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.

We invite you to download the report, and use it to help inform your 2018 sales planning and budgeting activities. If you have any questions, please contact us.


Dario Priolo
Dario Priolo, Chief Marketing Officer

Dario is SPI's Chief Marketing Officer and Demand Generation practice leader. He has over 15 years experience running marketing and demand generation functions in global sales and human capital consulting firms, and consulting with professional services and technology clients on these matters.

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Voice of the Sales Force

This valuable survey report enables you to make more informed investments that improve performance, and achieve the results you expect.