Digital Sales Report 2024

What do you think revenue leaders’ goals, challenges, and plans are for 2024? Get the answers in our brand-new Digital Sales Report! 🤩

We surveyed 300 C-level execs to understand revenue teams’ goals, challenges, and plans for the year ahead.

The result? A trend-based report which spans five key areas:

1. Win rates
2. Sales tools and technology
3. Maintaining competitiveness
4. Shifts in ideal customer profiles
5. Rising sales quotas

Trend 1

Increasing win rates is the leading goal

We wanted to know what revenue leaders will prioritize this year, and 79% of them expressed a shared goal: to increase win rates. Surprising? Not so much! Companies are hustling for growth, trying to run smoother operations, and desperately aiming to stand out in a world that's changing faster than you can say "innovation." 🌪️

Read more

Trend 2

Tech investments grow

60% of businesses are spending their revenue budget on sales tools and technology. What’s motivating the spend? The need for increased efficiency and customer expectations, among other things. But tackling tech overwhelm is going to be a challenge… 🤔

Here's what to ask yourself before investing in new tech

Trend 3

Becoming more competitive and process-driven

39% of revenue leaders say that competition is the main reason they lose deals. But competition isn't just a hurdle to overcome but a driving force that compels us to innovate, differentiate, and ultimately deliver better customer value. 📈

Here's what you need to start upping your game

Trend 4

ICPs under the microscope

98% of revenue leaders we spoke to are planning to make changes to their ICP in 2024. From changes in your sales strategy to product or service developments that allow you to broaden your scope, it's impossible to expect your ICP to remain static forever. 🔬

Here are some signs that you might be ready to take a closer look at your ICP

Trend 5

Increasing quotas

Our research shows that 80% of revenue leaders say their reps' quotas will increase in 2024. This allows companies to align sales targets with expanding business objectives, enter new markets, stay competitive, capitalize on economic opportunities, and reflect enhanced sales team efficiency. 💰

Find out how to enable your reps to meet their goals

Now, it's time to reflect on these trends. This not only empowers your strategy but also ensures that your approach aligns with the leading edge of sales innovation.

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