What is the ideal number of opportunities that we should have in our sales pipeline? If there are too many, we run the risk of not having enough time to devote to them all, and if we have too few, we may not achieve achieve our sales targets.
CJ Warstler, Director – Sr. Consultant, Sales Performance [...]
Business owners and managers usually spend most of their time managing their operations to make their businesses work. Business scalability is compromised to maintain cash flow. The most difficult challenge of the business owner or manager is to create free time – to work on strategies to scale the business, or to just enjoy the [...]
This tutorial steps through creation of a new sales opportunity in On2Biz. It assumes that you have an On2Biz account and know how to login to your account.
Step 1: Select the Workspace Tab in On2Biz
Step 2: In the workspace menu on the right, select the sales workflow in the workflow selection menu, and then click [...]
Emily FITZGERALD has an interesting post on the secret behind effective sales management:
The secret behind effective sales management is simple: manage activities and measure results. Sounds simple but the misunderstanding lies in the fact that the link between activities and results is very short in demand fulfillment functions (entering customer orders today means shipping more [...]
Yesterday, Ashish – our usability expert, came up to me expressing his concern about whether his work is adding value, and does it make sense to continue working. I shared with him some lessons about working on a product as compared to working on projects, and about teamwork, which I think is relevant to all [...]
Earlier, the weighted value for each project or opportunity in On2Biz was calculated by adjusting the opportunity value by the probability of closure, that was calculated at each milestone based on the historical movement of opportunities in the pipeline. This was giving us inconsistent results in many instances. In addition, the value did not account [...]
Ace Money is part of a group of 3 companies, with approximately 50 offices across Maharashtra and approximately 500 employees. They provide various value added services in the financial and insurance sector including credit cards, general insurance, home loans & personal loans.
Anand Shrikhande is the owner, who wants to expand his business & wants to [...]
Complex sales is where the process of mapping the customer’s need or problem to the product or service requires considerable time and effort. Typically, complex sales involves long sales cycles, involves multiple decision makers, is highly unpredictable and therefore very risky.
In this presentation, we cover the challenges involved in complex sales from the view point [...]
Managing your sales process is expensive. And if you are in the information technology or related industry, you are not alone. Carl Rahn Griffith, founder of egoboss, a highly respected consulting and advisory firm in the information technology industry comments on his blog:
Across the tech vendor community, approximately 50% of marketing investment is allocated to [...]
With the recent declaration by Google to offer a paid version of its web applications such as Gmail, calendar, and online document editors – collectively called Google Apps, the Software As A Service (SaaS) model has become mainstream. Now the discussion of the core issues relating to SaaS are being actively discussed, and hopefully will [...]