Visualizing the World of Sales Technology
“Always Be Closing.”
This infamous phrase was popularized in the 1992 film Glengarry Glen Ross, and has become a mantra among fervent salespeople.
While sealing the deal is always the ultimate goal, salespeople actually spend the majority of their time on other tasks like generating and nurturing prospects, following up with customers, and finding new sales opportunities. For this reason, nearly three-quarters of sales professionals rely on technology to do those less glamorous tasks faster and more efficiently.
Today’s graphic from Raconteur shows the value of technology in today’s sales world and how artificial intelligence (AI) technology ultimately helps sales reps win more business.
Artificial Intelligence in Sales
Globally, 40% of salespeople use or are implementing AI technology into their workflows to automate or streamline sales.
AI-based sales technology helps to:
- Identify the best leads to target using past customer data
- Improve the quantity and quality of leads
- Increase omnichannel customer engagement
- Personalize customer information in real-time
- Automate sales tasks such as contact information data entry
Using AI tools could mean the difference between closing a deal or losing a prospect.
Companies that automated their contact form responses, for example, saw a 71% increase in open rates and a 152% increase in clickthrough rates.
Growth of Sales Technologies and Tools
With at least two dozen major sales tech segments projected to grow in the next few years, five technologies stand to gain the most traction.
1. Account and Opportunity Planning
Refined data from past and existing customers offer valuable insights on which future prospects to target. Using these insights and other key data (company lists), sales intelligence tools can create custom search criteria to narrow down the best leads to approach.
These tools merge seamlessly with analytics, marketing, and data management to prevent information silos within a company.
2. Sales Methodology/Workflow
Customer relationship management (CRM) is now the fastest-growing software sector in the world. The CRM market is expected to double from $40 billion in 2019 to $80 billion by 2025.
Salespeople can use tools like Salesforce to manage leads and customers effectively and even assist other internal teams with more personalized customer interactions, such as customer service.
3. Content Management
In this information-rich age, companies are expected to keep customer information secure. Content Management Software (CMS) such as Confluence or Paperflite allows sales teams to instantly organize, collaborate on, and distribute internal documents and resources with one another to maintain up-to-date files.
4. Prospect Engagement Management
Customers want products and services tailored to their specific needs and desires. Many companies using a series of personalized emails to welcome or re-engage online customers found they could close 75% more in sales.
5. Online Training and Coaching Delivery
With new technologies, more nuanced client data, and shifting public perceptions of brands, top salespeople are seeking out efficient methods to maintain their skills. This helps them to better connect with prospects and manage sales pipelines.
Technology in the Sales Workflow
Top sales professionals have weighed in—sales technology platforms and tools are invaluable to their success. An overwhelming majority of salespeople use these tools every day:
- 98% use sales intelligence solutions that provide insight and automation.
Examples: InsideView, Nimble, Clearbit
- 94% use collaboration tools to keep their finger on the pulse of sales activities.
Examples: Wrike, Basecamp, Slack
- 92% use email tracking tools to track campaigns and conversions.
Examples: Ebsta, Clearslide, Hubspot Sales
Using more refined software tools, salespeople are able to make better-informed decisions about which prospects to nurture and which ones to grow organically.
And as Glengarry Glen Ross reminds us: “Coffee’s for closers only.”
Every Mission to Mars in One Visualization
This graphic shows a timeline of every mission to Mars since 1960, highlighting which ones have been successful and which ones haven’t.
Timeline: A Historical Look at Every Mission to Mars
Within our Solar System, Mars is one of the most similar planets to Earth—both have rocky landscapes, solid outer crusts, and cores made of molten rock.
Because of its similarities to Earth and proximity, humanity has been fascinated by Mars for centuries. In fact, it’s one of the most explored objects in our Solar System.
But just how many missions to Mars have we embarked on, and which of these journeys have been successful? This graphic by Jonathan Letourneau shows a timeline of every mission to Mars since 1960 using NASA’s historical data.
A Timeline of Mars Explorations
According to a historical log from NASA, there have been 48 missions to Mars over the last 60 years. Here’s a breakdown of each mission, and whether or not they were successful:
|1||1960||Korabl 4||USSR (flyby)||Failure|
|2||1960||Korabl 5||USSR (flyby)||Failure|
|3||1962||Korabl 11||USSR (flyby)||Failure|
|4||1962||Mars 1||USSR (flyby)||Failure|
|5||1962||Korabl 13||USSR (flyby)||Failure|
|6||1964||Mariner 3||US (flyby)||Failure|
|7||1964||Mariner 4||US (flyby)||Success|
|8||1964||Zond 2||USSR (flyby)||Failure|
|11||1969||Mariner 6||US (flyby)||Success|
|12||1969||Mariner 7||US (flyby)||Success|
|15||1971||Mars 2 Orbiter/Lander||USSR||Failure|
|16||1971||Mars 3 Orbiter/Lander||USSR||Success/Failure|
|20||1973||Mars 6 Orbiter/Lander||USSR||Success/Failure|
|21||1973||Mars 7 Lander||USSR||Failure|
|22||1975||Viking 1 Orbiter/Lander||US||Success|
|23||1975||Viking 2 Orbiter/Lander||US||Success|
|24||1988||Phobos 1 Orbiter||USSR||Failure|
|25||1988||Phobos 2 Orbiter/Lander||USSR||Failure|
|27||1996||Mars Global Surveyor||US||Success|
|31||1998||Mars Climate Orbiter||US||Failure|
|32||1999||Mars Polar Lander||US||Failure|
|33||1999||Deep Space 2 Probes (2)||US||Failure|
|35||2003||Mars Express Orbiter/Beagle 2 Lander||ESA||Success/Failure|
|36||2003||Mars Exploration Rover - Spirit||US||Success|
|37||2003||Mars Exploration Rover - Opportunity||US||Success|
|38||2005||Mars Reconnaissance Orbiter||US||Success|
|39||2007||Phoenix Mars Lander||US||Success|
|40||2011||Mars Science Laboratory||US||Success|
|42||2013||Mars Atmosphere and Volatile Evolution||US||Success|
|43||2013||Mars Orbiter Mission (MOM)||India||Success|
|44||2016||ExoMars Orbiter/Schiaparelli EDL Demo Lander||ESA/Russia||Success/Failure|
|45||2018||Mars InSight Lander||US||Success|
|47||2020||Tianwen-1 Orbiter/Zhurong Rover||China||Success|
|48||2020||Mars 2020 Perseverance Rover||US||Success|
The first mission to Mars was attempted by the Soviets in 1960, with the launch of Korabl 4, also known as Mars 1960A.
As the table above shows, the voyage was unsuccessful. The spacecraft made it 120 km into the air, but its third-stage pumps didn’t generate enough momentum for it to stay in Earth’s orbit.
For the next few years, several more unsuccessful Mars missions were attempted by the USSR and then NASA. Then, in 1964, history was made when NASA launched the Mariner 4 and completed the first-ever successful trip to Mars.
The Mariner 4 didn’t actually land on the planet, but the spacecraft flew by Mars and was able to capture photos, which gave us an up-close glimpse at the planet’s rocky surface.
Then on July 20, 1976, NASA made history again when its spacecraft called Viking 1 touched down on Mars’ surface, making it the first space agency to complete a successful Mars landing. Viking 1 captured panoramic images of the planet’s terrain, and also enabled scientists to monitor the planet’s weather.
Vacation to Mars, Anyone?
To date, all Mars landings have been done without crews, but NASA is planning to send humans to Mars by the late 2030s.
And it’s not just government agencies that are planning missions to Mars—a number of private companies are getting involved, too. Elon Musk’s aerospace company SpaceX has a long-term plan to build an entire city on Mars.
Two other aerospace startups, Impulse and Relativity, also announced an unmanned joint mission to Mars in July 2022, with hopes it could be ready as soon as 2024.
As more players are added to the mix, the pressure is on to be the first company or agency to truly make it to Mars. If (or when) we reach that point, what’s next is anyone’s guess.
Thematic Investing: 3 Key Trends in Cybersecurity
Cyberattacks are becoming more frequent and sophisticated. Here’s what investors need to know about the future of cybersecurity.
Thematic Investing: 3 Key Trends in Cybersecurity
In 2020, the global cost of cybercrime was estimated to be around $945 billion, according to McAfee.
It’s likely even higher today, as multiple sources have recorded an increase in the frequency and sophistication of cyberattacks during the pandemic.
In this infographic from Global X ETFs, we highlight three major trends that are shaping the future of the cybersecurity industry that investors need to know.
Trend 1: Increasing Costs
Research from IBM determined that the average data breach cost businesses $4.2 million in 2021, up from $3.6 million in 2017. The following table breaks this figure into four components:
|Cost Component||Value ($)|
|Cost of lost business||$1.6M|
|Detection and escalation||$1.2M|
|Post breach response||$1.1M|
The greatest cost of a data breach is lost business, which results from system downtimes, reputational losses, and lost customers. Second is detection and escalation, including investigative activities, audit services, and communications to stakeholders.
Post breach response includes costs such as legal expenditures, issuing new accounts or credit cards (in the case of financial institutions), and other monitoring services. Lastly, notification refers to the cost of notifying regulators, stakeholders, and other third parties.
To stay ahead of these rising costs, businesses are placing more emphasis on cybersecurity. For example, Microsoft announced in September 2021 that it would quadruple its cybersecurity investments to $20 billion over the next five years.
Trend 2: Remote Work Opens New Vulnerabilities
According to IBM, companies that rely more on remote work experience greater losses from data breaches. For companies where 81 to 100% of employees were remote, the average cost of a data breach was $5.5 million (2021). This dropped to $3.7 million for companies that had under 10% of employees working from home.
A major reason for this gap is that work-from-home setups are typically less secure. Phishing attacks surged in 2021, taking advantage of the fact that many employees access corporate systems through their personal devices.
|Type of Attack||Number of attacks in 2020||Number of attacks in 2021||Growth (%)|
As detected by Trend Micro’s Cloud App Security.
Spam phishing refers to “fake” emails that trick users by impersonating company management. They can include malicious links that download ransomware onto the users device. Credential phishing is similar in concept, though the goal is to steal a person’s account credentials.
A tactic you may have seen before is the Amazon scam, where senders impersonate Amazon and convince users to update their payment methods. This strategy could also be used to gain access to a company’s internal systems.
Trend 3: AI Can Reduce the Cost of a Data Breach
AI-based cybersecurity can detect and respond to cyberattacks without any human intervention. When fully deployed, IBM measured a 20% reduction in the time it takes to identify and contain a breach. It also resulted in cost savings upwards of 60%.
A prominent user of AI-based cybersecurity is Google, which uses machine learning to detect phishing attacks within Gmail.
Machine learning helps Gmail block spam and phishing messages from showing up in your inbox with over 99.9% accuracy. This is huge, given that 50-70% of messages that Gmail receives are spam.
– Andy Wen, Google
As cybercrime escalates, Acumen Research and Consulting believes the market for AI-based security solutions will reach $134 billion by 2030, up from $15 billion in 2021.
Introducing the Global X Cybersecurity ETF
The Global X Cybersecurity ETF (Ticker: BUG) seeks to provide investment results that correspond generally to the price and yield performance, before fees and expenses, of the Indxx Cybersecurity Index. See below for industry and country-level breakdowns, as of June 2022.
|Sector (By security type)||Weight|
|🇰🇷 South Korea||0.9%|
Totals may not equal 100% due to rounding.
Investors can use this passively managed solution to gain exposure to the rising adoption of cybersecurity technologies.
You may also like
Green17 hours ago
Explained: The Relationship Between Climate Change and Wildfires
More carbon in the atmosphere is creating a hotter world—and gradually fueling both climate change and instances of wildfires.
Economy3 days ago
Visualized: The Value of U.S. Imports of Goods by State
U.S. goods imports were worth $2.8T in 2021. From east coast to west, this visualization breaks down imports on a state-by-state basis
Misc3 days ago
Sharpen Your Thinking with These 10 Powerful Cognitive Razors
Here are 10 razors, or rules of thumb, that help simplify decision-making, inspired by a list curated by the investor and thought leader Sahil Bloom.
Misc6 days ago
Brand Loyalty is Declining for Most Luxury Automakers
Brand loyalty has declined for most luxury automakers, but three brands—Tesla, Maserati, and Genesis—appear to have bucked the trend.
Misc2 weeks ago
Visualizing Which Countries Drink the Most Beer
Demographics4 weeks ago
Ranked: The 20 Countries With the Fastest Declining Populations
Personal Finance2 weeks ago
Mapped: The Salary You Need to Buy a Home in 50 U.S. Cities
Energy3 weeks ago
Visualizing the World’s Largest Oil Producers
Energy2 weeks ago
Which Countries Produce the Most Natural Gas?
Agriculture4 weeks ago
Timeline: The Domestication of Animals
Business3 weeks ago
Ranked: The World’s Largest Container Shipping Companies
Misc6 days ago
Brand Loyalty is Declining for Most Luxury Automakers