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Sales Performance Associates Launches First Survey of Media Technology Sales Effectiveness

NAB, LAS VEGAS, April 22, 2009

– Sales Performance Associates today announces the launch of a comprehensive survey to benchmark the current state of sales, sales management and tactical marketing capabilities in media technology companies. In addition to sales and marketing executives, the survey will also poll top level corporate executives in companies delivering solutions or services used for content creation, acquisition, production, distribution, delivery, management, measurement and monetization.
“Other surveys have examined general sales capabilities and cultures but none have focused on the special situations facing media technology companies,� said Jim Cundiff, Executive Vice President at Sales Performance Associates. “For example, one survey found that technology companies lose as many as one quarter of opportunities forecast for closure to competitors or to a customer’s failure to reach a decision. However, there’s no data on the accuracy of media technology sales forecasting.�
The Media Technology Sales Conditioning Benchmark Study will examine the full sales cycle – from lead generation to close to post sale account management.
Invitations have been sent to executives in more than 500 companies in the global media technology space.
Participating executives receive a pre-publication edition of the survey findings. They will also have the option to have their individual results compared with the overall survey sample. The full survey results will be compiled and formally published in early June 2009.
“There will be no cost to participate in the study or to receive the final report,� Cundiff noted. “The goal is to develop and distribute objective data so executives can make better decisions on sales organization improvements.�
Executives who would like to participate in the survey but did not receive an invitation can request one on the Sales Performance Associates website –


About Sales Performance Associates

Sales Performance Associates helps media technology companies achieve sustainable, repeatable and predictable revenue growth by improving sales and marketing processes, methods and execution. The firm’s unique Sales Conditioning approach helps clients identify more and better sales opportunities; improve the size, qualification and velocity of their pipeline; enhance sales forecast accuracy; win more competitive opportunities; grow business within existing accounts and upgrade overall sales and marketing execution and efficiency.
Sales Performance Associates LLC is a privately-held company based in Roswell, Georgia.


Jim Cundiff
Executive Vice President
Sales Performance Associates LLC
Telephone: +1 (404) 474-4242