6 stories tagged #forecasting.
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Omnichannel sales unifies customer data and coordinates outreach across all channels to create a continuous buyer experience. Most sales teams still operate in silos where email, phone, chat, and in-person conversations produce fragmented data and inconsistent follow-up. Recent data from Capital One Shopping shows the share of omnichannel shoppers has climbed to 91%.
Sales reps spend an average of only 30% of their time actually selling according to [HubSpot Sales Blog](https://blog.hubspot.com/sales/sales-operations-platform). The remainder goes to administrative tasks and chasing information. Fragmented systems undermine pipeline velocity and forecast accuracy.
A sales operations platform centralizes workflows for revenue teams. It unifies tasks under one interface for automation, process consistency, and analytics.
HubSpot Sales Blog published a guide titled "Sales acceleration platforms: Our top picks for 2026" that defines sales acceleration platforms as tools providing automation for prospecting, email drafting, timely prospect engagement, and pipeline analysis according to [HubSpot Sales Blog](https://blog.hubspot.com/sales/sales-acceleration-platform).
The platforms address deals that lose steam when leads wait too long for responses and follow-ups turn inconsistent.
According to two new surveys released by Gartner at the Gartner CSO & Sales Leader Conference, B2B buyers now use an average of seven information sources during purchases, with 45% employing GenAI primarily to gather vendor and product information. Buyers reported a strong preference for low-friction experiences, as 67% favor a sales-rep-free process and 70% prefer a completely digital, self-service buying experience.
The Gartner survey of B2B buyers found that 69% prefer to validate...
Revenue teams have added AI copilots, summaries, prompts, and workflow add-ons that accelerate pockets of the sales process. Gartner research found that 39% of chief sales officers say AI-focused sales initiatives have increased the percentage of sellers who meet or exceed quotas.
Shakeel Khan joined Forrester as principal analyst for revenue operations in October. The appointment follows seven years in sales roles selling car rentals, telecom voice and data solutions, and cybersecurity services.
Khan previously worked in sales operations and revenue operations at Neustar, Verisign, and several private equity-backed firms. He holds an M.S.