Hi there, 

What are the must-haves of your tech stack? 

In this edition of The Transcript, we’re covering some of the must-haves in a B2B sales toolkit based on our interviews with software buyers. 

For example, one customer of revenue intelligence platform Gong says:

“There’s no other way to sell in 2022, right? With virtual selling, you need some sort of tool like this to manage people." 

As of June 2021, Gong has seen its valuation nearly 10x in less than 2 years.

From making sales coaching more effective to forecasting revenue accurately, vendors in this space are finding customers eager to streamline their sales efforts. 

Now sales engagement vendors like Outreach and Salesloft are building products to win a slice of the market. And of course, public company ZoomInfo is going for Gong via its acquisition of Chorus. 

Where’s the market headed? We highlight insights from Yardstiq transcripts below.

New here? Each Monday, we dig into Yardstiq’s analyst-led interviews with software buyers, a new product from CB Insights. Send us the names of companies or markets you’d like to see featured.

Outreach drives 70% of this company’s pipeline

Renewal is a “yes,” but an all-in-one ZoomInfo platform is attractive

Outreach is coming for Gong, as this buyer looks to consolidate tools

But this buyer argues vendors should “stick to their knitting”

Your move

Our Sales Enablement & Engagement Vendor Scorecard compares companies like Salesloft and Outreach as well as Highspot and Seismic on:

• Customer satisfaction

• Win reasons

• Pricing

Download the free 1-pager here.

I love you.

Anand

@asanwal

P.S. Orca Security CMO Meghan Mitchell-Marks highlighted Yardstiq’s recent dive into cloud security players on LinkedIn. 

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