Sales Intelligence: The Secret to Sales Nirvana

Aberdeen surveyed over 300 companies to understand how organizations leverage sales intelligence from external content providers to affect overall sales productivity. The phrase “sales intelligence” itself refers to the external sources of information that a company can use to improve the effectiveness of the sales force and enrich the quality of leads in the sales pipeline. Common examples of sales intelligence include news on industry trends, general contact and company information, analyst reports, targeted prospect lists, and consumer-generated content related to vendor assessment.

This benchmark report will examine the benefits of incorporating sales intelligence into the early portion of the sales cycle, as well as the value in aggregating and disseminating information in a manner that protects against “information overload” by weaving content into the daily workflow of sales representatives.

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