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What CROs Need to Know: 2023 Gartner® Market Guide for Sales Engagement Applications

5 min read
May. 5, 2023
  1. Seller Action Hub: Unifying a Chaotic Sales Tech Stack
  2. The Key Benefits of The Seller Action Hub, According to Gartner 
  3. Salesloft’s Answer to the Seller Action Hub: AI-based Workflows and a Unified Tech Stack

The rapid transformation of the sales world leaves sales leaders faced with an urgent challenge: unlock the full potential of their sales teams amidst a growing hunger for sales technology. But, they are also faced with an equally daunting challenge: rise to the top despite reduced budgets, increased pressure to hit targets, and a constantly evolving sales landscape. 

Gartner says, “Demand for higher seller activity volume and greater sales process efficiency has increased. To help companies grow, sellers face increased pressure to drive positive interactions with buyers, and sales leaders need deeper pipeline and deal visibility to support seller interactions.”

In this new era for sales, organizations must partner with technologies that innovate faster than their business needs evolve. But that innovation shouldn’t add to the complexity of the tech stack — nor get in the way of its users. And until recently, many of the well-intentioned tools designed to help revenue teams succeed ended up slowing down the process entirely. 

The Gartner® Market Guide for Sales Engagement Applications presents a solution to this problem: a term they coin the Seller Action Hub. It’s the future for how a tech stack should function. It’s where the real magic happens. It’s where sellers have everything they need in one place. 

Seller Action Hub: Unifying a Chaotic Sales Tech Stack 

The Seller Action Hub is where sales teams interact with most or all of the technologies they use, versus jumping from one solution to the next. Rather than logging in to several applications and flipping between screens, sales reps and managers can accomplish all of their tasks in a single interface: in one single workflow. This functionality is a key component of a modern sales engagement platform. 

The shift to a streamlined workflow lets sales teams get more done, faster, so they can prioritize what truly matters — their customers. 

The Key Benefits of The Seller Action Hub, According to Gartner 

1. “Faster and deeper adoption with an interconnected user experience for managing the sales process, having conversations with clients, and using AI/ML-generated insights in a single application.”

Intuitive interfaces and simplified workflows lets sales reps quickly access the information they need to make informed decisions – reducing the time and effort required to complete mundane tasks and increasing the time they have to focus on the real prize: their customers. And, using AI and automation, reps can make sure they target the right buyers at the right time without all of that background noise. 

Per Gartner, “By 2025, 75% of B2B sales organization will augment traditional sales playbooks with AI-guided selling solutions.”

2. “Simplified tech stack with fewer applications to pay for, manage, negotiate with and integrate.”

Less vendors means less contracts, issues, and lost selling time. And, when you don’t waste time jumping from app to app, you’re able to peak your productivity. 

3. “Configurable to different roles in the sales organization, and priced accordingly.” 

For sellers, the automation of sales activities and tasks streamlines multi-channel buyer engagement. And, with so much to do, knowing where to prioritize and what types of messages to send makes all the difference. 

According to Gartner, “By 2025, 30% of outbound marketing messages from large organizations will be synthetically generated, up from less than 2% in 2022.”

For sales leaders, the true prize of the Seller Action Hub comes from the ability to automate activity reporting and insight sharing. Leaders are able to: 

      • Monitor calls and provide in-moment coaching 
      • Gather conversational intelligence insights 
      • Identify winning messaging and replicate
      • Facilitate training and onboarding 

4. Cost savings by consolidating down from multiple vendors.”

If time is money, then you lose money when… 

… additional resources are required.  

More tech means more time (and money!) required from legal, procurement, and IT. Not to mention many more contracts to review and sign. 

Salesloft’s Answer to the Seller Action Hub: AI-based Workflows and a Unified Tech Stack 

Salesloft Rhythm is the first Seller Action Hub built for B2B. Coming June 21, 2023, Rhythm transforms buyer behavior into seller action in one, prioritized workflow using the power of artificial intelligence. And, with signals coming from Salesloft and its partner ecosystem, you never miss a beat. 

So gone are the days of a fragmented tech stack, missed buyer signals, and relying on gut feelings.

To read more about how Salesloft Rhythm will change the future of sales, visit our blog


Interested in further exploration of the Seller Action Hub and more Gartner insights?

Download the complimentary report today. 



Gartner, Market Guide for Sales Engagement Applications, 27 March 2023, Dan Gottlieb, et. al.

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