Voice of the Sales Force Survey Results
We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One of the top needs for winning more deals is accessing senior-level decision makers.
To better access executive-level decision makers, timing and preparation matter most.
Leverage trigger events that indicate when they will be most receptive to you. For example, you might monitor the news wires for new executive hire announcements. Newly hired executives often have a mandate to drive change in an organization, and make investments necessary to improve or accelerate performance.
As the publishing industry dies, some publishers are transforming into sources of buyer-intent intelligence. They claim that they can correlate content download activity by type and frequency to an organization’s intention to purchase a related solution. It’s too early to tell if these predictions are really valid, but predictive analytics, machine learning and artificial intelligence are progressing in leaps and bounds.