Research and Markets: Sales Intelligence: Preparing for Smarter Selling.

M2 PRESSWIRE-March 2, 2011-: Research and Markets: Sales Intelligence: Preparing for Smarter Selling(C)1994-2011 M2 COMMUNICATIONS

RDATE:02032011

Dublin - Research and Markets (http://www.researchandmarkets.com/research/d0911d/sales_intelligence) has announced the addition of the "Sales Intelligence: Preparing for Smarter Selling" report to their offering.

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. By empowering their sellers with better information about their prospect companies, markets and individuals, these firms are able to maximize their chances of hitting quota, and at the same time create efficiencies within the sales operations environment. As companies continue their search for the elusive "360-degree view" of their prospective clients, harvesting all the scattered information from social networking (free) and other content providers (paid) about these prospects can potentially be beneficial for the purposes of deploying more finely targeted sales and marketing campaigns.

By augmenting records in a customer relationship management (CRM) or sales force automation (SFA) system with this content, companies are building more complete profiles of their current customers and prospects through the information that is readily available on the internet. Still, selling teams continue searching for ways to reduce the amount of time sales representatives spend uncovering relevant company or contact information before following-up with the leads in the pipeline. As a result, the use of aggregated business directories and supporting technologies are helping to alleviate the pressure to acquire new and profitable customers, without increasing the cost of identifying and selling to these prospects.

Reasons to buy:

- Boost Revenue

- Maximize Quota Attainment

- Improve Win/Loss

Key Topics Covered:

Executive Summary

- Best-in-Class Performance

- Competitive Maturity Assessment

- Required Actions

Chapter One: Benchmarking the Best-in-Class

- Business Context

- The Maturity Class Framework

- The Best-in-Class PACE Model

- Best-in-Class Strategies

Chapter Two: Benchmarking Requirements for Success

- Competitive Assessment

- Capabilities and Enablers

Chapter Three: Required Actions

- Laggard Steps to Success

- Industry Average Steps to Success

- Best-in-Class Steps to Success

For more information visit http://www.researchandmarkets.com/research/d0911d/sales_intelligence

CONTACT:

Research and Markets

Laura Wood, Senior Manager,

press@researchandmarkets.com

U.S. Fax: 646-607-1907

Fax (outside U.S.): +353-1-481-1716

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