2018 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.

The top needs identified to create more demand were account-based marketing, increased brand awareness and better qualified marketing-generated opportunities. All of which require considerable marketing resources and alignment to execute.

As you begin your sales planning process for 2018, be sure to involve marketing. Traditionally, sales and marketing alignment focused on process issues, such as when to hand-off a lead from one function to the next.

As buyer behavior has shifted, the need for alignment in additional areas such as messaging, integrated goals, support roles and responsibilities have become even more essential for success. This is especially true for activities such as account-based marketing. Strategic planning is the perfect opportunity to initiate this higher level of interdependence and alignment.

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
Author:
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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