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: MySalesHero.com, powered by Acxiom, Artesian, Dow
Jones, Hoover's, Jigsaw, LexisNexis. To obtain a complimentary copy of the
report, visit:
http://www.aberdeen.com/link/sponsor.asp?spid=30410182&cid=6332&camp2.
Visit
Research.Aberdeen.com 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
451 D Street, Suite 710
Boston, Massachusetts 02210-1928
Telephone: (617) 854-5200
Fax: (617) 723-7897
www.aberdeen.com