This report covers the CSO Insights survey on the impact of big data on sales performance. Survey answers from 218 CEOs, CSOs, Sales Executives and Managers were obtained during the month of June, 2012.
2012 Impact of Big Dataon Sales PerformanceA New Study from CSO Insights and Lattice EnginesThis document contains proprietary & confidential information of Lattice Engines , Inc. and its Customers.Do not distribute this document to any persons other than employees of Lattice Engines, Inc. or the company whose logo is presented above.Do not read this document if you are not an employee of the companies whose logos are presented above.
About The Study This report covers the CSO Insights survey on the impact of Big Data on sales performance. Survey answers from 218 CEOs, CSOs, Sales Executives and Managers were obtained during the month of June, 2012. The purpose of this survey was to learn: • How and where sales reps are obtaining information on their prospects • How serious the problems of collecting and analyzing data are for sales organizations • How many companies are using technology to consolidate and gain insight on prospect information • Benefits seen in providing easy-to-access information • Additional benefits from adding insight to data • The role of Big Data in this issue LATTICE Proprietary & Confidential 1
This question was Do you and your sales team feel challenged by the amount of data available and time it takes to research a prospectdesigned to before making a call?discover how big a Not sure 0.9%problem the lack No, we do notof information feel challenged at all Yes, we feel very challengedintelligence really 17.4% 24.3%is. We got theanswer. Yes, we feel somewhatOnly 17.4% of our challenged 57.4%surveyparticipants arenot sweating this.The other 80%+feel challenged. LATTICE Proprietary & Confidential
Do you feel your company has missed opportunities because sales representatives cannot effectively leverage all of the internal, external, and social information available on prospects? No, we haven’t Don’t know The responses to this 3.7% missed any 8.3% question surprised us Yes, Many in their near- Opportunities 22.9% unanimity. Wouldn’t you like to know who is in the 8.3% that haven’t Yes, Some Opportunities missed a thing? 65.1% LATTICE Proprietary & Confidential
Do you have a single technology system in place thatSales reps in the enables sales reps to easily access internal and external information on prospects AND gain insight from it?over 50% of thecompanies Dont know 0.5%surveyed are either Planning tospending lots of implement 11.9% Yes--easy info accesstime searching for 19.7%information or Yes--info accessconducting sales + alerts 15.6%calls without the Noknowledge they 52.3%might gain fromtheir research. LATTICE Proprietary & Confidential
CSO Insights will continue to monitor this technology, as it expects Big Data adoption for sales to increase substantially in the next few years.LATTICE Proprietary & Confidential
To continue reading, please visit Lattice Engines to seethese statistics and more about how Big Data cancapture sales growth today. LATTICE Proprietary & Confidential 6