Q-and-A Featuring Forrester Principal Analyst, Seth Marrs Zilliant: What are the biggest challenges facing sales teams in hitting their growth and revenue targets? Seth Marrs: I see two major challenges. • Finding an efficient way to identify qualified net new, cross-sell and up sell opportunities for sellers to pursue. Sellers spend too much time trying to find these deals. There are more efficient channels to identify high potential opportunities like analyzing purchasing data along with account buying patterns and pursuing areas where there is value. • Getting insights in front of sellers that are specific, actionable and digestible and being able to track if incremental revenue resulted from those actions.

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