Affiliate Programs and Affiliate Reviews
As companies continue their search for the elusive “360-degree view” of their prospective clients, harvesting all the scattered information from social networks and other content providers about these prospects can potentially be beneficial for the purposes of deploying more finely targeted sales and marketing campaigns.
With the advent of technologies enabling buyers with increasing insight into the sellers’ products and competitors, the traditional strategies of bringing qualified prospects to a closed deal require a new set of contemporary skills among sales staff. Recent research offers further insight.
Aberdeen research conducted for “B2B TeleServices: The 2009 Buyer’s Guide” has shown the end-user value of deploying external, customer-facing teams to source, nurture and convert the most highly qualified leads on behalf of an internal, B2B-focused field sales organization. Additional findings in “Inside Sales Enablement: Let Them Drink Coffee!” provide insight into internal teams.
Enterprise sales organizations are under increasing pressure, often both from internal and external stakeholders, to provide more accurate sales forecasts of top-line revenue in order to better predict, and improve, the long-term health of their company. The upcoming Aberdeen benchmark report, scheduled for publication in June 2010, will explore how companies are turning to sales analytics solutions
As sales organizations endeavor to escape the constricted economy of the 2009 recession, one of their most significant barriers is stagnant progress regarding bringing their sales cycle under control. Recent Aberdeen research reveals that even the Best-in-Class, or top 20 percent of performers among over 500 companies surveyed, experienced a slight lengthening of their own lead-to-win timeframe.
Companies seeking to steer highly qualified leads to their “closers” are faced today with a combination of competitive threats, information overload and hesitant buyer behavior requiring new strategies and tools to succeed. The never-ending economic pressure for sales organizations to increase productivity, while “doing more with less,” often results in organizational emphasis on segregating responsibilities.
As sales organizations endeavor to escape the constricted economy of the 2009 recession, one of their most significant barriers is stagnant progress in terms of bringing their sales cycle under control. Recent Aberdeen research reveals that under-performing companies saw a year-over-year increase in their sales cycle of 12 percent.
Whether driven by lack of product differentiation, customer demand for better service, or simply the need to improve the prospect/customer experience, companies are seeking to better understand their customers in order to more effectively acquire and retain business. Yet recent Aberdeen research shows less than a third of all companies have real-time visibility into all related processes, from customer quote to cash receipt.
From early origins of cold-calling into purchased contact lists, to contemporary methodologies incorporating Web 2.0 enablers, companies seeking to steer highly qualified leads to their “closers” are faced today with a combination of competitive threats, information overload and hesitant buyer behavior requiring new strategies and tools to succeed.
In research conducted among over 200 companies in 2008 for a reported titled “B2B TeleServices and Appointment-Setting: Less Risk, Less Reward?,” Aberdeen Group found that end-user sales organizations relying primarily on external appointment-setting vendors for lead generation realized dramatically lower business results if the vendor deliverable was limited to simple appointments.
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