It's fantastic to finally have this Aberdeen report, it really is. Spending much of my time fighting the cause for the use of sales intelligence solutions it's great to have some numbers to back up my corner. Of course, I don't want to become one of these people who spends his life talking in percentages but a 26% difference in sales quota success is extremely valuable, especially in these tough economic times. (if you don't know quite what I'm referring to check out this news item)
What I find more staggering about the figure though, which is not really covered in the report, is that this vast improvement actually comes from making things 100 times easier. It's not like implementing a sales intelligence solution means having to put in more hours to achieve a better goal. Our automated system, for example, quite literally takes away all of the leg work. Everything comes to the right people without them even having to lift a finger.
So, really the figure of a 26% improvement for the best-in-class should also note that that 26% improvement comes by doing things a heck of a lot easier! It's no surprise then, that the report concluded sales cycles for those using such solutions are reducing 5% year-on-year whereas the laggards are seeing a 7% rise. What was I saying about speaking in percentages? Oh yeah, 90% of the time, I'll try harder not too.
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