Whitepaper. Cut to the Cash: How to Shorten Your Sales Cycle
|
|
- Derek George
- 8 years ago
- Views:
Transcription
1 Whitepaper Cut to the Cash: How to Shorten Your Sales Cycle
2 Think about it the more obstacles that stand in your sales reps way, the less time they have to close new deals. Think about it the more obstacles that stand in your sales reps way, the less time they have to close new deals. So to shorten your sales cycle, you ll need sales processes that run as efficiently as possible. Unfortunately, most sales teams don t. What with manual input of data, inefficient sharing of information between teams, nonexistent research processes and generating sales reports, reps often spend more time on admin than on selling. A recent survey by The Economist asked 236 sales executives about the biggest obstacles to growth. A staggering 71% of respondents said too much time spent on administrative tasks, far ahead of the next-leading concerns: lack of customer understanding (33%) and lack of information-based decisionmaking (28%). 1 Meanwhile, a recent CSO Insights survey of more than 2,000 companies worldwide says salespeople spend just 41% of their time actually selling to customers either face-to-face or on the phone. 2 When the same survey ran in 2006, salespeople were spending 46% of their time selling despite having less technology available to them. 3 So why are sales reps so tied up in non-essential tasks? 1 The Economist. The empowered sales team: Enhancing productivity through the better use of information. A report from the Economist Intelligence Unit. Sponsored by Microsoft Accenture. Optimizing Sales Effectiveness to Achieve High Performance: Key Findings from the 2011 Sales Performance Optimization Study Gschwandtner, Gerhard. How Much Time Do Your Salespeople Spend Selling? SellingPower Blog. February 23, Cut to the Cash: How to Shorten Your Sales Cycle
3 What stands between Leads and Cash? Companies that want to shorten the sales cycle (and who doesn t?) typically face several major obstacles: 1. Manual data entry steals time. If a rep receives his lead list via , he then has to manually key the list data into his customer relationship management (CRM) system and if he can t type at Olympic speeds, that will eat up hours of prime selling time each week. Compiling a comprehensive prospect profile can mean hours researching companies and contacts online even before the first call. And once they ve made the call, well, that leads to yet more manual data entry. According to that CSO Insights study, salespeople are spending 18.8% of their time generating leads and researching accounts Lack of shared information misses opportunities. If they can t easily see what your colleagues are doing, reps may worry that a call will interfere with the efforts of one of their sales colleagues. With no visibility into anyone else s pipeline, they may hesitate to make that first call to a prospect, and another hot prospect goes cold. 3. On-the-road means off-the-map. Road reps without quick access to corporate systems can t effectively address questions, place orders, or even compile detailed notes. On returning to the office, there s the chore of sifting through s, spreadsheets, and handwritten notes to recreate each meeting within the company s system leading to more time lost. 4. Sales reporting cuts into selling time. Sales reps can spend hours each week compiling information on current sales opportunities to satisfy management requests and, in truth, often rushing them to meet deadlines. In one CustomerThink survey, 9% estimated their sales reps were spending 60% or more of their time in non-selling activities such as paperwork, reports, training, and sales meetings. Another 28% estimated that non-selling activities were eating up 40-59% of their sales reps time. The largest segment 40% estimated non-selling activities were taking up 20-39% of the sales team s time.5 That CSO Insights study also found that salespeople are spending nearly a quarter of their time on meetings and administrative tasks, including reporting. 6 A staggering 71% of respondents selected too much time spent on administrative tasks 4 Accenture. 5 Thompson, Bob. Improving Sales Productivity: An Opportunity for Sales and IT Leadership. CustomerThink white paper. Sponsored by Microsoft Dynamics CRM. April Accenture. Cut to the Cash: How to Shorten Your Sales Cycle 3
4 Four best practices for sales team efficiency These four initiatives can help you boost efficiency in ways you can measure, as quickly as possible. 1. Automate the lead entry process. An efficient CRM system can capture the contents of web forms and turn them into leads, then automatically funnel those leads to the right salesperson, freeing up time for the sales manager who would normally have to allocate them. Sales departments can respond to the hottest leads immediately, qualifying them right away and increasing the chances of a successful engagement. 2. Share information on all prospects and customers. A sales rep with a hot lead should be able to find a detailed history of your previous contacts with this prospect complete with all sales intelligence entered at that time. Or, with a new contact at an existing account, they can get complete information on the relationship including products purchased, licenses held, and any outstanding maintenance issues in seconds. Reps can work together to share information and tactics, and avoid stepping on each other s toes. 3. Go mobile. Sales binder? So last century. Laptop? So last year. Nowadays, sales reps are getting hooked on their tablets and smart phones even using them for video and audio presentations, with full online access to all the information and services they need in real time. According to a Nucleus Research survey, 74% of companies have allowed mobile access to CRM applications and increased productivity of their sales teams by 14.6%. Nearly a third logged productivity increases of more than 20%. And companies that also used social CRM boosted productivity by a further 11.8%, with 21% citing an increase of more than 20%. 7 Successful reps can get instant access to all the information they need from their tablet, including pricing and availability and create a quote on the spot. Then they can update the opportunity status for their colleagues so when they return to the office there s no messy afterwork to do, leaving them more time to chase additional contacts. 4. Automate sales reporting. Even if you ve already set up a system that automates lead entry and centralises prospect and customer information, it can perform better by pulling in data 74% of companies have allowed mobile access to CRM applications and have increased the productivity of their sales teams by 14.6% from sales activities and inserting it into a well formatted report or intuitive dashboard. A web-based dashboard can help your reps monitor opportunities, react to changes, and work towards their quotas. And sales managers can use dashboards to get a high-level overview of key metrics, while drilling down for the full story. 7 Nucleus Research. The Value of Mobile and Social for CRM. Market Focus Report. March Cut to the Cash: How to Shorten Your Sales Cycle
5 Sales team efficiency in action: case studies Three leading companies recently discovered the benefits of streamlining their sales cycle when they implemented new CRM solutions or reconfigured existing ones: USAFact sales cycle reduced from up to 6 months to just 1 week USAFact is a web-based preemployment screening company founded in The company s sales team lacked a quote structure, and its managers couldn t track accountability, activities, or profit. As a result, sales opportunities were falling through the cracks. After reconfiguring its CRM solution to support greater sales team efficiency, USAFact reduced its sales cycles from 3-6 months to within the same week as an inbound call. With automated quote generation and standardised volume pricing, an offer that would have taken three people 30 minutes to complete now takes one person less than five minutes. GM Colombia automated customer records led to 60% revenue increase in 3 years GM Colombia holds a 33.9% market share in Colombia s automobile market. Its aftermarket division focuses on driving customer loyalty to increase incremental revenue. But the group recently noticed that the quality and depth of its data was limited. GM Colombia implemented a CRM solution offering easier access to vast amounts of customer data, and could then quickly organise millions of customer records and implement custom reports. Since then, GM Colombia s aftermarket division achieved a 60% increase in year-on-year incremental revenues over three years. Fresenius Medical Care webbased CRM means a three-day job now takes just a few hours Fresenius Medical Care is the world s largest integrated provider of products and services for kidney dialysis. Over a recent four-year period, the company s Rio de Janeiro operations doubled straining sales, customer service, and back-office processes. But sales representatives were still using spreadsheets to manage information from customers, clinics, and hospitals. After implementing a web-based CRM solution, Fresenius found that order submission and processing that used to take up to three days could be completed in just a few hours. The Rio de Janeiro division now processes 500 orders per day a level of performance that was previously impossible. Request your free trial of SugarCRM Highly efficient sales teams tend to close deals quickly and sell more products. They increase revenue without introducing overhead or adding staff. How? With SugarCRM. SugarCRM is an open source sales force automation solution that makes it easy for companies of all sizes to identify and pursue hot leads, organize and share customer information, and measure and report sales performance across the company. It s also social-ready, which means you can integrate with your social media accounts to drive online collaboration, document sharing, and sales intelligence. Are you ready to transform your sales team into a sales machine? Start your free trial of SugarCRM today: Or learn more about SugarCRM via a free webcast: Cut to the Cash: How to Shorten Your Sales Cycle 5
6 SugarCRM Customer relationship management CRM software for business. In the cloud, online, on demand, onsite - the best sales, and mobile CRM integration North Wolfe Road SW2-130 Cupertino, CA T: F: SugarCRM Deutschland GmbH Erika-Mann-Straße Munich Germany T: +49 (0) F: +49 (0) T: +44 (0) T: +33 (0) Copyright 2012 SugarCRM, Inc. All rights reserved. SugarCRM and the SugarCRM logo are registered trademarks of SugarCRM, Inc. in the United States, the European Union and other countries. All other trademarks are the properties of their respective companies
5 Ways To Boost CRM Adoption By Your Sales Staff
Whitepaper 5 Ways To Boost CRM Adoption By Your Sales Staff Chris Bucholtz ...but what s in it for the sales staff? Executive summary Sales managers usually have no problem grasping the value of CRM it
More informationSage 300 ERP 2014 Get more done.
Sage 300 ERP 2014 Get more done. Get more done by connecting your business, providing a better customer experience, and increasing revenue. New web and mobile functionality: driving better customer experiences
More informationIncrease Outside Sales Productivity using Mobile Technologies
White Paper Sponsored by Epicor Software Increase Outside Sales Productivity using Mobile Technologies For most lumber and building materials (LBM) dealers and distributors, their outside sales people
More information5 Ways to Increase CRM Adoption Within Your Sales Staff
Whitepaper 5 Ways to Increase CRM Adoption Within Your Sales Staff Chris Bucholtz Sales managers usually have no problem grasping the value of CRM it presents sales data in an easilydigested format that
More informationIN-DEPTH CASE STUDY. THIS IS HOW i CRM: PostNord Delivers Greater Sales and Quality Service
IN-DEPTH CASE STUDY THIS IS HOW i CRM: PostNord Delivers Greater Sales and Quality Service INTRODUCTION When customers need quick decisions and even speedier service, it s critical to have the relevant
More informationPUTTING THE i IN CRM. Series 1: The Impact to the Sales Team. ebook
PUTTING THE i IN CRM Series 1: The Impact to the Sales Team. ebook Table of Contents Section I Empowering the Individual 3 Section II Management Benefits 6 of Individualized CRM Section III Expanding your
More informationIN-DEPTH CASE STUDY. THIS IS HOW i CRM: Audio Visual Design Group Amps Up Business
IN-DEPTH CASE STUDY THIS IS HOW i CRM: Audio Visual Design Group Amps Up Business INTRODUCTION When Tom Mattley came on board to grow Audio Visual Design Group (AVDG) into a powerhouse corporate design
More informationHOW A CRM HELPS YOUR BUSINESS GROW
Book 1 of 4 HOW A CRM HELPS YOUR BUSINESS GROW PART OF THE CRM SUCCESS SERIES Introduction BEYOND THE HANDSHAKE You ve likely heard the saying, Business begins with a handshake It sounds so simple. But
More informationSage 100 ERP 2014 Connect your business.
Sage 100 ERP 2014 Connect your business. The foundation for connecting your business to provide a better customer experience, increase revenue, and make better business decisions New web and mobile functionality:
More informationCustomer Relationship Management - a strategic approach
Sage CRM Solutions Customer Relationship Management - a strategic approach Managing interactions with prospects and customers effectively and profitably is a fundamental part of business. Success depends
More informationPersonalised view of metrics for an instant snapshot of your business. Wizard-Driven Dashboards
Workflow Automation Build a competitive advantage with automated processes and increased business visibility While the competition struggles with manual processes, queries and reports on customer interactions,
More information5 Tips to Improve Sales Performance Modern Best Practice Guide Joe Fuster, Global Head of Customer Experience, Oracle
5 Tips to Improve Sales Performance Modern Best Practice Guide Joe Fuster, Global Head of Customer Experience, Oracle Adaptable Sales Strategies and Effective Execution Are you setting unattainable targets?
More informationThe Beginner s Guide to CRM
The Beginner s Guide to CRM Customer relationship management can sound intimidating to small- and mid-sized businesses. After all, if your company only has a handful of customers, why do you need a dedicated
More informationSage CRM Focused Sales Management
Sage CRM Focused Sales Management Equipping your sales team with the complete customer information and the necessary tools to enable them to do their job effectively is very important. Sage CRM empowers
More informationto Maximize Return on Investment with Marketing Automation
4 Ways to Maximize Return on Investment with Marketing Automation 4 Ways to Maximize Return on Investment with Marketing Automation The Challenge: Maximising the time and money you invest in the online
More informationModern Sales in the Cloud. In the Era of the Empowered Customer
Modern Sales in the Cloud In the Era of the Empowered Customer Today s Sales Landscape 45% of enterprise-level buying decisions are made before your buyer says hello to 1 your sales rep 60% of sellers
More informationMarketing & Sales Integrate for the Ultimate ROI
Marketing & Sales Integrate for the Ultimate ROI How CRM & Marketing Automation are the tools to help Winning and keeping customers requires modern data tactics. Marketing must deliver value with every
More informationHitting Your Numbers. Creating Sales Excellence with Commercial Open Source CRM BREAK AWAY
Hitting Your Numbers Creating Sales Excellence with Commercial Open Source CRM BREAK AWAY It is already a given that a CRM system can help drive sales performance. So the decision to be made now is which
More informationAn Introduction To CRM. Chris Bucholtz
Chris Bucholtz Contents Executive Summary...3 Introduction...4 Why CRM?...4 The Top 6 Things CRM Can Do For You...5 Creating A Standardized Process...5 No More Weekly Status Reports...5 Automate Your Unique
More informationsetup and provide drill-down capabilities to view further details on metrics and dynamic updates for a real-time view of your business conditions.
Workflow Automation Build a competitive advantage with automated processes and increased business visibility While the competition struggles with manual processes, queries and reports on customer interactions,
More informationHow to get more exhibitors to your events Technology Marketing Showcase White Paper FibreCRM
How to get more exhibitors to your events Technology Marketing Showcase White Paper FibreCRM How to get more exhibitors to your events Technology Marketing Showcase White Paper FibreCRM Overview This paper
More informationMarketing to the Masses with SugarCRM
Marketing to the Masses with SugarCRM Marketers are facing a more challenging environment than ever. Not only has the number of campaigns and general marketing activities increased inside most organizations,
More informationSAP Solution Overview: SAP Cloud for Sales Sell Smarter and Engage to Win with SAP Cloud for Sales
SAP Solution Overview: SAP Cloud for Sales Sell Smarter and Engage to Win with SAP Cloud for Sales SAP Cloud for Sales 1 Selling today is more complex than ever. You need to know your customer s unique
More informationACHIEVE DIGITAL TRANSFORMATION WITH SALES AND SERVICE SOLUTIONS
SAP Hybris Solution Overview: SAP Hybris Cloud for Customer ACHIEVE DIGITAL TRANSFORMATION WITH SALES AND SERVICE SOLUTIONS The Digital customer requires companies to be one step ahead of them, be better
More informationSIX TIPS FOR PUTTING YOUR CRM INTO OVERDRIVE
SIX TIPS FOR PUTTING YOUR CRM INTO OVERDRIVE TABLE OF CONTENTS Introduction Tip 1: Meet and Exceed Customer Expectations Every Time Tip 2: Provide the Right Data, to the Right People, at the Right Time
More informationDive Deeper into Your Sales Metrics: 4 Ways to Discover Hidden Sales Treasure. Rich Berkman Qvidian
Dive Deeper into Your Sales Metrics: 4 Ways to Discover Hidden Sales Treasure 2 What you can t see may be killing your sales. It s time to uncover what your current measurements won t show you. If you
More informationTHE FOUR PILLARS OF TECHNOLOGY BUSINESS SUCCESS
THE FOUR PILLARS OF TECHNOLOGY BUSINESS SUCCESS ORGANIZING YOUR BUSINESS OPTIMIZING YOUR CUSTOMERS EXPERIENCE BUILDING YOUR PIPELINE UNDERSTANDING YOUR METRICS OVERVIEW Building and maintaining a profitable
More informationHow CRM Solves These 5 Business Challenges
How CRM Solves These 5 Business Challenges Here are 5 examples to demonstrate why organisations implement Customer Relationship Management strategies, and how professionally implemented CRM systems resolve
More informationCase Study. Bank of Marin. SugarCRM Powers Expert Lead Management System sm For Bank Of Marin
Case Study Bank of Marin SugarCRM Powers Expert Lead Management System sm For Bank Of Marin Expert Business Development Leverages Sugar to Support Proprietary System for Banks Bank of Marin and Sugar partner
More informationSales Force Automation with Microsoft Dynamics
Sales Force Automation with Microsoft Dynamics Drive sales productivity, user adoption and consistent best practices with Microsoft Dynamics CRM for Sales Streamline and automate your sales processes and
More informationHow to Choose the Best Inbox Integration for Salesforce
How to Choose the Best Inbox Integration for Salesforce This guide is written for information technology specialists who are looking for ways to improve Salesforce productivity. Salesforce is one of the
More informationMarketing Automation User; 2010 marketing review notes and 2011 plans
Marketing Automation User; 2010 marketing review notes and 2011 plans Each December we ask our marketing customers if they would like to participate in a short, informal yearend review. The scope of the
More informationPersonalised view of metrics for an instant snapshot of your business. Wizard-Driven Dashboards
Workflow Automation Build a competitive advantage with automated processes and increased business visibility While the competition struggles with manual processes, queries and reports on customer interactions,
More informationSage CRM I White Paper. Enhance Your Business Relationships With Sage CRM
I White Paper Enhance Your Business Relationships With Accelerate Your Performance With True 360 Business Visibility Imagine: Your top sales professional calls your best customer to sell him a new product.
More informationWHITE PAPER CRM and Marketing Automation. Integration for the Ultimate ROI
WHITE PAPER CRM and Marketing Automation Integration for the Ultimate ROI The B2B sales and marketing landscape has changed tremendously. Marketers no longer gather copious amounts of leads and hand them
More informationENGAGEMENT. Special Report ACCELERATION. Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST
ENGAGEMENT Special Report ACCELERATION Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST Dreamforce 2014 Cool Tools & Wrap-up Report Special Report Salesforce s big news at this year s Dreamforce
More informationOn-Demand CRM Executive Brief
On-Demand CRM Executive Brief Five Key Measurements to Monitor Sales Productivity Moving from Art to Science www.tatacommunications.com/enterprise/saas/crm.asp For many, the art of selling is just that
More informationRESEARCH NOTE NETSUITE S IMPACT ON SOFTWARE COMPANY PERFORMANCE
Document K51 RESEARCH NOTE NETSUITE S IMPACT ON SOFTWARE COMPANY PERFORMANCE THE BOTTOM LINE Many software companies invest in NetSuite to help them grow their business while managing IT and administrative
More informationVisual Scoring the 360 View: 5 Steps for Getting Started with Easier, Faster and More Effective Lead Scoring
Visual Scoring the 360 View: 5 Steps for Getting Started with Easier, Faster and More Effective Lead Scoring Authors: Elissa Fink Wade Tibke Tableau Software p2 Lead Scoring For Most a Great Idea in Concept,
More informationDramatically increase sales productivity Sales analytics and mobile enablement solutions.
Dramatically increase sales productivity Sales analytics and mobile enablement solutions. Bring your sales data to life Sales Force Automation (SFA) and Customer Relationship Management (CRM) tools, such
More informationWhitepaper. Sales Forecasting. Chris Bucholtz
Whitepaper Sales Forecasting Chris Bucholtz Turning Data, Analysis and Process into a Realistic View of your Business s Future The sales forecast plays a vital role in your business not just giving your
More informationAn Introduction to Electronic Data Capture Software. Learn the basics to find the right system for your needs
An Introduction to Electronic Data Capture Software Learn the basics to find the right system for your needs By Forte Research Systems Software to fit your clinical research needs Cloud-based clinical
More informationMaking the Sound Choice: Avoid the Common Pitfalls when Choosing a SaaS Vendor
Whitepaper ebook Making the Sound Choice: Avoid the Common Pitfalls when Choosing a SaaS Vendor Introduction There are many proof points to the value of using SaaS or cloud-based business applications.
More informationAn Introduction To CRM
Whitepaper An Introduction To CRM Chris Bucholtz You have probably heard the term Customer Relationship Management (CRM) but what exactly does it mean? At a high level, CRM systems make life easier. CRM
More informationWHY CUSTOMERS CHOOSE SUGARCRM OVER MICROSOFT DYNAMICS CRM
WHY CUSTOMERS CHOOSE SUGARCRM OVER MICROSOFT DYNAMICS CRM WHY CUSTOMERS CHOOSE SUGARCRM OVER MICROSOFT DYNAMICS CRM SugarCRM is being deployed by more and more organizations over Microsoft Dynamics CRM
More informationExact Online CRM IN THE CLOUD. The New Selling. www.exactonline.co.uk
Exact Online CRM IN THE CLOUD The New Selling www.exactonline.co.uk TABLE OF CONTENTS Introduction 01 Management summary 5 02 The importance of CRM 6 03 CRM in everyday practice 8 04 CRM and the sales
More informationNINE WAYS TO GET YOUR SALESPEOPLE TO FOLLOW UP ON MORE LEADS by Mari Anne Vanella The Vanella Group, Inc
NINE WAYS TO GET YOUR SALESPEOPLE TO FOLLOW UP ON MORE LEADS by Mari Anne Vanella The Vanella Group, Inc Despite advances in CRM, Marketing Automation, and Lead Management, there are still too many leads
More informationMARKETING AUTOMATION: HOW TO UNLOCK THE VALUE OF YOUR CRM DATA
: HOW TO UNLOCK THE VALUE OF YOUR CRM DATA Kynetix Technology Group Introduction People who remember using a Rolodex to keep track of their clients consigned this little piece of history to the back of
More informationOpen Doors with B2B Social Networking
Dow Jones ebook Open Doors with B2B Social Networking How social networking technology is changing the competitive landscape during the economic storm By Tom Aley SVP and Managing Director Business & Relationship
More informationYour Complete CRM Handbook
Your Complete CRM Handbook Introduction Introduction Chapter 1: Signs You REALLY Need a CRM Chapter 2: How CRM Improves Productivity Chapter 3: How to Craft a CRM Strategy Chapter 4: Maximizing Your CRM
More information25 Questions Top Performing Sales Teams Can Answer - Can You?
25 Questions Top Performing Sales Teams Can Answer - Can You? How high growth businesses use Sales Force Automation to drive success The best performing sales teams can answer the sales management questions
More informationThree essential steps to more accurate sales forecasting
Mentor Group White Paper Three essential steps to more accurate sales forecasting One of the key measures of the competency of senior sales professionals across the globe is their ability to forecast sales.
More informationNINE. Coaching Tips. for Sales Managers to Drive Better Sales Funnel Results
NINE Coaching Tips for Sales Managers to Drive Better Sales Funnel Results Series on Maximizing Performance with the Sales Funnel Reference Guide Introduction... i Tip One Commit to a funnel inspection
More informationCreating Customer Experts
Whitepaper Creating Customer Experts Every Customer. Every User. Every Time. Executive Summary The market for customer relationship management (CRM) software has seen strong growth over the last decade,
More informationOverview of the features that provide the highest return on your investment in Tour de Force
ROI Summary Overview of the features that provide the highest return on your investment in Tour de Force Tour de Force provides many areas of functionality that will help automate your sales organization
More informationCRM for Sales. Increase productivity and sales effectiveness to optimise opportunities and drive revenue. Email Templates
CRM for Sales Increase productivity and sales effectiveness to optimise opportunities and drive revenue From quote to close, sales executives and frontline sales professionals face the challenge of higher
More informationMITS Distributor Analytics
Product Datasheet For TrulinX Users MITS Distributor Analytics A powerful combination of reporting features MITS Distributor Analytics gives you a competitive edge when it comes to making decisions that
More information3 Ways to Recession Proof Your Business with CRM
CRM Expert Advisor White Paper 3 Ways to Recession Proof Your Business with CRM Despite the pressures of an economic recession this year, along with indicators reporting technology spending taking a downturn,
More informationBEAT THE ELITE HOW TO USE CRM TO OUT COMPETE YOUR RIVALS.
BEAT THE ELITE HOW TO USE CRM TO OUT COMPETE YOUR RIVALS. 1 CONTENTS INTRODUCTION 2 ACHIEVE TARGETED MARKETING 6 CUSTOMER SERVICE AND SATISFACTION 3 EMPOWER STAFF WITH MOBILE CRM 7 DON T RELY ON SPREAD
More informationEnhancing productivity. Enabling success. Sage CRM
Enhancing productivity. Enabling success. Sage CRM Customer Relationship Management Customer Relationship Management (CRM) is far more than just a software application. It is a business solution that gives
More informationFocused Sales Management
Focused Sales Management Make the most of every sales opportunity. directs your sales efforts towards the most profitable, most winnable deals, and helps you make the most of cross-selling and upselling
More informationThe B2B Marketing Landscape...2. Why Marketing Automation?...3. Maximize ROI...4. Drive Sales & Accelerate the Funnel...6
Table of Contents Interested in what marketing automation can do for your marketing and sales teams? Peruse through our CMO Toolkit to get information about the marketing automation capabilities that you
More informationSage MAS 90 and 200. Extended Enterprise Suite S
Sage MAS 90 and 200 Extended Enterprise Suite S An End-to-End Approach to Business Software At Sage, we ve been supporting businesses like yours with world-class business software for well over a quarter
More information7 Steps to Superior Business Intelligence
7 Steps to Superior Business Intelligence For several years, it has been common knowledge that for growth and profitability, a company must offer pre-eminent customer service and to do so, it requires
More informationFIVE STEPS TO MANAGE THE CUSTOMER JOURNEY FOR B2B SUCCESS. ebook
FIVE STEPS TO MANAGE THE CUSTOMER JOURNEY FOR B2B SUCCESS ebook TABLE OF CONTENTS Executive Summary Step 1: Map the Customer Journey Step 2: Find the Gaps, Please Step 3: Create a Total Customer View Step
More informationFocused sales management
Focused sales management Make the most of every sales opportunity Sage CRM directs your sales efforts toward the most profitable, most winnable deals and helps you make the most of cross-selling and upselling
More informationIN-DEPTH CASE STUDY. i OEM: Symphony Provides Best-in-Class CRM to Professional Services Firms
IN-DEPTH CASE STUDY i OEM: Symphony Provides Best-in-Class CRM to Professional Services Firms INTRODUCTION Renowned for its success with the Advance Practice Management System, Symphony s sister company,
More informationHow Top Home Improvement Pros Boost their Bottom Line:
How Top Home Improvement Pros Boost their Bottom Line: Manage and Track Your Leads to Win More Deals and Earn More Profit CONTENTS PART I: MISSING PUZZLE PIECES PART II: HOW TO NURTURE YOUR LEADS CONCLUSION
More informationBu si n ess In tel l i gen ce: Leveragi ng D at a to B et ter Man age yo u r B u si n ess D r i ve r s
Bu si n ess In tel l i gen ce: Leveragi ng D at a to B et ter Man age yo u r B u si n ess D r i ve r s We Work Where You Work A DEFINITION OF BUSINESS INTELLIGENCE Business Intelligence is defined as a
More informationCustomer Timeline - New in Summer 2012. Web Lead Capture - New in Summer 2012. Built-In Dashboards - New in Summer 2012
What s New Maximizer CRM 12 Features New Mobile Access User Interface Enhanced Mobile Access Appointment Management Enhanced Web Access User Interface Improved Web Access Speed & Navigation LinkedIn Integration
More informationBusiness Intelligence and intuitive reporting in one comprehensive solution
Business Intelligence and intuitive reporting in one comprehensive solution Business Intelligence Jet Enterprise is Business Intelligence and intuitive reporting in one solution that enables analysis and
More informationHow to get more exhibitors to your events
Overview This paper explains how an effective Customer Relationship Management (CRM) solution can pay dividends to an events organiser. From initial cold calling by the sales team through to generation
More informationHow to Choose the Best Inbox Integration for Salesforce
How to Choose the Best Inbox Integration for This guide is written for information technology specialists who are looking for ways to improve productivity. is one of the most innovative and fastest growing
More informationProject Management Software that boosts your project success
Project Management Software that boosts your project success Contents Overview 3 How you use it 4 1. Take a Free Trial...4 2. Create a Project...4 3. Enter New Tasks...4 Why It s Unique 5 Project Dashboard...5
More informationLead Generation Quickstart Guide
Lead Generation Quickstart Guide 1 2 Lead Generation Quickstart Guide Copyright 2014 Mooloop Ltd All Rights Reserved You re welcome to email, tweet, blog, and pass this ebook around. But please don t change
More informationHow To Choose A Successful Guided Selling Software
Guided Selling 101 What Matters Most and What to Ask 2 What is Guided Selling? Think of Guided Selling as a GPS for the sales person, dynamically providing them the support and guidance they need to reach
More informationThe Dynamic Sales Team. Transforming the way organizations sell
The Dynamic Sales Team Transforming the way organizations sell Contents Introduction... 1 Are the days of cold calling over?...2 Greater choice, more empowered customers...3 Trending...4 Cloud... 5 Social
More informationImproving Sales Productivity: What We All Know but Rarely Do
Improving Sales Productivity: What We All Know but Rarely Do 1 A Whitepaper by Luxor Corporation Improving Sales Productivity: What We All Know but Rarely Do Improving Sales Productivity: What We All Know
More informationTOP 10. Features Small and Medium Businesses
Introduction Once thought of as only relevant for enterprises, CRM technology is increasingly being used by small and medium businesses across industries. Even the smallest organizations recognize the
More informationBest Sales Practices Don t Need To Change When Lead Management Software Replaces Manual Systems. November 2012 Quantech Software.com Inc.
Best Sales Practices Don t Need To Change When Lead Management Software Replaces Manual Systems. November 2012 Quantech Software.com Inc. www.quantechsoftware.com Best Sales Practices Don t Need To Change
More informationSell Effectively. Drive sales productivity and deliver amazing customer experiences PATRICIA SERNA ESPECIALISTA > DYNAMICS CRM
Sell Effectively Drive sales productivity and deliver amazing customer experiences PATRICIA SERNA ESPECIALISTA > DYNAMICS CRM Reps spend more than 75% of their time on nonselling activities Workers lose
More informationImproving Marketing Results with CRM
Improving Marketing Results with CRM Introduction Marketing is not perceived as an exacting science. Many times, marketing plans, campaigns and other activities are planned from guesswork or past "experiences".
More informationThe Top FIVE Metrics. For Revenue Generation Marketers
The Top FIVE Metrics For Revenue Generation Marketers Introduction It s an old cliché but true: you manage what you measure. One implication is that when a business changes, measures should change as well.
More informationSALES INCENTIVE COMPENSATION FOR COMPANIES
SALES INCENTIVE COMPENSATION 101 FOR COMPANIES EMERGING SALES INCENTIVE COMPENSATION BASICS Incentive compensation programs are an integral part of many companies culture and commission structure. In a
More information9 Principles of Killer Dashboards SELL. SERVICE. MARKET. SUCCEED.
9 Principles of Killer Dashboards SELL. SERVICE. MARKET. SUCCEED. The information provided in this e-book is strictly for the convenience of our customers and is for general informational purposes only.
More informationMoving from Sage 50 Accounts to Sage 200 Standard Online
Moving from Sage 50 Accounts to Sage 200 Standard Online 2 Contents Contents Software that grows with your business...4 Straightforward online accounting...5 Reasons to upgrade...6 Financials - Managing
More informationGUIDEBOOK MICROSOFT DYNAMICS GP
GUIDEBOOK MICROSOFT DYNAMICS GP Corporate Headquarters Nucleus Research Inc. 100 State Street Boston, MA 02109 Phone: +1 617.720.2000 Nucleus Research Inc. THE BOTTOM LINE Microsoft Dynamics GP helps organizations
More informationIS YOUR WEBSITE LEAKING LEADS?
GETSMARTCONTENT ACCOUNT BASED MARKETING IS YOUR WEBSITE LEAKING LEADS? Always Relevant Marketing Catches Missed Opportunities to Connect www.getsmartcontent.com I. THE DREAM OF THE MARKETER It s the dream
More informationBlackBerry Business Solutions for Sales
BlackBerry Business Solutions for Sales Ideal solutions for SALES ON THE GO AND ON THE SPOT. About BlackBerry Business Solutions. BlackBerry Business Solutions are about much more than wireless email.
More informationPower Smart Business Operations with Real-Time Process Intelligence
SAP Brief SAP Business Suite SAP Operational Process Intelligence Powered by SAP HANA Objectives Power Smart Business Operations with Real-Time Process Intelligence Gain visibility into processes and data
More informationIBM Global Business Services Microsoft Dynamics CRM solutions from IBM
IBM Global Business Services Microsoft Dynamics CRM solutions from IBM Power your productivity 2 Microsoft Dynamics CRM solutions from IBM Highlights Win more deals by spending more time on selling and
More informationSALES INCENTIVE COMPENSATION 101: FOR EMERGING COMPANIES
SALES INCENTIVE COMPENSATION 101: FOR EMERGING COMPANIES Incentive compensation can be a very effective motivational tool for any business. With a system of bonuses based on performance in place, you can
More informationSALES EXECUTION TRENDS 2014
SALES EXECUTION TRENDS 2014 Dec 2013 Top Objectives & Challenges Facing Sales Leaders As organizations shift from maintenance mode to growth mode, and from enablement to execution, sales leaders must have
More informationThe ROI of Marketing Automation
The ROI of Marketing Automation The ROI of Marketing Automation 1 Introduction Today s fastest growing companies are using repeatable marketing and sales 2.0 techniques to grow revenue predictably and
More informationCRM for Business Intelligence
CRM for Business Intelligence Real-time visibility into your business Strategise effectively and make informed business decisions with timely, accurate insight into your organisation. Maximizer CRM 2015
More informationTop 10 Ways. Operational Software Can Boost a Contractor s Bottom Line
Top 10 Ways Operational Software Can Boost a Contractor s Bottom Line Top 10 Ways Operational Software Can Boost a Contractor s Bottom Line Switching to a new operational software solution is a big step
More informationBusiness Intelligence
Business Intelligence What is it? Why do you need it? This white paper at a glance This whitepaper discusses Professional Advantage s approach to Business Intelligence. It also looks at the business value
More informationMicrosoft Office Accounting Professional 2008
Microsoft Office Accounting Professional 2008 November 2007 Table of Contents Microsoft Office Accounting Professional 2008... i Introducing Microsoft Office Accounting Professional 2008... 1 Small Business
More informationOracle Front Office Applications. Enabling Customer-Responsive Enterprises
Oracle Front Office Applications Enabling Customer-Responsive Enterprises promote customer loyalty promote customer loyalty promote customer loyalty grow your business grow your business grow your business
More informationManaging Customer Relationships with SAP Business One
SAP Brief SAP s for Small Businesses and Midsize Companies SAP Business One Objectives Managing Customer Relationships with SAP Business One Win new customers and forge better relationships Win new customers
More information