This Aberdeen Group report discusses sales intelligence, defined as the external sources of information that a company can use to improve the effectiveness of the sales force and enrich the quality of leads in the sales pipeline, and examines the benefits of incorporating sales intelligence into the early part of the sales cycle. It also discusses the value of collecting and disseminating information in a way that protects from information overload by integrating content into sales representatives' daily workflow.

Read this paper to learn the results of this research, which include discussions about data quality issues, sales force automation tools, and customer relationship management (CRM) solutions.