Avention Demonstrates the Financial Impact of Introducing Big Data into the Sales Engagement Process with the 'ROI' Calculator

CONCORD, Mass., Oct. 7, 2014 /PRNewswire/ -- Avention, Inc., a leader in transformative sales and marketing enablement and business information solutions, today announced the availability of its "ROI Calculator," an online tool that demonstrates the monetary gains achieved when sales professionals leverage Big Data throughout the sales engagement process. This tool allows those involved in purchasing decisions for sales enablement solutions to evaluate the current state of their sales teams and determine the yearly revenue increase made possible by implementing a solution that harnesses the power of Big Data to enhance sales productivity. The ROI Calculator outlines how organizations can increase performance, reduce costs, drive revenue and establish an advantage over the competition.

"In business today, now more than ever, business analytics and insights derived from Big Data provide organizations with a sharp competitive advantage," said Steve Pogorzelski, CEO, Avention.  "The ROI Calculator demonstrates how real-time data awareness during all aspects of the sales engagement process can increase revenue and productivity within the enterprise."

The Calculator prompts users to enter their company's annual sales revenue, number of sales reps, percentage of sales reps who are considered top performers and the percentage of revenue that can be attributed to these top performers. The Calculator then provides an estimate of how much revenue can be gained – an actual monetary figure specific to each organization – by investing in sales and marketing enablement tools.

Avention worked with John Blossom, president and founder of Shore Communications, to create the tool, based on third-party research from McKinsey and Chally Group. McKinsey's research provided validation of the importance of utilizing Big Data in the sales enablement process and determined organizations that use Big Data in this manner typically achieve a six-percent improvement in their sales execution.  Chally Group's research complemented McKinsey's findings by noting the greater gain that can be achieved by focusing improvement efforts on top performers as opposed to those with lower performance levels. In developing the Calculator, Blossom further validated the research by interviewing several Avention customers to determine the consistency of the results and incorporate real-time need and use cases into the equation.

"The ROI Calculator from Avention allows businesses to truly quantify the value of sales," said Blossom. "By equating the benefit of Avention's Business Signals℠ to the overall results of a given company's 'top performers,' the Calculator shows the financial benefit of empowering the sales force with actionable insight. Not only can it demonstrate revenue increase on a yearly basis, the Calculator also showcases the opportunity to drive increased results from an entire sales team, ultimately resulting in a more effective sales force."

On Thursday, October 9 at 11 a.m. ET, Avention and John Blossom will host a webinar to discuss the research that led to the Calculator's creation and talk through common questions regarding its use. To register for Avention and John Blossom's exclusive webinar click here.  Avention will also feature the Calculator at Dreamforce 2014 (Booth #W631) taking place on October 13-16, in San Francisco, Calif.

Additional Resources

• Discover Avention Solutions by Industry & Role
• Review Customer Case Studies
• Read the Avention "Business Insights" blog
• Sign up for a No-risk, Free Trial

About Avention
Avention, Inc., formerly OneSource, provides real-time, actionable B2B data from the world's most comprehensive database to deliver 21st century business information and sales and marketing enablement solutions. Avention℠ empowers sales, marketing and research professionals with the best global B2B data available and leverages that data with its cutting-edge software. Through four key capabilities – Conceptual Search℠, Business Signals℠, Ideal Profiles℠ and SmartLists℠ – users find leads, market segments and the business insights that can't be found anywhere else. Headquartered in Concord, Mass. with offices across North America, Europe and APAC, Avention has more than 4,000 customers worldwide. Visit http://www.avention.com and follow us on Twitter @AventionInc.

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SOURCE Avention, Inc.