Topping the list is LinkedIn Sales Navigator

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Sellers say in large part that incomplete data is a major problem for them. Nearly half of all sellers (45%) say that they have lost sales because they have incomplete data that does not fully correspond with what they know to be true about their customers. Using buyer intent technology to find prospects who are ready to buy right now is increasingly central to the sale process. Almost 85% of sellers say determining buyer intent is important for their sales organization. Sales organizations are using a variety of tools to gauge buyer intent.


But I’d like to shamelessly include another technology, Ion, Rock Content’s interactive platform, which french email address list can be used to gather meaningful business data on leads, and fuel sales with personalized sales intelligence information. What sales learned – sellers only spend about 25% of their Time Selling What Marketing can takeaway – when you look at sales ‘activities’, you’re only seeing one small portion of their job Sellers, according to our data, spend about a quarter of their time (27%) selling products and services.



The remainder of their time is spent updating their CRM, administrative tasks, internal meetings and training. In addition to these findings, top performers (identified as selling +150% of quota) spend 10% less time selling and replace it with additional research – and spend an additional 18% more time updating the CRM than their more average performing counterparts. The report quotes David J.P. Fisher (President, RockStar Consulting) as saying: “Don’t be so quick to dismiss ‘non-selling activity.’ The modern sales cycle requires more than just smiling and dialing to be successful.