When it comes to smart management of sales enablement content, savvy marketers know times have changed. Sales focused content marketers recognise that not only is the content different, but the delivery, alignment and metrics to make sales content successful are completely different.
Aberdeen Group has done extensive research on sales, the sales process and the benefits of good sales content management and alignment. Download both this complimentary one-page SmartBrief and its supporting research report to find out how Best-in-Class companies are leveraging the sales content process to get a 50% improvement in sales quota attainment.
Just a few interesting points:
- sales-enabled sellers are 3X better at using predictive analytics to understand how buyer content consumption impacts whether sales deals are won or lost
- 52% of sales-enabled sellers have better understanding of what content to use
- Best in class sellers have 71% better visibility into prospect’s consumption of content
- …and more actionable insights in the research report
Download both reports here.
Peter Ostrow is the VP/Group Director, Customer Management and Principal Analyst, Sales Effectiveness at the Aberdeen Group, a leading provider of fact-based research focused on the global technology-driven value chain. At Aberdeen, Peter oversees research consumed by end-users in Marketing, Sales and Service management roles. He also leads the Sales Effectiveness practice, covering the technology, service and consulting enablers that enterprise sales forces deploy to become best-in-class organisations.