Featuring 36 research charts
Chart 1: How would you characterize the culture and orientation of your company?
Chart 2: How well do sales and marketing organizations collaborate and share information in
Chart 3: Does your company have any formal programs, systems or processes for unifying
and aligning sales goals with marketing activities?
Chart 4: If so, have these been successful?
Chart 5: In what ways would your company benefit from a more effective and fully integrated sales and marketing model?
Chart 6: What are the challenges to better integrating sales, contact center, marketing and
channel management groups in your company?
Chart 7: How do you view the sales function in your organization?
Chart 8: How do you view the marketing function in your organization?
Chart 9: What are the key elements to maximize sales in your organization?
Chart 10: What should be done to improve the yield and effectiveness of the sales
Chart 11: On a scale of 1 to 10, with 10 being the most important and 1 being the least important, what role should marketing play in optimizing sales performance, deal value and close rates?
Chart 12: On a scale of 1 to 10, with 10 being the most important and 1 being the least important, what should sales do to add value to the marketing, messaging and communications process?
Chart 13: How visible and available is customer contact, prospect and sales data in your
Chart 14: What is the level of satisfaction with your CRM application?
Chart 15: If you answered “difficult to customize and use” or “high level of dissatisfaction,”
please explain why.
Chart 16: What functionality and usability is lacking from your company’s CRM solution?
Chart 17: To what degree do you have visibility into customer accounts and business
Chart 18: How widely adopted and used is this tool by sales?
Chart 19: How widely adopted and used is this by marketing?
Chart 20: What are the core benefits with the functionality and usability of your company’s
Chart 21: To what degree are you tracking and optimizing customer lifetime value and
Chart 22: Do sales and marketing teams access or share customer analytics and insight?
Chart 23: What input should sales give to marketing to further customer lifetime value and
Chart 24: How should marketing assist sales in furthering customer lifetime value and
Chart 25: What metrics and measures should marketing use to quantify its impact on sales
results and business outcomes?
Chart 26: Overall, how would you rate the effectiveness of your company’s sales
Chart 27: Overall, how would you rate the effectiveness of marketing in supporting your
company’s sales function?
Chart 28: How many countries does your organization operate in?
Chart 29: What is your title?
Chart 30: To whom do you report?
Chart 31: How large is your company?
Chart 32: Is your business: (BtoB/BtoC/Hybrid)
Chart 33: How long are your average sales cycles?
Chart 34: Within which industry does your company compete?
Chart 35: In which regions of the world does your company operate?
Chart 36: How many people are employed by your company?