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Head of Sales Operations, 201 - 500 employees
I feel like a lot of tools over promise and under deliver. And it always comes back to Salesforce. I actually went through experience where, in my previous company, we migrated from Salesforce to Dynamics, and there were some strategic reasons for it. But then what ultimately happened is, two years later, we got acquired and the venture capital firm looked at it and said, "Well, enough of fun, we're migrating back to Salesforce." So two years later, we migrated back to Salesforce. I feel it has this level of simplicity combined with some aesthetic rightness to it. And whoever is trying to build something on top of it, there's all these smart things which start working around it, but it just doesn't have that same flavor. So I can't tell you three, I'll just combine it all to Salesforce.
2 Replies
Sr Director Bus Ops & SW Transformation in Software, 5,001 - 10,000 employees

I think kudos to Salesforce. They don't just have a platform, but they have, now, a significant community.

Head of Sales Operations, 201 - 500 employees

I don't think anybody's questioning that Salesforce is the best CRM out there.

VP, WW Sales Operations, 501 - 1,000 employees
I can honestly say I would not go work for a company if they weren't using Salesforce. Now that's personally me just because I know the tool so well, and it's so integral to me rolling out the strategies and the infrastructure that I need to roll out for each one of the business functions. Whether it be sales development, marketing, field sales, SEs, customer success... I just know Salesforce so well that it would take me 2-3 times longer to roll out some of the stuff that I needed to roll out if I had to learn it in Dynamics or some other tool. Salesforce is that foundational component for sales ops. There are some other cool tools that I'm interested in seeing play out. There's this whole sales development productivity suite, which is like the outreaches and the sales lofts. We use Outreach today, and I've seen so much innovation there. That's the first tool I’d get for the sales development team after they get baseline Salesforce taken care of. Clary and Aviso are in the forecast automation space, it's another great tool set. There's a big arms race going on right now between the Avisos and the Clarys and a couple other companies out there to see what they can do from a forecast automation standpoint. There's a third space, which is brand new, of forecast reporting. I think people.ai started it, but there's been a bunch of other people that have jumped in on it recently. Setsale.ai will plug into your email and calendars, capture all this activity, auto-populate contacts inside Salesforce, stack rank all your reps against all their activity, and use that to do more predictive analysis. So that's another cool space that I think I'm interested in seeing how the technologies play out. And then there's a fourth one that I've really come to appreciate, it's a company called HighSpot. It's just like Salesforce, you've got to roll it out right. HighSpot's interesting because you can push so much content to your reps at exactly the right moment they need it. And that's a big thing for us.
Senior Director, Sales and Channel Operations, 1,001 - 5,000 employees
I'm just waiting for tool consolidation. There's too many tools out there. There's some awesome technology out there and some great tools, but what I'm finding is there's just a lot of spot solutions where they do one little thing really well. And then they want to charge a fortune. We're all trying to maximize our recurring revenue, and you can't justify having more than a handful of these tools, so you really have to pick them wisely. And if they only do one thing really well, it's really about breath from where I stand. I love Clary, and the field loves Clary. They'd love it if it did a little bit more and expanded outside of the core forecasting predictive pipeline areas, and took over some of these other spaces. But easier said than done, so I'm kind of curious to see how it's going to play out across these different functions, and which tools are going to really get that market share and mind share of sales ops. So it'll be a few less people calling us to try to sell into our companies every day, every week.
VP of WW Sales Operations & Development, 501 - 1,000 employees
It's all about Salesforce for me. I don't think that I can be successful if Salesforce isn't the CRM. So I think that's critical. Clary gives you some visibility, but that's all it does. Today the most powerful tools that we give the sales organization are Clary and Drift for conversational marketing and allowing customers to have real time conversations and prospects with the actual sales org. The Slack integration is really cool, it alerts you that one of your prospects is on your website, and then you can go and talk to them. Those tools helped us a lot. And then, I would be remiss if I didn't plug ThoughtSpot. I think it's a really powerful tool if you have a Cloud data warehouse, and you're looking for insight from all that data without having to structure the data in any one type of way.
CIO in Energy and Utilities, 11 - 50 employees
Salesforce, SAP SD, MS-Excel

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