State of Sales Appendix 43 Sales Becomes More Connected and Proactive Top performers say it’s very important to collaborate with other departments within their organization. Here we see the percentage of sales teams who say each selling technique is absolutely critical or very important to their overall sales process by performance and business type. Percentage of Sales Teams Who Rate the Following Selling Techniques as Absolutely Critical or Very Important to Their Overall Sales Process by Performance 86% Collaborating across departments 71% (e.g., sales, service, marketing) 63% 79% Collaborative selling (i.e., integrating other departments 59% such as marketing, service, etc., in the selling process) 52% High performers Moderate performers Underperformers Percentage of Sales Teams Who Rate the Following Selling Techniques as Absolutely Critical or Very Important to Their Overall Sales Process by Business Type 76% Collaborating across departments 73% (e.g., sales, service, marketing) 68% 66% Collaborative selling (i.e., integrating other departments 61% such as marketing, service, etc. in the selling process) 56% B2B2C B2C B2B Salesforce Research