According to IDC, 57% of all clients feel sales people presenting to them for the first time are not very well prepared. At the same time, sellers spend more than a third of their working time searching for information and creating presentations to prepare for client meetings. And in addition to that, according to Forrester analysts, companies are spending around 135.000$US per year on sales support activities like sales collateral production, training or workshops.
So, something is wrong in the world of selling. Sellers seem to be overwhelmed by the huge amounts of information that are available to them while the right and useful information does not reach the buyers on the clients’ end. While companies have focused on optimizing the transactional sales process over the last years using CRM technologies and methods, the informational angle of selling has not really been in focus.
