Blockchain for lead generation also provides sales organization with opportunities to lower costs allocated to data intelligence solutions and master data management solutions by removing the “middle man.”
“Despite all its potential benefits, it will take time for organizations to take notice of blockchain for lead generation due to its embryonic stage,” said Mr. Zijadic. “Sales leaders should seize the opportunity to learn more about blockchain’s potential use cases while preparing for an increase in the vendor landscape.”
Other notable technologies in this year’s Hype Cycle include:
- Digital adoption solutions: Digital adoption solutions are a new category of technology used to improve the adoption of multiple tools across the organization. They enable new sellers to onboard more quickly and allow tenured sellers to focus more on selling than the execution of tasks, improving productivity for all.
- Sales engagement platforms: Sales engagement platforms expand sales enablement capabilities by using information about buyer and seller engagement to deliver better sales results. One notable benefit is its ability to measure prospects’ levels of engagement based on how often they download content and interact with sales representatives. When this is combined with coaching capabilities, managers can measure how well their teams are adhering to sales process expectations.
- Conversational engagement analytics for sales: Conversational engagement analytics for sales tools use proprietary artificial intelligence algorithms to analyze audio conversations in order to deliver insights into the quality of interactions with prospects and customers. The technology is relevant to organizations seeking solutions to improve the performance of B2B inside sales representatives where interactions occur primarily by telephone.
Gartner for Sales Leaders clients can learn more about these sales technologies in the report “Hype Cycle for CRM Sales Technology, 2019.”
The Innovation Trigger within the Gartner Hype Cycle starts when a breakthrough, public demonstration, product launch or other event generates press and industry interest in a technology innovation.
About Gartner for Sales Leaders
Gartner for Sales Leaders provides heads of sales and their teams with the insights, advice and tools they need to address mission-critical priorities amid mounting pressures to drive growth through new and existing customers. With extensive qualitative and quantitative research, Gartner for Sales Leaders helps sales teams combat commoditization and price-based purchasing, develop critical manager and seller skills, elevate the value of sales interactions, unlock existing growth potential, and optimize sales force enablement.