Top-Performing sales organisations are exploiting sales intelligence technology to identify and monitor customers and competitors according to a new research study published by Aberdeen Group, a Harte-Hanks Company (NYSE:HHS)
"Sales Intelligence:
Peter Ostrow, Research Director, Sales Effectivness and author of the report said "By providing sales representatives with this necessary ammunition, companies can positively affect these team members' ability to effectively map their own products or services to their prospects' business challenges with a customized message or offer. The selection of sales intelligence solutions, and their integration within the daily lifecycle of selling, play a crucial role in the ability to turn these strategies into profit. By empowering their sellers with better information about their prospect companies, markets and individuals, companies are able to maximize their chances of hitting quota, and at the same time create efficiencies within the sales operations environment."
The report reveals just what leading companies have been able to achieve through deployment of groundbreaking sales intelligence, delivering highly relevant content at crucial times in the sales cycle, which include:
-- 9% average annual improvement in (reduction of) the time spent by sales
reps searching for relevant company/contact information
-- 5% average annual improvement in (reduction of) the sales cycle
Andrew Yates, CEO of report sponsors Artesian Solutions added "The only way to gain value from CRM is to Drive it from the top and make it valuable for the field-force. Even Best-in-Class companies who are already streets-ahead of Laggards in terms of numbers of sales representatives achieving their quota are investing in automating sales intelligence in CRM – no wonder Aberdeen’s research shows CRM spending increasing by 61% in 2010.
A complimentary copy of this report is made available due in part by the following underwriters:
