more-content-more-problems-sales-rep-strugglesWhen I worked on the content team at HubSpot, I so proudly created offers and distributed them to our sales teams with talking points, sharable tweets, and so on.

But while our inbound sales organization has always valued content as a critical component to selling ... it turns out that industry wide, over 40% of marketing materials are not used by sales teams.

You may be reading this thinking, yep, that's me! 

So to you, other sales pros, and even content creators ... the following infographic by Qvidian will prove insightful as it illustrates how more content is leading to more problems and struggles for B2B sellers. Below the infographic we called out some key stats. Give it all a look, and let us know what you think in the comments.


  •  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!


Originally published Apr 18, 2014 8:00:00 AM, updated February 01 2017


Sales and Marketing Alignment