playbooks and communication sequences, mutual action plans help sellers efficiently traverse complicated buying organizations to keep every stakeholder engaged.

3.) Forecasting

The art of forecasting is being upgraded into a scientific exercise that empowers leaders not only to know their revenue trajectory but to improve it.

Buyer engagement signals from prospecting and deal management activities enable real-time pipeline analysis for every lead and opportunity. Leaders don’t have time to interrogate every lead and opportunity; they care about accurately projecting business performance and creating opportunities to save at-risk deals.

By leveraging machine learning models incorporating detailed and accurate depictions of each deal, sales execution platforms better predict the trending revenue outcomes across the entire pipeline. In addition to being a more accurate forecasting tool, they also flag at-risk deals and provide a suggested course of action so leaders can efficiently and proactively ensure that sellers take the proper steps to convert opportunities into wins.

Adding these capabilities together evolves forecasting from a tedious pseudo-science built on complicated spreadsheets into a fact-based exercise of understanding the trajectory of the sales funnel and taking actions that ensure winnable deals turn into dollars.

Modern revenue organizations are capitalizing on a single platform that connects data from every aspect of the sales process to drive better decisions and outcomes at each cycle stage — treating the sales process as a single, connected journey, not a collection of independent moments.

Learn how you can do the same today by scheduling a complimentary strategy session with one of our experts.