The Conferencing Zone

Conferencing Industry News Article

TMCNet:  Aberdeen Group and Qvidian to Share New Research on Sales Playbooks: How Best-in-Class Connect Marketing and Sales During Selling Lifecycle

[November 08, 2012]

Aberdeen Group and Qvidian to Share New Research on Sales Playbooks: How Best-in-Class Connect Marketing and Sales During Selling Lifecycle

(Marketwire Via Acquire Media NewsEdge) BOSTON, MA -- (Marketwire) -- 11/08/12 -- Qvidian, the market leader in sales effectiveness applications, and the Aberdeen Group, a leading enterprise technology research firm, today announced details of its forthcoming webinar that focuses on sales playbooks as an effective sales performance solution for both sales and marketing executives.

According to a new research brief from the Aberdeen Group, Sales Playbooks: How the Best-in-Class Connect Marketing and Sales Through the Entire Selling Lifecycle (October 2012), companies who use sales playbooks outperform companies who don't in the following areas: Overall team attainment of sales quota: 54% vs 46% Percentage of sales reps making quota: 51% vs 40% Customer renewal rate: 61% vs 59% Lead conversation rate: 30% vs 25% According to Peter Ostrow, VP/group director, Aberdeen Group, "The utilization of sales playbooks enables marketing to support the goals of the sales team by ensuring that they have the right messaging, collateral, and tools in hand to support their new customer acquisition, up-selling, or cross-selling initiatives." In addition, the use of sales playbooks can provide specific data regarding the extent to which marketing materials are used by the sales team, as well as correlating the use of individual assets with actual account wins or losses.

"Playbook usage correlates to a 2.5-times larger average deal size," said Gerard Sample, senior director, sales enablement, CA Technologies. "In addition, 85% of sales victories were from reps completing at least half of the playbook activities and overall sales forecasting accuracy has improved dramatically among sales playbooks adopters." Webinar Information What: How "Best-in-Class" Companies Use Sales Playbooks to Increase Deal Size & Win More Business Who: Peter Ostrow, VP/Group Director, Customer Management and Principal Analyst, Sales Effectiveness at the Aberdeen Group Gerard Sample, Senior Director, Sales Enablement, CA TechnologiesWhen: Thursday, November 29, 2012, 11 a.m. ET How: To register please click on the following link: Webinar: Aligning Sales & Marketing to Generate Revenue About Aberdeen GroupFor over two decades, the Aberdeen Group, a Harte-Hanks Company (NYSE: HHS), has been connecting enterprises and solution providers through the power of fact-based research and demonstrating the value of technology in achieving Best-in-Class results for the enterprise.

About QvidianWith offices in Boston, London and Cincinnati, Qvidian provides software applications enabling sales teams to accelerate the sales cycle and close more deals. Qvidian Sales Playbooks & Analytics and Proposal Automation have increased win rates and improved productivity for some of the world's largest and most successful corporations. On average, our customers increase their win rate by 38% and improve productivity by 45%. To learn more, visit or follow us on Twitter @Qvidian.

Add to Digg Bookmark with Add to Newsvine Contact: Martha Keeley 978-356-4208 Email Contact Source: Qvidian

[ Back To Homepage ]


Featured Whitepaper

Basic Principles of Audio
Design in Conferencing

Basic Principles of Audio Design in Conferencing

The challenging duty of the sales person, engineer, or consultant, is to use scientific knowledge and previous practice to try to create a pleasant experience for all end users.

Featured Podcast

How often have you had a teleconference where—because of audio-related issues—you had difficulty in conducting an important meeting? Or in some cases, not even being able to make a clear connection at all? Curtiss Singleton, Director of Sales for the Americas at Revolabs, Inc., discusses conferencing solutions that not only provide unmatched audio quality, but ones that also “cut the cord”—giving you the freedom to move around the workspace. Doug Green, Publisher of Telecom Reseller, speaks with JP Carney, President and CEO of Revolabs, about the company, the importance of audio quality in UC, the compatibility of their products with various UC platforms, and their acquisition by Yamaha after one year. They discuss how clear audio for teleconferencing is the core element of true collaboration.

Featured Blog