Gartner Research

Hype Cycle for CRM Sales, 2018

Published: 09 July 2018

ID: G00338571

Analyst(s): Theodore Travis , Melissa Hilbert


Companies place heavy emphasis on increasing sales operational efficiency and effectiveness to optimize sales outcomes such as revenue or profit margins. To improve sales execution, application leaders supporting sales technologies must evaluate those that are emerging to maturing in the Hype Cycle.

Table Of Contents


  • What You Need to Know
  • The Hype Cycle
  • The Priority Matrix
  • Off the Hype Cycle
  • On the Rise
    • Conversational Engagement Analytics
    • IoT for CRM Sales
    • Partner Data Exchange Platforms
    • Sales Enablement Platforms
    • Algorithmic Guided Selling
    • Virtual Digital Sales Assistant
    • Quota Planning
    • BI Search/Natural Language Query
    • Embedded Analytics
  • At the Peak
    • Visual Configuration
    • Voice-Driven Sales Apps
    • Recurring Revenue Management
    • Customer Success Management
    • Voice of the Customer
  • Sliding Into the Trough
    • Account-Based Marketing
    • Sales Predictive Analytics
    • Sales Training and Coaching Solutions
    • Predictive B2B Marketing Analytics
    • Mobile Sales Productivity
    • Integrated Planning
    • Social for Sales
    • Sales Acceleration
    • Sales Performance Management
  • Climbing the Slope
    • Price Optimization and Management for B2B
    • Territory Planning
    • MDM of Customer Data
    • Partner Relationship Management (PRM)
    • CPQ Application Suites
    • Sales Analytics
    • Data Intelligence Solutions for Sales
    • Sales Contract Management
  • Entering the Plateau
    • Lead Management
    • Digital Content Management for Sales
  • Appendixes
    • Hype Cycle Phases, Benefit Ratings and Maturity Levels

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