Article
How to Prioritize Sales Tech Investments and Avoid ...
solutions.trustradius.com
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
The first step in avoiding tech stack bloat is to get a clear view of your current situation. As John Eitel, Chief Sales Officer at Demandbase, mentioned, “I think one thing you’ll quickly see is some overlap and some intersect. So, the beginning of bloat.” The reality is, many companies are unaware of just how much redundancy exists within their tech stack. Tools designed for marketing often overlap with those used by sales teams, leading to inefficiencies and wasted budget. “To combat this, take inventory of the tools your sales team is currently using.” After compiling a full list, the next step is to evaluate usage and adoption. As Lily Youn Jaroszewski, Head of Growth at Gradient Works, explained, “I usually kind of force a hiatus anytime I go into a company—no more tools until we’ve got this assessment done and we also see what the adoption is.” It’s critical to understand whether your sales team is fully utilizing the tools at their disposal. If not, figure out why and address the gaps before investing in new technology.
The first step in avoiding tech stack bloat is to get a clear view of your current situation. As John Eitel, Chief Sales Officer at Demandbase, mentioned, “I think one thing you’ll quickly see is some overlap and some intersect. So, the beginning of bloat.” The reality is, many companies are unaware of just how much redundancy exists within their tech stack. Tools designed for marketing often overlap with those used by sales teams, leading to inefficiencies and wasted budget. “Collaborate with your sales operations, marketing, and procurement teams to ensure no tool is overlooked.” After compiling a full list, the next step is to evaluate usage and adoption. As Lily Youn Jaroszewski, Head of Growth at Gradient Works, explained, “I usually kind of force a hiatus anytime I go into a company—no more tools until we’ve got this assessment done and we also see what the adoption is.” It’s critical to understand whether your sales team is fully utilizing the tools at their disposal. If not, figure out why and address the gaps before investing in new technology.
The first step in avoiding tech stack bloat is to get a clear view of your current situation. As John Eitel, Chief Sales Officer at Demandbase, mentioned, “I think one thing you’ll quickly see is some overlap and some intersect. So, the beginning of bloat.” The reality is, many companies are unaware of just how much redundancy exists within their tech stack. Tools designed for marketing often overlap with those used by sales teams, leading to inefficiencies and wasted budget. “This will help you uncover any “rogue purchases” or underutilized tools that are adding unnecessary complexity.” After compiling a full list, the next step is to evaluate usage and adoption. As Lily Youn Jaroszewski, Head of Growth at Gradient Works, explained, “I usually kind of force a hiatus anytime I go into a company—no more tools until we’ve got this assessment done and we also see what the adoption is.” It’s critical to understand whether your sales team is fully utilizing the tools at their disposal. If not, figure out why and address the gaps before investing in new technology.
To combat this, take inventory of the tools your sales team is currently using. Collaborate with your sales operations, marketing, and procurement teams to ensure no tool is overlooked. This will help you uncover any “rogue purchases” or underutilized tools that are adding unnecessary complexity. ““I usually kind of force a hiatus anytime I go into a company—no more tools until we’ve got this assessment done and we also see what the adoption is.”” 2. Define clear goals before investing in new tech.
To combat this, take inventory of the tools your sales team is currently using. Collaborate with your sales operations, marketing, and procurement teams to ensure no tool is overlooked. This will help you uncover any “rogue purchases” or underutilized tools that are adding unnecessary complexity. “After compiling a full list, the next step is to evaluate usage and adoption.” 2. Define clear goals before investing in new tech.
To combat this, take inventory of the tools your sales team is currently using. Collaborate with your sales operations, marketing, and procurement teams to ensure no tool is overlooked. This will help you uncover any “rogue purchases” or underutilized tools that are adding unnecessary complexity. “It’s critical to understand whether your sales team is fully utilizing the tools at their disposal.” 2. Define clear goals before investing in new tech.
After compiling a full list, the next step is to evaluate usage and adoption. As Lily Youn Jaroszewski, Head of Growth at Gradient Works, explained, “I usually kind of force a hiatus anytime I go into a company—no more tools until we’ve got this assessment done and we also see what the adoption is.” It’s critical to understand whether your sales team is fully utilizing the tools at their disposal. If not, figure out why and address the gaps before investing in new technology. “2. Define clear goals before investing in new tech.” One of the biggest mistakes companies make is buying tech without aligning it to clear business goals and not having a clear implementation plan before making a purchase. Lily shared her approach: “My first step is to look at our existing tech stack. Can we actually solve this and achieve this goal with our existing tech stack?” Before rushing to buy new tools, define your specific goals. Are you trying to increase meetings, improve data quality, boost retention, or automate routine tasks? Then, evaluate if your current tech stack can help you meet these objectives.
2. Define clear goals before investing in new tech. ““My first step is to look at our existing tech stack. Can we actually solve this and achieve this goal with our existing tech stack?”” Additionally, consider your company’s future needs. As your organization grows and evolves, your tools must be able to scale with you. “A tool you needed three years ago may not fit your needs anymore. Where you’re at, you’ve now become a bigger company, a mid-market company, or have a more complex go-to-market,” John said.
2. Define clear goals before investing in new tech. “Then, evaluate if your current tech stack can help you meet these objectives.” Additionally, consider your company’s future needs. As your organization grows and evolves, your tools must be able to scale with you. “A tool you needed three years ago may not fit your needs anymore. Where you’re at, you’ve now become a bigger company, a mid-market company, or have a more complex go-to-market,” John said.
One of the biggest mistakes companies make is buying tech without aligning it to clear business goals and not having a clear implementation plan before making a purchase. Lily shared her approach: “My first step is to look at our existing tech stack. Can we actually solve this and achieve this goal with our existing tech stack?” Before rushing to buy new tools, define your specific goals. Are you trying to increase meetings, improve data quality, boost retention, or automate routine tasks? Then, evaluate if your current tech stack can help you meet these objectives. “Additionally, consider your company’s future needs.” Lastly, a clear implementation plan might seem preemptive but if you start thinking about that before you purchase, you can increase your time-to-value and identify potential pitfalls, whether that’s based on the product you are buying and/or your processes.
Additionally, consider your company’s future needs. As your organization grows and evolves, your tools must be able to scale with you. “A tool you needed three years ago may not fit your needs anymore. Where you’re at, you’ve now become a bigger company, a mid-market company, or have a more complex go-to-market,” John said. “Lastly, a clear implementation plan might seem preemptive but if you start thinking about that before you purchase, you can increase your time-to-value and identify potential pitfalls, whether that’s based on the product you are buying and/or your processes.” 3. Leverage existing technology before buying new tools.
To combat this, take inventory of the tools your sales team is currently using. Collaborate with your sales operations, marketing, and procurement teams to ensure no tool is overlooked. This will help you uncover any “rogue purchases” or underutilized tools that are adding unnecessary complexity. “If not, figure out why and address the gaps before investing in new technology.” 2. Define clear goals before investing in new tech.
2. Define clear goals before investing in new tech. “One of the biggest mistakes companies make is buying tech without aligning it to clear business goals and not having a clear implementation plan before making a purchase.” Additionally, consider your company’s future needs. As your organization grows and evolves, your tools must be able to scale with you. “A tool you needed three years ago may not fit your needs anymore. Where you’re at, you’ve now become a bigger company, a mid-market company, or have a more complex go-to-market,” John said.