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There are two main reasons: data-driven decision-making and rep efficiency: Decisions Driven by Data According to Gartner, 65% of B2Bsales organizations will transition from intuition-based decision-making processes to data-driven decision-making processes by 2026. How will they make this switch effectively?
Ensuring your sales team is only “working” the most qualified prospects (SQLs) will help improve productivity – save time, energy and money – and boost conversion rates. 46% of B2Bsales reps list lead quantity and quality as their top challenge. It takes 10 months or more for a new sales rep to be fully productive.
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