2012 impact of big data on sales

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  1. 1. 2012 Impact of Big Dataon Sales PerformanceA New Study from CSO Insights and Lattice EnginesThis document contains proprietary & confidential information of Lattice Engines , Inc. and its Customers.Do not distribute this document to any persons other than employees of Lattice Engines, Inc. or the company whose logo is presented above.Do not read this document if you are not an employee of the companies whose logos are presented above.
  2. 2. About The Study This report covers the CSO Insights survey on the impact of Big Data on sales performance. Survey answers from 218 CEOs, CSOs, Sales Executives and Managers were obtained during the month of June, 2012. The purpose of this survey was to learn: How and where sales reps are obtaining information on their prospects How serious the problems of collecting and analyzing data are for sales organizations How many companies are using technology to consolidate and gain insight on prospect information Benefits seen in providing easy-to-access information Additional benefits from adding insight to data The role of Big Data in this issueLATTICE Proprietary & Confidential 1
  3. 3. This question wasDo you and your sales team feel challenged by the amountof data available and time it takes to research a prospectdesigned tobefore making a call?discover how big a Not sure0.9%problem the lackNo, we do notof information feel challenged at allYes, we feel very challengedintelligence really17.4%24.3%is. We got theanswer.Yes, we feel somewhatOnly 17.4% of ourchallenged 57.4%surveyparticipants arenot sweating this.The other 80%+feel challenged.LATTICE Proprietary & Confidential
  4. 4. Do you feel your company has missed opportunities because sales representatives cannot effectively leverage all of the internal, external, and social information available on prospects? No, we havent Dont know The responses to this3.7%missed any8.3% question surprised usYes, Manyin their near- Opportunities22.9%unanimity. Wouldnt you like to know who is in the 8.3% that havent Yes, SomeOpportunitiesmissed a thing? 65.1%LATTICE Proprietary & Confidential
  5. 5. Do you have a single technology system in place thatSales reps in theenables sales reps to easily access internal and external information on prospects AND gain insight from it?over 50% of thecompanies Dont know0.5%surveyed are eitherPlanning tospending lots of implement11.9% Yes--easy infoaccesstime searching for19.7%information orYes--info accessconducting sales+ alerts15.6%calls without theNoknowledge they 52.3%might gain fromtheir research.LATTICE Proprietary & Confidential
  6. 6. CSO Insights will continue to monitor this technology, as it expects Big Data adoption for sales to increase substantially in the next few years.LATTICE Proprietary & Confidential
  7. 7. To continue reading, please visit Lattice Engines to seethese statistics and more about how Big Data cancapture sales growth today.LATTICE Proprietary & Confidential 6