Understanding the Science of Sales Intelligence

Contemporary sales practitioners have a “good news, bad news” dilemma. There is plenty of available information at their fingertips about their customers, prospects, and target markets, but the flood of data has created a potential “TMI” situation, in which the endless stream of content threatens to drown out the best sales opportunities within a steadily rising tide of unfiltered intelligence overload.

This white paper was created from data gathered from 254 end-user organizations as part of an Aberdeen survey, and discusses:
  • How to separate the valuable sales intelligence content from the static around it, so that quota-carrying professionals have maximum time to sell;
  • How top performers distinguish themselves from other companies through the implementation of capabilities and enablers that support excellence in deploying best practices in partner-oriented selling;
  • Required actions to help spur the necessary performance improvements.

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