We released the following story at the NAB show in Las Vegas earlier today …
NAB, LAS VEGAS, April 22, 2009 – Sales Performance Associates announced today the launch of a comprehensive survey to benchmark the current state of sales, sales management and tactical marketing capabilities in media technology companies. In addition to sales and marketing executives, the survey will also poll top level corporate executives in companies delivering solutions or services used for content creation, acquisition, production, distribution, delivery, management, measurement and monetization.
“Other research has examined sales capabilities and cultures across many industries but none have focused on the special situations facing media technology companies,” said Jim Cundiff, Executive Vice President at Sales Performance Associates. “For example, research in 2008 found that technology companies lose as many as one quarter of opportunities forecast for closure to competitors or to a customer’s failure to reach a decision. However, there’s no data on the scope of this sales frustration for media technology companies.”
The 2009 Media Technology Sales Conditioning Benchmark Study will examine the full sales cycle – from lead generation to close to post sale account management.
Invitations have been sent to executives in more than 500 companies in the global media technology space.
Participating executives receive a pre-publication edition of the survey findings. They will also have the option to have their individual results compared with the overall survey sample. The full survey results will be compiled and formally published in early June 2009.
“There will be no cost to participate in the study or to receive results,” Cundiff noted. “We want to develop and distribute objective data so executives can make better decisions on sales organization improvements.”
Media technology executives who would like to participate in the survey but missed an invitation can request one on the Sales Performance Associates website – www.sales-perform.com.
About Sales Performance Associates
Sales Performance Associates helps media technology companies achieve sustainable, repeatable and predictable revenue growth by improving sales and marketing processes, methods and execution. The firm’s unique Sales Conditioning approach helps clients identify more and better sales opportunities; improve the size, qualification and velocity of their pipeline; enhance sales forecast accuracy; win more competitive opportunities; grow business within existing accounts and upgrade overall sales and marketing execution and efficiency.
Sales Performance Associates is a privately-held company based in Roswell, Georgia.