SALES EXECUTION TRENDS 2014

Size: px
Start display at page:

Download "SALES EXECUTION TRENDS 2014"

Transcription

1 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 laser focus on making their teams successful by looking beyond sales enablement and empowering sales teams with the latest advancements in sales execution solutions. Qvidian 2014

2 Sales Execution Trends 2014 T O P O B J E C T I V E S & C H A L L E N G E S F A C I N G S A L E S L E A D E R S EXECUTIVE SUMMARY The top objective in the coming year, representing over 59% 1 of organizations, is to capture new business, in addition to optimizing revenues more profitably. This is a slight shift from previous years, with many organizations transitioning from maintenance mode to aggressive growth mode as global economies further recover. With economic conditions continuing to change and expand, so too has the buyer environment. Today s buyers are much more informed, and most are considerably further in their buying decision before ever speaking with a sales person. Salespeople need to provide the most relevant information and present greater value to differentiate and win new business. However, over 58% 2 of buyers disengage with sales teams and stay with the status quo. The number one reason why buyers disengage is because salespeople did not present value effectively or were not aligned to buyer s specific business challenges. To further complicate sales execution, deals are more complex, more people are involved in the buying process, and sales teams are burdened with doing more with less. Other challenges facing sales organizations: 60% 2 of the buyer s journey happens before sales teams interact with a prospect 58% 2 of sales pipeline ends up in no decision or stalled deals because sales has not presented value effectively. Lack of alignment to buyer stages is a main reason for the inability to communicate value 90% 3 of selling content is never used in selling, making sales teams not agile enough to meet the complexity of the selling process. 59% 4 of a sales person s time is not spent selling as they are burdened with other activities including hunting for the right selling content and resources. 88% 1 of missed opportunities were because sales couldn t find or leverage internal resources Only 63% 4 of salespeople make their quota 60% of buyer journey complete before ever interacting with sales 58% of pipeline stalls because value not presented This report looks closer at the key objectives for sales organizations, and the challenges they face to meet those objectives, as well as the current conditions, obstacles, and investment areas needed to improve sales execution. 90% of selling content and resources never used Page 1

3 MOST IMPORTANT TO EXECUTIVE MANAGEMENT It is no surprise that executive management seeks to win more business, but in a financially prudent fashion. 94% of executive management view increasing win rates as the single most important focus area for their sales leaders. Profitable revenue growth, increased margins, and reducing costs are the norm for most company objectives and remains the top desired business outcomes for CXOs. With that, executive management rank the following as most important for sales execution: 94% - Increasing win rates 87% - Improving overall quota attainment 83% - Increasing deal sizes 82% - Greater visibility into what s working and what s not working 75% - Shortening sales cycles 68% - Closing more business, but at a lower cost Another key objective is the growth of sales organizations. Some 29% of companies expect to expand their sales organizations between 10%-30% in the coming year, with over 6% expecting to grow over thirty percent. With this anticipated growth in sales organizations, the burden of onboarding and ramping new sales staff as quickly as possible becomes paramount to sales leaders. Every day a sales rep is not at full productivity equates to considerable losses in quota targets. On average, it takes 40% of organizations between 7-12 months to effectively onboard and get new sales reps to productivity. For over 18%, it takes more than twelve months. This forces sales leaders to seek alternatives to better link training, coaching, reinforcement, and best practices, for ramping new sales teams. KEY SALES OBJECTIVES FOR 2014 The key objectives for sales organizations have typically been the same year over year, but with varying degrees of priorities based on an assortment of both internal and external influences. Economic conditions and overall company strategies and goals also play a key part. Based on the results of this recent study, it is clear that many organizations are still in a growth mode stage and advancing sales strategies to grow their businesses. Below are the top ten objectives (out of fifteen): 1. Capture new accounts (58%) 2. Increase penetration into existing accounts (46%) 3. Increase sales effectiveness & performance (25%) 4. Improve customer loyalty & satisfaction (20%) 5. Optimize deal size via up-selling & cross-selling (20%) 6. Improve team selling (17%) 7. Reduce sell cycle time (14%) 8. Reduce ramp-up time for new sales people (7%) 9. Increase reorder & renewal rates (6%) 10. Retain top sales talent (4%) #1 Capture New Accounts #2 Increase Penetration into Existing Accounts Page 2

4 CHALLENGES TO OVERCOME Top Challenges There are a myriad of sales challenges that are, or can, prevent sales leaders from achieving their goals. The top two challenges facing sales organizations include sales cycles too long (33%), and difficulty presenting competitive differentiation (33%). Close behind these are the lack of common sales process across entire sales organization (24%), and difficulty establishing return on investment (20%). Other challenges include poor sales and marketing alignment (16%), and overall ineffective and unadaptable sales process (13%). These challenges are all too common and are present in varying degrees across different organizations. 33% Sales Cycles Too Long 33% Difficulty Presenting Differentiation 24% Common Sales Process Across Organization 20% Difficulty Establishing ROI 16% Poor Sales & Marketing Alignment 13% Unadaptable Sales Process Quota Attainment Improving quota attainment was the second most important focus area to executive management (87%). To compound this, 36% said they were only somewhat, or not confident, in their sales organization s ability to achieve quota attainment. The top reasons for not achieving quota attainment: Why Sales is Not Achieving Quota Opportunities end up as no decisions Sales unable to effectively communicate value Sales burdened with tasks & spend less time selling Selling content and resources not aligned to buyer stages Selling content not tailored to specific selling situation Inability to find selling content or resources Most Likely Likely SOURCE: QVIDIAN SALES EXECUTION SURVEY 2013 Page 3

5 CURRENT CONDITIONS These challenges are common for most organizations but as solutions are applied to solve them, a gap remains between strategy and sales execution. Areas for Improvement When assessing overall sales organization performance, the following sales execution areas were rated highest as needing the most improvement: Top Areas That Need Improvement Conducting Thorough Needs Analysis Identify and Gain Access to All Decision Makers Clearly Understand Customer's Buying Process Generating Winning Proposals and Personalized Selling Documents Differentiate From Competition Providing Content Specific to Selling Situation & Buyer Stage Effectively Present Value Needs Improvement SOURCE: QVIDIAN SALES EXECUTION SURVEY 2013 While all of these are essential, there is a common theme that continues to surface - Sales teams are burdened with complexity in the selling process, and struggle to present greater value to the customer, leading to the buyer not making a decision. Reasons why value is often not presented effectively include: Sales not leveraging selling content and resources specific to buyer needs in order to convey value Content and resources often not aligned to buyer stages Sales spending too much time searching for content and resources, leading to less time selling Selling content goes unused creating wasted resource time creating more and more content Opportunities are missed because of wasted resources and less time selling Page 4

6 Wasteful Activities This study also uncovered that the majority of organizations haven t identified the wasteful activities in the sales cycle, let alone the wasted energy from resources generating quality content and tools that never get utilized. Only 7% believed their organization was able to identity wasteful activities while over 31% said they were not able to identify at all. When it comes to leveraging the mass arsenal of content and selling tools, a staggering 90% of selling content is never used in the selling process. Agility The ability for most sales organizations to be agile and adopt to change also impacts overall sales execution. 47% report that their sales process is only somewhat or not at all adaptable to change in the buying process, and over 57% state their sales organization is only somewhat or not at all agile. Finding needed resources or creating personalized selling documents remains an ongoing challenge for salespeople. Over 39% say they have a challenge with locating and tailoring personalized selling documents and 16% say it is overly difficult. Aligning to Buyers Alignment of sales processes, as well as selling content and sales resources, specifically to buyer needs is also critical in this age of savvy buyers. However, over 53% say their selling processes and content are only somewhat or not aligned to the buyer stages. SOLUTION OPPORTUNITIES The reality is buyers have changed, selling processes are more complex, and sales teams have not transformed, making it more of a challenge to achieve the organization s desired business outcomes. With all of these challenges, increasing complexity in the selling process, and critical business objectives and defined strategies, companies have invested in a variety of areas to help support their sales teams. Typical actions taken to resolve these challenges: More Training However 87% 5 of training content is forgotten within weeks More Content 70% 6 of buyers are halfway in their buying decision before content is presented More Sales Reps With an average 9 4 month ramp up time, and 58% 2 of the time is not spent selling Each of these investment areas are important and worthwhile, even with the weight of inefficiencies. However, with all these activities a gap still remains between strategy and overall sales execution. This gap is rooted in that these activities are often disconnected from each other, misaligned with buyers, not specific to each selling situation, and unable to keep up with the pace of change. 87% of training content is forgotten within weeks 70% of buyers are halfway to decision before speaking to sales Page 5

7 CONCLUSIONS The key themes from this study show that regardless if a company is in growth or maintenance mode, there are key areas to improve before all others. Better communicating value, establishing processes that are agile and adaptable, a continued focus on optimizing sales performance to shorten sales cycles, and ramping up new sales teams more effectively, are some of the focus areas for organizations to win more business profitably. New sales rep ramp up time is a critical component for any size company. Every day new sales reps are not at full productivity equates to considerable losses in quota targets. Companies need to get new sales reps on-boarded as fast as possible to advance profitable revenue growth. To do this, organizations need to better link training, coaching, reinforcement, and other resources directly into the selling process, not separately. To present greater value, sales and marketing teams need to align themselves, while also aligning processes, content, and resources specifically to a buyer s business challenges. Without this alignment, and without contextual guidance to point salespeople in the right direction, sales teams will continue to struggle and will be unable to transform. The solution criteria is clear what s needed is to leverage existing investments, better align and bridge each of their capabilities, while simplifying for sales teams. It is critical to intelligently guide successful sales behavior through each specific selling situation ensuring sales teams are aligned to the buyer s process. New technology advancements that are focused specifically on sales execution are solving these complex business problems. With these latest software solutions, organizations can instantly take advantage of deep analytical insights, in real-time, to quickly confirm sales alignment and agility, with added visibility into what s not working so it can be fixed and what is working in order to replicate across an entire organization. Link training, coaching, reinforcement, and other resources directly into selling process Align teams, processes, content, and resources specifically to buyer s process Leverage existing investments by bridging them in selling processes to drive sales behavior Page 6

8 RESEARCH DEMOGRAPHICS Over 220 respondents, from varying industries, market, company sizes, and sales leader and enablement roles completed comprehensive surveys which is the basis of this report. Company sizes of respondents ranged from hundreds of employees to tens of thousands, with 30% between 1,000-10,000 employees, and 20% over 10,000 employees, covering every major industry sector. Organizations from around the globe responded with over 22% from outside of the United States. Respondent roles included: CXO or Sales Leaders (35%) Sales Enablement Leaders (25%) Marketing Leaders (10%) Sales Contributors (30%) ABOUT QVIDIAN Qvidian provides cloud-based sales execution solutions that enable companies to accelerate sales ramp up time, capture new business in cross sell and upsell opportunities and optimize sales performance by closing the gap between strategy and sales execution. The company's innovative software and advisory services offer real-time insight to ensure sales teams do what's needed to win, by driving repeatable methodologies and making the sales organization more agile. With over 1,200 global customers including Dell, Citi, ADP, CA, and Splunk, Qvidian is helping organizations significantly increase their profitable revenues while eliminating waste and reducing costs. Qvidian s Sales Playbooks offers a dynamic framework that delivers intelligent guidance, sales best practices, and selling content aligned to buyer stages and tailored to each unique selling situation all right where salespeople are familiar, within your CRM. Qvidian streamlines sales complexity into a repeatable process making it easier for salespeople to get up to speed and close more deals faster. Sales Playbooks is deeply dynamic to adapt instantly to changing selling situations, is content, process, and tool agnostic to leverage your current investments, and is intelligently guided to direct new sales teams with opportunity specific instructions. For more information, visit or call or +44 (0) _1209cf All data points referenced in this report are from Qvidian s annual sales execution survey results unless otherwise noted. 1 Qvidian Sales Execution Survey 2 Sales Benchmark Index 3 IDC 4 CSO Insights 5 CEB 6 Introhive Page 7

THE STATE OF SALES EXECUTION

THE STATE OF SALES EXECUTION THE STATE OF SALES EXECUTION 2015 Trends Report Top Objectives and Challenges Facing Sales Leaders and Sales Teams Organizations in 2015 are continuing to make a fundamental shift toward more aggressive

More information

MOVING THE MIDDLE. The Business Impact of Making Your Middle Sales Performers Better

MOVING THE MIDDLE. The Business Impact of Making Your Middle Sales Performers Better MOVING THE MIDDLE 2014 The Business Impact of Making Your Middle Sales Performers Better A five percent gain in the middle 60 percent of your sales performers can deliver over 91 percent greater sales

More information

Improving Sales Pipeline Performance Through Enhanced Visibility

Improving Sales Pipeline Performance Through Enhanced Visibility SalesManagement.org Improving Sales Pipeline Performance Through Enhanced Visibility Leveraging Analytics to Focus on the Right Opportunities OVERVIEW For companies with complex sales cycles in high technology,

More information

HOW TO CREATE A KILLER SALES PLAYBOOK

HOW TO CREATE A KILLER SALES PLAYBOOK HOW TO CREATE A KILLER SALES PLAYBOOK INTRODUCTION TO SALES PLAYBOOKS You re a quarterback and you re down by five points. It s fourth and goal at the seven yard line with 13 seconds remaining in the fourth

More information

MOBILE SALES ENABLEMENT FOR SALES OPS AT A GLANCE

MOBILE SALES ENABLEMENT FOR SALES OPS AT A GLANCE MOBILE SALES ENABLEMENT FOR SALES OPS AT A GLANCE Liberating stranded enterprise data is increasingly a priority for companies looking to make efficiency gains for business impact. In addition, in a world

More information

Dive 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. 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 information

CONTENT MARKETING AND SALES EFFECTIVENESS SURVEY

CONTENT MARKETING AND SALES EFFECTIVENESS SURVEY CONTENT MARKETING AND SALES EFFECTIVENESS SURVEY RESEARCH CONDUCTED BY ESTABLISH A COHESIVE, TWO-WAY COMMUNICATION STREAM BETWEEN YOUR SALES TEAM AND MARKETING DEPARTMENT Our main objective was to understand

More information

Spotting Opportunities With Your CRM

Spotting Opportunities With Your CRM white paper Spotting Opportunities With Your CRM 3 Must-Fix Issues To Boost Lead Conversion & Accelerate Deals In today s competitive environment, companies are both increasing their investments in lead

More information

IBM Global Business Services Microsoft Dynamics CRM solutions from IBM

IBM 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 information

Go to Market with a New Analytic Product in Just 8 Weeks.

Go to Market with a New Analytic Product in Just 8 Weeks. Go to Market with a New Analytic Product in Just 8 Weeks. A C A S E S T U D Y 8GTM Go to market with a new analytic product in just 8 weeks 500K Over half million in new revenue directly tied into analytics

More information

How to Lead a CRM Planning Workshop

How to Lead a CRM Planning Workshop How to Lead a CRM Planning Workshop APracticalGuideforLaunchingaSuccessfulCRMInitiative www.ismsystems.com 2008IntegratedSalesManagement Page1 Why Hold a CRM Planning Workshop? Challenge: You are buying

More information

57% 30% 5.4 Stakeholders 53% 97% Customers are. Reps only retain. Average B2B purchase decisions have

57% 30% 5.4 Stakeholders 53% 97% Customers are. Reps only retain. Average B2B purchase decisions have Average B2B purchase decisions have 5.4 Stakeholders Customers are 57% through the buying process before they talk to the supplier Reps only retain 30% of training information within 1 week Cold calls

More information

State of Sales Productivity Report

State of Sales Productivity Report State of Sales Productivity Report October 2014 Over the past 2 years, Docurated has had the pleasure of working in the trenches with sales and marketing teams. While most VPs of sales tout growth and

More information

The Cost of Not Nurturing Leads

The Cost of Not Nurturing Leads The Cost of Not The legacy you are stuck in and the steps essential to change it. Lisa Cramer Co-Founder & President LeadLife Solutions lcramer@leadlife.com 770.670.6702 It s a challenging time more so

More information

7 Seven. Sales Force Development Trends

7 Seven. Sales Force Development Trends 7 Seven Sales Force Development Trends One It s (still) all about revenue CSO Insights Trend Report, 2012 (survey of sales executives): Respondents were asked about the top three goals they have for their

More information

HOW TO WRITE A WINNING PROPOSAL

HOW TO WRITE A WINNING PROPOSAL HOW TO WRITE A WINNING PROPOSAL INTRODUCTION In today s economy, sales people have to write more proposals, and better proposals, than ever before. As industries become more competitive and complex, customers

More information

25 Questions Top Performing Sales Teams Can Answer - Can You?

25 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 information

70% Closing the Sales Execution Gap. of Corporate Initiatives FAIL

70% Closing the Sales Execution Gap. of Corporate Initiatives FAIL Sell Like a Pro 70% of Corporate Initiatives FAIL Closing the Sales Execution Gap Profitable growth. It s the ultimate goal of any business. But seventy percent of key growth initiatives fail because there

More information

HOW TO. to Executives. You know that marketing automation is the greatest thing since sliced bread. After all, what else can help you...

HOW TO. to Executives. You know that marketing automation is the greatest thing since sliced bread. After all, what else can help you... HOW TO Sell Marketing to Executives Automation You know that marketing automation is the greatest thing since sliced bread. After all, what else can help you... 1 making inroads with the corner office

More information

35 Examples How Sales Teams Benefit from Microsoft Dynamics CRM

35 Examples How Sales Teams Benefit from Microsoft Dynamics CRM 35 Examples How Sales Teams Benefit from Microsoft Dynamics CRM Achieving Growth Targets 1. Managing Sales Goals Sales teams need to know how they re performing in comparison to their sales goals. Are

More information

A New Age of Selling:

A New Age of Selling: A New Age of Selling: Work Like a Network to Grow Your Business Published: July 2014 For the latest information, please visit http://aka.ms/microsoftsalesproductivity 1 Table of Contents Executive Summary

More information

Twelve Initiatives of World-Class Sales Organizations

Twelve Initiatives of World-Class Sales Organizations Twelve Initiatives of World-Class Sales Organizations If the economy were a season, we are looking at an early spring after a long, hard winter. There is still uncertainty that it is here to stay, but

More information

Marketing and Sales Alignment for Improved Effectiveness

Marketing and Sales Alignment for Improved Effectiveness Marketing and Sales Alignment for Improved Effectiveness By Laura Patterson, President VisionEdge Marketing Marketing and Sales are really two sides of the same coin. They are both responsible for generating

More information

WHY YOUR ORGANISATION NEEDS SALES ENABLEMENT

WHY YOUR ORGANISATION NEEDS SALES ENABLEMENT WHY YOUR ORGANISATION NEEDS SALES ENABLEMENT 1 2 3 According to the Harvard Business Review, 70% of growth initiatives fail. Only one in five CRM systems actually increase revenue (CSO Insights, 2011).

More information

INTEGRATED SALES LEADERSHIP

INTEGRATED SALES LEADERSHIP WILSON LEARNING'S POINT-OF-VIEW ON SALES LEADERSHIP MANAGING THE PROCESS, LEADING THE PEOPLE POSITION PAPER It is an all-too-common story: a top-flight salesperson is promoted to sales manager. The organization

More information

Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management.

Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. September 2012 OptifiNow September 2012 Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead

More information

Leveraging Analytics to Focus on the Right Opportunities

Leveraging Analytics to Focus on the Right Opportunities IMPROVING SALES Pipeline Performance Through Enhanced Visibility Leveraging Analytics to Focus on the Right Opportunities SAP White Paper Customer Relationship Management CONTENT ^ 4 3 Overview Importance

More information

Lead to Money: Aligning Finance with Sales and Marketing Processes

Lead to Money: Aligning Finance with Sales and Marketing Processes #LeadToMoney Sales Management Association Webcast Lead to Money: Aligning Finance with Sales and Marketing Processes 13 February 2014 Presented by Copyright 2014 The Sales Management Association. About

More information

Customer Relationship Management

Customer Relationship Management IBM Global Business Services CRM Customer Relationship Management Solutions from IBM Global Business Services Do you really know your customers? How do they like to interact with you? How do they use your

More information

Customer Relationship Management: Tool or Philosophy?

Customer Relationship Management: Tool or Philosophy? Customer Relationship Management: Tool or Philosophy? A system cannot understand itself. The transformation requires a view from outside. - W. Edward Deming CRM a general perspective: A successful CRM

More information

Focused sales management

Focused 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 information

CUSTOMER-CENTRIC ERP: INTEGRATED SYSTEMS FOR CUSTOMER SATISFACTION

CUSTOMER-CENTRIC ERP: INTEGRATED SYSTEMS FOR CUSTOMER SATISFACTION CUSTOMER-CENTRIC ERP: INTEGRATED SYSTEMS FOR CUSTOMER SATISFACTION December, 2014 Nick Castellina, Research Director, Business Planning & Execution Omer Minkara, Research Director, Contact Center & Customer

More information

CRM in the World of Buyer 2.0

CRM in the World of Buyer 2.0 CRM in the World of Buyer 2.0 CRM in the World of Buyer 2.0 Professional selling has never been more challenging. A confluence of factors has created a sales environment that is faster paced and more complex

More information

Business Intelligence and Big Data Analytics: Speeding the Cycle from Insights to Action Four Steps to More Profitable Customer Engagement

Business Intelligence and Big Data Analytics: Speeding the Cycle from Insights to Action Four Steps to More Profitable Customer Engagement white paper Business Intelligence and Big Data Analytics: Speeding the Cycle from Insights to Action Four Steps to More Profitable Customer Engagement»» Summary For business intelligence analysts the era

More information

Analytics for Oil & Gas

Analytics for Oil & Gas Analytics for Oil & Gas Table of Contents Project Delivery. 3 Sales & Operations. 5 Resources. 8 Finance. 10 Contact Us. 14 2 Are you tracking and maximizing the profitability of every project? Don t let

More information

SAP 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 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 information

Make your CRM work harder so you don t have to

Make your CRM work harder so you don t have to September 2012 White paper Make your CRM work harder so you don t have to 1 With your CRM working harder to deliver a unified, current view of your clients and prospects, you can concentrate on retaining

More information

Modern Sales in the Cloud. In the Era of the Empowered Customer

Modern 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 information

MAXIMIZE SALES PRODUCTIVITY

MAXIMIZE SALES PRODUCTIVITY MAXIMIZE SALES PRODUCTIVITY STAY FOCUSED, WIN FASTER, AND BUILD TRUST HAYDEN STAFFORD VICE PRESIDENT: MICROSOFT DYNAMICS GLOBAL SALES THE WAY PEOPLE BUY HAS CHANGED 57% Customers 5.4 Number 1% Chance are

More information

Definition: Hiring a professional sales training firm or trainer to create a systematized, regular sales training program for your inside sales force.

Definition: Hiring a professional sales training firm or trainer to create a systematized, regular sales training program for your inside sales force. METHOD 1: EXTERNAL SALES TRAINING Definition: Hiring a professional sales training firm or trainer to create a systematized, regular sales training program for your inside sales force. Training will be

More information

Rising Above the Rest: Employee Performance Management Creates Lasting Market Differentiation. A Performix Technologies White Paper

Rising Above the Rest: Employee Performance Management Creates Lasting Market Differentiation. A Performix Technologies White Paper Rising Above the Rest: Employee Performance Management Creates Lasting Market Differentiation A Performix Technologies White Paper Copyright Performix Technologies April/2006 Achieving Service Excellence

More information

Companies that use a demand generation technology reported 181% higher average close rates.

Companies that use a demand generation technology reported 181% higher average close rates. Companies that use a demand generation technology reported 181% higher average close rates. 5 Five Core Principles for Empowering Sales Reps with Demand Generation Tools The crisis in the financial market

More information

Perfect Customer Relationship Management (CRM) System

Perfect Customer Relationship Management (CRM) System Al-Andalus Software Development & Technology Co. Perfect Customer Relationship Management (CRM) System Product Overview Overview Perfect Customer Relationship Management (CRM) System empowers your sales,

More information

Streamline EDI Using A Managed Service

Streamline EDI Using A Managed Service Streamline EDI Using A Managed Service Simplifying Electronic Data Interchange Research Perspective Sponsored by Aligning Business and IT To Improve Performance Ventana Research 2603 Camino Ramon, Suite

More information

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

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 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 information

Software Industry KPIs that Matter

Software Industry KPIs that Matter Software Companies Run Better on NetSuite. Software Industry KPIs that Matter Sponsored by Improved Results from Businesses Like Yours Business Visibility 360 o Visibility & Actionable Insight Increased

More information

THE 10 Ways that Digital Marketing + Big Data =

THE 10 Ways that Digital Marketing + Big Data = 1 Ways that Digital Marketing + Big Data = Sales Productivity The best global companies are transforming the way they market and sell. Here s how! Evolves into Digital TOP 10 about us MarketBridge is a

More information

RESEARCH NOTE THE FUTURE OF SALES PERFORMANCE MANAGEMENT

RESEARCH NOTE THE FUTURE OF SALES PERFORMANCE MANAGEMENT May 2013 Document N75 RESEARCH NOTE THE FUTURE OF SALES PERFORMANCE MANAGEMENT T H E BO TTOM LI NE Sales managers have faced the same challenges since long before CRM applications were invented. However,

More information

Unlocking the opportunity with Decision Analytics

Unlocking the opportunity with Decision Analytics Unlocking the opportunity with Decision Analytics Not so long ago, most companies could be successful by simply focusing on fundamentals: building a loyal customer base through superior products and services.

More information

How to Implement a Social Selling Strategy

How to Implement a Social Selling Strategy SALES MEETS SOCIAL MEDIA: How to Implement a Social Selling Strategy #socialselling #socialselling #socialselling Barbara Giamanco Sales and Social Selling Author Speaker Advisor After 25+ years in Sales,

More information

Customer Needs Market Opportunity Partner Opportunity

Customer Needs Market Opportunity Partner Opportunity Customer Needs Market Opportunity Partner Opportunity A complete and intuitive solution that helps salespeople be more productive so they can focus on what s most important delivering amazing customer

More information

Talent Management Leadership in Professional Services Firms

Talent Management Leadership in Professional Services Firms Talent Management Leadership in Professional Services Firms Published by KENNEDY KENNEDY Consulting Research Consulting Research & Advisory & Advisory Sponsored by Table of Contents Introduction.... 3

More information

Top 5 Transformative Analytics Applications in Retail

Top 5 Transformative Analytics Applications in Retail Top 5 Transformative Analytics Applications in Retail Learn how you can boost your bottom line and acquire engaged, happy customers with actionable insight from the world s most comprehensive analytics

More information

OnDemand CRM Executive Brief

OnDemand CRM Executive Brief OnDemand CRM Executive Brief Marketing to the Masses with OnDemand CRM www.tatacommunications.com/enterprise/saas/crm.asp We have seen tremendous results from using OnDemand CRM. Our marketing team has

More information

TURN YOUR WEBSITE INTO A PROFIT ENGINE

TURN YOUR WEBSITE INTO A PROFIT ENGINE TURN YOUR WEBSITE INTO A PROFIT ENGINE Turning your website into a profit engine: where to start In a competitive market, generating more leads from your website traffic has become crucial to maximising

More information

Customer Relationship Management - a strategic approach

Customer 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 information

Is Your Commerce System Aligned with the New Retail Realities?

Is Your Commerce System Aligned with the New Retail Realities? Is Your Commerce System Aligned with the New Retail Realities? The pace of retail is accelerating and your success depends on staying ahead of today s high-value digital leaders. Do you have the right

More information

EMAIL MARKETING TRENDS B2B BENCHMARKS FOR 2015

EMAIL MARKETING TRENDS B2B BENCHMARKS FOR 2015 EMAIL MARKETING TRENDS B2B BENCHMARKS FOR 2015 FIND. NURTURE. CONVERT. Research Conducted by Ascend2 in Partnership with Dun & Bradstreet NetProspex OVERCOMING THE MOST CHALLENGING OBSTACLE TO EMAIL SUCCESS.

More information

Executive Summary... 2. Sales Reps And Operations Professionals Need Rich Customer Data To Meet Revenue Targets... 3

Executive Summary... 2. Sales Reps And Operations Professionals Need Rich Customer Data To Meet Revenue Targets... 3 Executive Summary... 2 Sales Reps And Operations Professionals Need Rich Customer Data To Meet Revenue Targets... 3 Lack Of Accurate, Timely, And Actionable Customer Data Makes Goal Attainment Difficult...

More information

Evolving From Contact Center to Engagement Center

Evolving From Contact Center to Engagement Center Evolving From Contact Center to Engagement Center Steve Kraus Senior Director, Product Marketing PEGASYSTEMS Today s digitally empowered customers are more demanding than ever. They expect a quick, accurate

More information

Marketing to the Masses with SugarCRM

Marketing 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 information

BUSINESS CONSULTING SERVICES Comprehensive practice management solutions for independent investment advisors

BUSINESS CONSULTING SERVICES Comprehensive practice management solutions for independent investment advisors BUSINESS CONSULTING SERVICES Comprehensive practice management solutions for independent investment advisors Insights, tools and resources to help you Accelerate Your Growth, Scale Your Business and Elevate

More information

Grow Revenues with Customer Insights that Increase Stickiness and Boost Bookings

Grow Revenues with Customer Insights that Increase Stickiness and Boost Bookings Kampyle for Travel Industry Grow Revenues with Customer Insights that Increase Stickiness and Boost Bookings Optimize performance and encourage return visits based on real-time, qualitative data Key Benefits

More information

How CRM Solves These 5 Business Challenges

How 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 information

GUIDEBOOK MAXIMIZING SUCCESS DELIVERING MICROSOFT DYNAMICS

GUIDEBOOK MAXIMIZING SUCCESS DELIVERING MICROSOFT DYNAMICS GUIDEBOOK MAXIMIZING SUCCESS DELIVERING MICROSOFT DYNAMICS Corporate Headquarters Nucleus Research Inc. 100 State Street Boston, MA 02109 Phone: +1 617.720.2000 Nucleus Research Inc. TOPICS Enterprise

More information

Your Complete CRM Handbook

Your 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 information

Center for Business and Industrial Marketing

Center for Business and Industrial Marketing Center for Business and Industrial Marketing Dr. Wesley Johnston, Executive Director, CBIM J. Mack Robinson College of Business Georgia State University Editor, Journal of Business & Industrial Marketing

More information

Recognize the five signs that your channel is underperforming and turn the situation around by engaging and empowering your resellers.

Recognize the five signs that your channel is underperforming and turn the situation around by engaging and empowering your resellers. Recognize the five signs that your channel is underperforming and turn the situation around by engaging and empowering your resellers. Your resellers success is critical to your own success. While there

More information

Sales Force Effectiveness : How the HR team can influence performance

Sales Force Effectiveness : How the HR team can influence performance Sales Force Effectiveness : How the HR team can influence performance Steve Grossman, Chicago Fernando Pedó, São Paulo www.mercer.com Today s speakers Steve Grossman Chicago, IL, USA +1 312 917 9609 steve.grossman@mercer.com

More information

Greater visibility and better business decisions with Business Intelligence

Greater visibility and better business decisions with Business Intelligence Greater visibility and better business decisions with Business Intelligence 3 Table of contents Introduction 3 Introduction 5 Your challenge: too much data 6 Four key aspects when considering Business

More information

Your Customer Is In Control

Your Customer Is In Control Your Customer Is In Control A majority (74%) of buyers research their work purchases online (Forrester) The average deal has over 8 decision makers, a 43% increase from 3 years ago (IDC) Source: September

More information

Top-Five Focus Areas for Improving Sales Effectiveness Initiatives. Trends and insights from the 2013 Sales Performance Optimization Study

Top-Five Focus Areas for Improving Sales Effectiveness Initiatives. Trends and insights from the 2013 Sales Performance Optimization Study Top-Five Focus Areas for Improving Sales Effectiveness Initiatives Trends and insights from the 2013 Sales Performance Optimization Study Introduction Enterprise growth today is about more than making

More information

MOBILE SALES ENABLEMENT HOW TABLETS UNLOCK SALES OPPORTUNITIES

MOBILE SALES ENABLEMENT HOW TABLETS UNLOCK SALES OPPORTUNITIES MOBILE SALES ENABLEMENT HOW TABLETS UNLOCK SALES OPPORTUNITIES WHY MOBILE SALES ENABLEMENT IS IMPORTANT The rapid adoption of mobile devices has sales and marketing leaders reinventing how they go-to-market.

More information

Elevate your Client Relationships by Solving the Channel Marketing Challenge

Elevate your Client Relationships by Solving the Channel Marketing Challenge CONTENT SYNDICATION E-COMMERCE BUSINESS INTEGRATION business integration BUSINESS INTELLIGENCE Elevate your Client Relationships by Solving the Channel Marketing Challenge For Consultants and Agencies

More information

D&B360 for CRM. See opportunities first. Build relationships that last. Name, Title Date

D&B360 for CRM. See opportunities first. Build relationships that last. Name, Title Date See opportunities first. Build relationships that last. Name, Title Date In today s fast-paced business environment, keeping up with the accelerated pace of B2B commerce is increasingly difficult, yet

More information

CRM On Demand now hosted locally in Europe. An Oracle White Paper 2011

CRM On Demand now hosted locally in Europe. An Oracle White Paper 2011 CRM On Demand now hosted locally in Europe An Oracle White Paper 2011 Innovation, fuelled by the rapid development of new technologies, continues to drive competitive advantage in the area of customer

More information

Sage CRM Focused Sales Management

Sage 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 information

Business Intelligence: How better analytics can lead your business to higher profits.

Business Intelligence: How better analytics can lead your business to higher profits. Business Intelligence: How better analytics can lead your business to higher profits. Introduction The economic downturn is forcing business leaders to rethink strategic plans. To remain competitive, businesses

More information

Five Strategies for Increasing the ROI of Marketing Events

Five Strategies for Increasing the ROI of Marketing Events Five Strategies for Increasing the ROI of Marketing Events Introduction Why Hold Marketing Events? Events, especially marketing events, are a critical tool in any marketer s playbook. According to Forrester

More information

Achieving customer loyalty with customer analytics

Achieving customer loyalty with customer analytics IBM Software Business Analytics Customer Analytics Achieving customer loyalty with customer analytics 2 Achieving customer loyalty with customer analytics Contents 2 Overview 3 Using satisfaction to drive

More information

US ONSHORING OFFERS SUPERIOR EFFECTIVENESS OVER OFFSHORE FOR CRM IMPLEMENTATIONS

US ONSHORING OFFERS SUPERIOR EFFECTIVENESS OVER OFFSHORE FOR CRM IMPLEMENTATIONS US ONSHORING OFFERS SUPERIOR EFFECTIVENESS OVER OFFSHORE FOR CRM IMPLEMENTATIONS Whitepaper Eagle Creek Software Services March 2015 Introduction CRM services are shifting from a focus on point solution

More information

Systematizing selling: applying a framework for a more effective sales force

Systematizing selling: applying a framework for a more effective sales force Article Systematizing selling: applying a framework for a more effective sales force 34 Volume 5 Issue 2 Getting people to part with their cash in these tough economic times is hard enough for successful

More information

SALES & MARKETING. Solution Guide for the Social Enterprise

SALES & MARKETING. Solution Guide for the Social Enterprise Solution Guide for the Social Enterprise SALES & MARKETING Real-world ideas for transforming your business through the use of enterprise social networking 2013 VMware, Inc. Web: socialcast.com Twitter:

More information

Copyright 2013 CSO Insights All Rights Reserved. Terms & Conditions

Copyright 2013 CSO Insights All Rights Reserved. Terms & Conditions Copyright 2013 CSO Insights All Rights Reserved Terms & Conditions Printed in the United States of America. Except as permitted under the United States Copyright Act of 1976, no part of this publication

More information

Best Practice Research on High Performing Sales Organizations. Copyright 2015 The Sales Management Association. All rights reserved.

Best Practice Research on High Performing Sales Organizations. Copyright 2015 The Sales Management Association. All rights reserved. Best Practice Research on High Performing Sales Organizations Copyright 2015 The Sales Management Association. All rights reserved. SPEAKER Joe Galvin Chief Research Officer MHI Global Email: joe.galvin@mhiglobal.com

More information

Impel Customer Relationship Management (CRM)

Impel Customer Relationship Management (CRM) Impel Customer Relationship Management (CRM) Automate, simplify and manage all the information your sales organization needs with one comprehensive CRM tool. Introduction Every sales force is burdened

More information

Transforming Field Team Productivity in the Retail Market

Transforming Field Team Productivity in the Retail Market Transforming Field Team Productivity in the Retail Market We Work Where You Work The first step in transforming the productivity of any retail field team is to establish what success looks like, and ensure

More information

The Executive s CXM Strategy Guide

The Executive s CXM Strategy Guide The Executive s CXM Strategy Guide Cut through the CXM noise Customer Experience Management (CXM) is a strategy and practice for delivering online and offline customer experiences to acquire and retain

More information

CRM. Know your business. Grow your business.

CRM. Know your business. Grow your business. CRM Know your business. Grow your business. Welcome to Sage CRM Sage CRM is an affordable, adaptable and easy to use CRM solution designed with the needs of small and medium sized companies at its core.

More information

Sales Process White Paper

Sales Process White Paper The objective of this white paper is to explain the value of implementing and managing consistent sales processes. The data included in the white paper has been taken from a variety of sources including

More information

Developing a Profitable Service Annuity Business

Developing a Profitable Service Annuity Business Developing a Profitable Service Annuity Business WHITE PAPER Services Made Simple Copyright 2014 by MaintenanceNet, Inc. All Rights Reserved. 1 Using Data to Meet Your Sales Quota The competitive landscape

More information

A Strategic Approach to Customer Engagement Optimization. A Verint Systems White Paper

A Strategic Approach to Customer Engagement Optimization. A Verint Systems White Paper A Strategic Approach to Customer Engagement Optimization A Verint Systems White Paper Table of Contents Introduction... 1 What is customer engagement?... 2 Why is customer engagement critical for business

More information

Marketing Automation User; 2010 marketing review notes and 2011 plans

Marketing 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 information

Increase success using business intelligence solutions

Increase success using business intelligence solutions white paper Business Intelligence Increase success using business intelligence solutions Business intelligence (BI) is playing an increasingly important role in helping large insurance carriers and insurers

More information

ON24 WEBCASTING. Marketing Performance Suite

ON24 WEBCASTING. Marketing Performance Suite ON24 WEBCASTING Marketing Performance Suite The New Marketing Challenge Buyer behavior is changing Business decision makers are increasingly self-educating before they engage in a sales conversation. In

More information

Better Sales Onboarding. with Guided Selling

Better Sales Onboarding. with Guided Selling Better Sales Onboarding with Guided Selling Sales Onboarding with Guided Selling Buyers are more sophisticated than ever, and sales reps need to adapt accordingly and move beyond pitching products. They

More information

The B2B Marketing Landscape...2. Why Marketing Automation?...3. Maximize ROI...4. Drive Sales & Accelerate the Funnel...6

The 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 information

NetSuite CRM+ Powerful CRM That Drives The Complete Customer Lifecycle. Why NetSuite CRM+? NETSUITE BENEFITS. Data Sheet

NetSuite CRM+ Powerful CRM That Drives The Complete Customer Lifecycle. Why NetSuite CRM+? NETSUITE BENEFITS. Data Sheet NetSuite CRM+ Powerful CRM That Drives The Complete Customer Lifecycle Data Sheet NETSUITE BENEFITS Benefits experienced by organizations using NetSuite CRM+ include 1 : Improve sales productivity by 15%

More information

t h e H i gh - Tech Sector

t h e H i gh - Tech Sector Global Headquarters: 5 Speen Street Framingham, MA 01701 USA P.508.988.7900 F.508.988.7881 www.manufacturing-insights.com Acceleratin g Business Change Through Next- Generation ERP Call to Action f o r

More information

Grow Sales Faster with Sales Cloud. Richard Doyle Senior Alliances Manger rdoyle@salesforce.com

Grow Sales Faster with Sales Cloud. Richard Doyle Senior Alliances Manger rdoyle@salesforce.com Grow Sales Faster with Sales Cloud Richard Doyle Senior Alliances Manger rdoyle@salesforce.com Connect With Your Customers in a Whole New Way Cloud LTE Mobile Server Mainframe SNA Terminal LAN // WAN Client

More information