"Seeing the maturation of some of these embedded technologies in the sales tools is really exciting to me in the sense that they're now able to deliver some pretty meaningful business outcomes."

From Episode 9: Enabling the Thoroughly Modern Sales Professional with Outreach’s Mary Shea

Clip Transcript:

So when you look out into the world of, you know, sales techs, and that's a big, broad term, what's going on that you think people really need to pay attention to?

Well, I think there are a few things that are going on that are pretty exciting. First and foremost, I'm really excited about how automation and AI is starting to mature. You know, when I first was following some of these companies and categories, AI and automation was pretty nascent and we had a vision of what that could do for the future. But mostly companies were talking about it for more of a marketing perspective. But over the last year, year and a half, two years, we're starting to see the fruits of the labor in terms of the technology.

And my research showed that about 58% of B2B sales leaders in 2020 started to plan to invest more in AI and automation as a way to help their sellers be more efficient and effective. And, and actually, I think, raise the bar and help them be more consultative in their interactions. So seeing the maturation of some of these embedded technologies in the sales tools is really exciting to me in the sense that they're now able to deliver some pretty meaningful business outcomes.