A study by the Aberdeen Group has revealed that 43% of end-user originations see the struggle to identify likely buyers as the main business pressure driving the use of sales intelligence. Of the 528 companies surveyed, almost 31% believed that sales cycles were too long whilst 30% cited insufficient knowledge of existing prospects business needs as a major factor in turning to sales intelligence tools.
86% of respondents indicated that the use of sales intelligence from external sources was extremely 'important' and of medium to high priority. The results were part of an in-depth study conducted by the Aberdeen group entitled 'Sales Intelligence:
CEO of Artesian Andrew Yates said the survey as a whole ‘articulated significant productivity gains in using automated sales software’ and concluded that ‘companies adopting sales technology into everyday workflow (were) seeing just how vital highly relevant news at just the right time can be.’
The Aberdeen Group have made the study available for no cost within an 8 week period and the full report can be downloaded directly now at: http://www.aberdeen.com/
