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The Aberdeen Group’s recent study deconstructed the best-in-class inside sales deployments, surveying 476 organizations and found that sales practitioners using SalesView outperformed other companies in both performance and the adoption of best-in-class practices (as defined in this Analyst Insight). Aberdeen notes the significant increase in overall sales performance, quota achievement, win/loss and lead-conversion rates when compared to companies not utilizing the application.
Aberdeen cites SalesView’s technology, aggregating sales intelligence from social media and traditional sources, in turn increasing sales productivity and velocity. The study credits SalesView’s CRM integration with providing the following benefits:
- 27% increase in overall productivity
- 32% more sales reps achieve their quotas
- 31% more sales reps see a better win/loss rate
- 18% more sales reps convert leads to the closing stage
According to Peter Ostrow, research director for sales effectiveness at The Aberdeen Group, “Access to sales intelligence, especially when directly fed into CRM/SFA systems, is clearly one of the major enablers for the best-in-class companies in the study. Sales teams who are deploying InsideView’s sales intelligence application are indeed achieving 32% better performance than non-customers, in terms of current lead conversion rates and hitting quota, and year-to-year growth in revenue and win/loss ratios.”
Perhaps the most impressive statistic from the Aberdeen study was this: despite the 2008 and 2009 recession, InsideView customers posted year-over-year gains in quota attainment, revenue, win rates, and lead conversion rates.
While we’ve been able to share individual success stories of InsideView customers, it’s exciting to have analyst research affirm the positive impact that Sales 2.0 technologies like SalesView have on sales organizations in aggregate. Check out the entire report here.
In addition to the excitement surrounding this spring’s Sales 2.0 Conference here in San Francisco, today we were pleased to announce two other huge advancements on the Sales 2.0 front here at InsideView.
First, we’ve teamed up with CRM expert Paul Greenberg, enterprise technology analyst Alex Jefferies and Sales 2.0 author Anneke Seley to produce a series of Sales 2.0 Webinars. The Sales 2.0 Executive Series will begin on March 19, and will explore the latest productivity-enhancing sales strategies in an economic climate where the number of legitimate sales opportunities appears to be shrinking. The sessions will reveal tangible methods for achieving significant efficiencies in sales organizations by empowering them with the information and the tools they need to be successful. Be sure to join us for a set of informative sessions with some of the best minds in sales and CRM today!
Second, we’re excited to announce that Cast Iron Systems, a leading SaaS integration company and former OneSource customer, has adopted SalesView. The decision for the Cast Iron folks to sign on with SalesView came from the advantage that Sales 2.0 technologies brings over traditional business information services. Says Cast Iron sales head George Gallegos, “The completeness of the prospect data and the relevance of the alerts, coupled with its powerful CRM mash-up make SalesView a highly effective sales productivity enhancer. The insights we gain from SalesView are key to qualifying opportunities early in the sales cycle so that we focus our efforts only on those prospects who fit squarely into our sweet spot.”
That sweet spot is exactly what we’re going for as innovators in sales technologies, and we hope to continue bringing it to more companies as Sales 2.0 keeps growing.
An insightful study was recently released by the Aberdeen Group on trends in Sales Intelligence. The report, “Sales Intelligence: The Secret to Sales Nirvana,” examines the new ways in which companies are using technology to “improve the effectiveness of the sales force and enrich the quality leads in the sales pipeline.” Naturally, the subject is near and dear to our hearts here at InsideView and we were pleased to see that many of the report’s observations on ‘Best-in-class’ practices are already employed by InsideView. Below is a passage from the study that we strongly agree with and which highlights one of the key advantages that sales 2.0 technology brings:
“By contextualizing a lead with relevant company, executive, or industry information, top performing companies are better suited to distinguish themselves from the competition and better articulate how their products and services can help combat the business challenges the prospect faces.”
If you would like to read the full report, it is now available for free at the Aberdeen website: http://www.aberdeen.com//summary/report/benchmark/5379-RA-sales-intelligence-nirvana.asp.
