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Aberdeen Group and Qvidian to Share New Research on Sales Playbooks: How Best-in-Class Connect Marketing and Sales During Selling Lifecycle

BOSTON, MA--(Marketwire - Nov 8, 2012) -  Qvidian, the market leader in sales effectiveness applications, and the Aberdeen Group, a leading enterprise technology research firm, today announced details of its forthcoming webinar that focuses on sales playbooks as an effective sales performance solution for both sales and marketing executives.

According to a new research brief from the Aberdeen Group, Sales Playbooks: How the Best-in-Class Connect Marketing and Sales Through the Entire Selling Lifecycle (October 2012), companies who use sales playbooks outperform companies who don't in the following areas:

  • Overall team attainment of sales quota: 54% vs 46%
  • Percentage of sales reps making quota: 51% vs 40%
  • Customer renewal rate: 61% vs 59%
  • Lead conversation rate: 30% vs 25%

According to Peter Ostrow, VP/group director, Aberdeen Group, "The utilization of sales playbooks enables marketing to support the goals of the sales team by ensuring that they have the right messaging, collateral, and tools in hand to support their new customer acquisition, up-selling, or cross-selling initiatives."

In addition, the use of sales playbooks can provide specific data regarding the extent to which marketing materials are used by the sales team, as well as correlating the use of individual assets with actual account wins or losses.

"Playbook usage correlates to a 2.5-times larger average deal size," said Gerard Sample, senior director, sales enablement, CA Technologies. "In addition, 85% of sales victories were from reps completing at least half of the playbook activities and overall sales forecasting accuracy has improved dramatically among sales playbooks adopters."

Webinar Information

What:  How "Best-in-Class" Companies Use Sales Playbooks to Increase Deal Size & Win More Business

Who:

  • Peter Ostrow, VP/Group Director, Customer Management and Principal Analyst, Sales Effectiveness at the Aberdeen Group
  • Gerard Sample, Senior Director, Sales Enablement, CA Technologies

When: Thursday, November 29, 2012, 11 a.m. ET

How: To register please click on the following link:

Webinar: Aligning Sales & Marketing to Generate Revenue

About Aberdeen Group
For over two decades, the Aberdeen Group, a Harte-Hanks Company ( NYSE : HHS ), has been connecting enterprises and solution providers through the power of fact-based research and demonstrating the value of technology in achieving Best-in-Class results for the enterprise.

About Qvidian
With offices in Boston, London and Cincinnati, Qvidian provides software applications enabling sales teams to accelerate the sales cycle and close more deals. Qvidian Sales Playbooks & Analytics and Proposal Automation have increased win rates and improved productivity for some of the world's largest and most successful corporations. On average, our customers increase their win rate by 38% and improve productivity by 45%. To learn more, visit www.Qvidian.com or follow us on Twitter @Qvidian.