Archive for the ‘CRM’ Category
Wednesday, April 9th, 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 ...
Posted in CRM, Sales Activity Manager | No Comments »
Wednesday, February 28th, 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 ...
Posted in CRM, CRM Implementation Challenges, Sales Pipeline Manager | No Comments »
Saturday, February 17th, 2007
In the previous post on sales performance analysis, we talked about how certain key performance indicators can be used to measure sales performance.
Now armed with some of the feedback from users of On2Biz and further validated by a great post by Lori Grant on Smart Lemming, there is a new ...
Posted in CRM, Sales Pipeline Manager | No Comments »
Monday, February 5th, 2007
Conventionally, sales performance is measured by the value of orders closed. Sales persons are assigned targets, and their incentives are based on their ability to meet these targets. However, merely meeting targets does not ensure consistency of sales performance, effective utilization of sales resources, accurate target assignments, or effective sales ...
Posted in CRM, Development Progress, Feature Updates, On2Biz Modules, Sales Pipeline Manager | No Comments »
Tuesday, January 16th, 2007
On2Biz relationship management module provides facilities for managing relationships with companies, including customers, distributors or any other type of relationship.
The objective of this modules is to ensure that we are prioritizing our activity across our entire database of companies. Usually activity gets prioritized based on immediate need. However, with ...
Posted in CRM, Feature Updates, Relationship Manager | No Comments »
Friday, December 8th, 2006
Brian Carroll, CEO of InTouch, Inc. and author of Lead Generation for the Complex Sale (McGraw-Hill 2006) maintains a blog for B2B Lead Generation. He is an expert in B2B marketing, lead generation and complex sales. He wrote an interesting article in the Target Magazine which talks about “What’s a ...
Posted in CRM, Sales Activity Manager | No Comments »
