tug-of-warThis post originally appeared on the Sales section of Inbound Hub. To read more content like this, subscribe to Sales.

Sales reps have a lot of responsibilities. Along with selling — which is, of course, what they were hired to do — they’re also expected to spend time researching accounts, generating leads, attending meetings, plugging away at administrative tasks, and so on.

Where does staying on top of marketing materials fit in? As a former member of HubSpot’s content team, I know the hard work that goes into creating valuable offers and then distributing them to sales teams with talking points, sharable tweets, and so on.

But there are so many hours in a salesperson’s day, and it can be really hard to keep up with the content. As a result, over 40% of marketing materials don’t end up getting used by B2B sales teams. 

To learn more about these struggles and how to make sense of the chaos, check out this infographic by Qvidian. Below the infographic we called out some key stats. Give it all a look, and let us know what you think in the comments.


Key Stats:

  • Over 40% of marketing materials are not used by sales teams. In some organizations, this can be up to 90%. [Click to Tweet!]
  • Over 8 in 10 sales teams feel somewhat or very challenged by the amount of data available and the time it takes to research a prospect before making a call. [Click to Tweet!]
  • Sales and marketing organizations who’ve deployed sales playbooks have 9% more sales reps achieving quota. [Click to Tweet!

Enjoy this post? To read more content like it, subscribe to Sales.


Leave a Reply