The Aberdeen group is out with their 2009 buyers guide. This study focuses on the Best Practices of Best-in-class companies who deploy outsourced B2B Teleservices. Some highlights ...
Best-in-Class companies have sales teams with an average of 90% achievement of the overall sales team quota
Best-in-Class companies increased their average revenue per sales rep by 10% on a year-over-year basis
Best-in-Class companies experienced an average 7% year-over-year improvement of their bid-to-win ratio
Here is the press release:
SOURCE: Aberdeen Group
Dec 10, 2009 10:00 ET
B2B TeleServices: The 2009 Buyer's Guide
Going Beyond the Simple Acquisition of Flat Data or Sales Appointments
BOSTON, MA--(Marketwire - December 10, 2009) - Top performing sales organizations are meeting the challenges of increasing the quality of incoming leads, as well as the overall size of their pipeline, by turning to external providers of business-to-business (B2B) teleservices for a wide variety of deliverables, according to a new research study published by Aberdeen Group, a Harte-Hanks Company (
"B2B TeleServices: The 2009 Buyer's Guide," which examined 206 organizations deploying outsourced B2B teleservices, found that the sales teams of Best-in-Class companies achieved an average of 90% of the overall sales team quota.
"When organizations deploy an outsourced B2B teleservices provider to acquire and deliver some form of sales opportunities, they are essentially seeking to fill the selling pipeline with as many qualified leads as possible," says Peter Ostrow, Research Director, Sales Effectiveness, Aberdeen Group, the report's author. "Leading companies are building substantial, multi-faceted relationships with solution providers that go far beyond the simple acquisition of flat data or sales appointments."
The report reveals what leading companies have been able to achieve through deployment of outsourced B2B teleservices, such as:
-- 7% yearly increase on average in bid-to-win ratio-- Average annual revenue per sales rep has increased 11% year-over-yearClick here to obtain your copy.