State of Sales 53 Appendix High Moderate Under- High Performers vs. Percentage of Salespeople Who Are Confident of the Following Performers Performers performers Underperformers Industry knowledge 80% 84% 79% 68% 1.2x more likely Customer’s/prospect’s business needs 77% 85% 77% 57% 1.5x more likely People involved in decision-making 76% 86% 75% 58% 1.5x more likely Customer’s/prospect’s entire relationship with our company (e.g., marketing and service interactions) 74% 83% 73% 52% 1.6x more likely Executive priorities 67% 76% 66% 39% 2.0x more likely Competitive bids 66% 77% 65% 42% 1.8x more likely Approved budget 65% 79% 63% 35% 2.2x more likely Customer/prospect intelligence beyond LinkedIn profiles (e.g., personal interests) 61% 76% 59% 34% 2.2x more likely Base: Sales representatives, executives, and managers Salesforce Research