Author Archives: admin

Managing a Complex Sales Process

By admin | Published: May 3, 2011

Presentation Transcript: managing a complex sales process basic sales funnel leads -> sales funnel -> orders complex customer needs => complex sales process a typical process requirements map solutions budget costs configure solution proposal order complex sales process => workflow model workflow model milestones – progress indicators – work hand-over points – business rules roles [...]

Posted in Business Tracking, CRM, On2Biz Tutorials and Howto, Relationship Manager, Sales Activity Manager, Sales Performance Management, Sales Pipeline Manager, Software As A Service | Comments closed

The Ideal Sales Pipeline Value – solution selling expert’s view

By admin | Published: July 28, 2009

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 [...]

Posted in Sales Activity Manager, Sales Performance Management, Sales Pipeline Manager | Leave a comment

Managing Business by Remote Control

By admin | Published: February 4, 2009

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 [...]

Posted in Business Tracking, CRM Implementation Challenges, Sales Activity Manager, Sales Performance Management, Sales Pipeline Manager, Software As A Service | Comments closed

How To: Add a new sales opportunity

By admin | Published: January 28, 2009

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 [...]

Posted in On2Biz Tutorials and Howto | Comments closed

The Secret behind Effective Sales Management

By admin | Published: January 5, 2009

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 [...]

Posted in CRM, Sales Activity Manager, Sales Performance Management, Sales Pipeline Manager | Comments closed

Product Development and Teamwork

By admin | Published: May 9, 2008

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 [...]

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Calculating the projected value of an opportunity

By admin | Published: April 29, 2008

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 [...]

Posted in Sales Pipeline Manager | Leave a comment

Case Study: Insurance and Financial Products Sales

By admin | Published: April 10, 2008

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 [...]

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Complex Sales Challenges

By admin | Published: April 9, 2008

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 [...]

Posted in CRM, Sales Activity Manager | Tagged | Leave a comment

How effective is your sales process?

By admin | Published: February 28, 2007

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 [...]

Posted in CRM, CRM Implementation Challenges, Sales Pipeline Manager | Leave a comment