SOURCE: Aberdeen Group

Aberdeen Group

March 16, 2010 11:00 ET

Sales Intelligence: Preparing for Smarter Selling

Creating Efficiencies Within the Sales Operations Environment

BOSTON, MA--(Marketwire - March 16, 2010) - Top-performing sales organizations are meeting the challenges of identifying the most likely buyers of their products and services through the deployment of sales intelligence solutions that introduce a wide variety of data streams to their front-line staff, according to a new research study published by Aberdeen Group, a Harte-Hanks Company (NYSE: HHS).

"Sales Intelligence: Preparing for Smarter Selling," which examined 528 organizations deploying sales intelligence, found that 52% of sales reps in leading companies currently achieve annual quota compared to 38% of sales reps in other companies.

"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," says Peter Ostrow, Research Director, Sales Effectiveness, Aberdeen Group, the report's author. "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 what leading companies have been able to achieve through deployment of sales intelligence, such as:

--  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

A complimentary copy of this report is made available due in part by the following underwriters:, powered by Acxiom, Artesian, Dow Jones, Hoover's, Jigsaw, LexisNexis. To obtain a complimentary copy of the report, visit:

Visit for additional access to complimentary Customer Management Research.

About Aberdeen Group, a Harte-Hanks Company

Aberdeen provides fact-based research and market intelligence that delivers demonstrable results. Having queried more than 30,000 companies in the past two years, Aberdeen is positioned to educate users to action: driving market awareness, creating demand, enabling sales, and delivering meaningful return-on-investment analysis. As the trusted advisor to the global technology markets, corporations turn to Aberdeen for insights that drive decisions.

As a Harte-Hanks Company, Aberdeen plays a key role of putting content in context for the global direct and targeted marketing company. Aberdeen's analytical and independent view of the "customer optimization" process of Harte-Hanks (Information - Opportunity - Insight - Engagement - Interaction) extends the client value and accentuates the strategic role Harte-Hanks brings to the market. For additional information, visit Aberdeen or call (617) 854-5200, or to learn more about Harte-Hanks, call (800) 456-9748.

© 2010 Aberdeen Group, Inc., a Harte-Hanks Company
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