SiriusDecisions research summarized by Highspot found winning reps consume 35% more content than
low performers, and buyers receive 22% more content, more often rated high-impact, from winning
reps. Separately, Gartner-reported data (via Destination CRM) puts any one seller's share of a
buyer's total purchase-time attention at roughly 5–6% when three vendors are competing. Both
point the same direction: the minutes an AE gets have to be fluent, not searched for.
Source: SiriusDecisions via Highspot; Gartner via Destination CRM. Read the content-consumption research and the buyer-time research.
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