Faced with longer sales cycles, declining sales productivity, and increasingly discerning customers, companies are being forced to streamline and automate how sales information is processed, and change the mechanics of deal-making. Learn more about the strategies that best-in-class (BIC) companies are employing to improve sales effectiveness, boost productivity, and ultimately remain competitive.
methodology to ensure data accuracy
Framework Aberdeen applies a methodology to benchmark research that evaluates the business pressures, actions, capabilities, and enablers (PACE) that indicate corporate behavior in specific business processes. These terms are defined as follows: Pressures - external forces that impact an organization's market position, competitiveness, or business operations (e.g., economic, political and regulatory, technology, changing customer preferences, competitive) Actions - the strategic approaches that an