Affiliate Programs and Affiliate Reviews
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.