Mark Smith's Analyst Perspectives

The Business of Sales and Marketing – Our Research Agenda for 2013

Posted by Mark Smith on Jan 11, 2013 12:39:29 PM

Most organizations see improving the effectiveness of sales as a way to increase productivity. Those organizations that take advantage of the latest sales applications and technology are finding themselves with a competitive advantage, but many organizations lack the time and resources to assess and deploy appropriate platforms. That’s a shame, since most sales organizations have plenty to improve in their selling, forecasting, incentives and planning according to our latest research on sales performance management. We found a high demand even for many of the basics; for instance, many organizations still use personal spreadsheets or outdated applications that are costly to manage. At the same time, marketing organizations are investing heavily to be more revenue- and sales-focused to ensure they maintain relevance and contribute to their organizations’ performance and profitability. Both sales and marketing have fixated on specific processes and how they can work better together.

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Topics: Big Data, Sales, Social Media, Marketing, Operational Performance Management (OPM), PIM, Sales Compensation, Sales Forecasting, Business Analytics, Business Collaboration, Cloud Computing, Governance, Risk & Compliance (GRC), Business Intelligence (BI), Business Performance Management (BPM), CPQ, CRM, Customer Performance Management (CPM), Financial Performance Management (FPM), Information Applications (IA), Information Management (IM), Product Information Management, Sales Performance Management (SPM), SFA, Workforce Performance Management (WPM)