Sales Intelligence: Preparing for Smarter Selling

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Creating Efficiencies Within the Sales Operations Environment

BOSTON, MA--(Marketwire - March 16, 2010) - Top-performing sales organizations are meetingthe challenges of identifying the most likely buyers of their products andservices through the deployment of sales intelligence solutions thatintroduce a wide variety of data streams to their front-line staff,according to a new research study published by

Aberdeen Group, a Harte-Hanks Company(NYSE:

HHS

).

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"Sales Intelligence: Preparing for Smarter Selling,"which examined528 organizations deploying sales intelligence, found that 52% of salesreps in leading companies currently achieve annual quota compared to 38% ofsales reps in other companies.

"By providing sales representatives with this necessary ammunition,companies can positively affect these team members' ability to effectivelymap their own products or services to their prospects' business challengeswith a customized message or offer," says Peter Ostrow, Research Director,Sales Effectiveness, Aberdeen Group, the report's author. "The selection ofsales intelligence solutions, and their integration within the dailylifecycle of selling, play a crucial role in the ability to turn thesestrategies into profit. By empowering their sellers with better informationabout their prospect companies, markets and individuals, companies are ableto maximize their chances of hitting quota, and at the same time createefficiencies within the sales operations environment."

The report reveals what leading companies have been able to achieve throughdeployment of sales intelligence, such as:

-- 9% average annual improvement in (reduction of) the time spent by sales reps searching for relevant company/contact information
-- 5% average annual improvement in (reduction of) the sales cycle

A complimentary copy of this report is made available due in part by thefollowing underwriters: MySalesHero.com, powered by Acxiom, Artesian, DowJones, Hoover's, Jigsaw, LexisNexis. To obtain a complimentary copy of thereport, visit:

http://www.aberdeen.com/link/sponsor.asp?spid=30410182&cid=6332&camp2

.

Visit

Research.Aberdeen.com

foradditional access to complimentary

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About

Aberdeen

Group, a Harte-Hanks Company
Aberdeen is a leading provider of fact-based research and market intelligence that delivers demonstrable results. Having benchmarked more than 30,000 companies in the past two years, Aberdeen is uniquely positioned to educate users to action: driving market awareness, creating demand, enabling sales, and delivering meaningful return-on-investment analysis. As the trusted advisor to the global technology markets, corporations turn to AberdeenTM for insights that drive decisions.

As a Harte-Hanks Company, Aberdeen plays a key role of putting content in context for the global direct and targeted marketing company. Aberdeen's analytical and independent view of the "customer optimization" process of Harte-Hanks (Information – Opportunity – Insight – Engagement – Interaction) extends the client value and accentuates the strategic role Harte-Hanks brings to the market. For additional information, visit Aberdeenhttp://www.aberdeen.comor call (617) 723-7890, or to learn more about Harte-Hanks, call (800) 456-9748 or go tohttp://www.harte-hanks.com.

News Source : Sales Intelligence: Preparing for Smarter Selling