2009 January | Reach1to1 Technologies

Monthly Archives: January 2009

CRM does not improve sales performance

By Administrator | Published: January 20, 2009
Dave Hurlbrink writes how conventional CRM or SFA applications are not designed to serve the needs of a sales person. The value proposition of a “360 degree view of your prospect/customer” is not what the sales person needs to improve his performance. A sales person is already juggling with multiple opportunities in the pipeline that are [...]
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B2B Marketing – a four-point transformation strategy

By Administrator | Published: January 18, 2009
Laura Ramos – VP, Principal Analyst at Forrester Research focuses on effective lead management, lead nurturing, sales and marketing integration, the development of targeted messaging and winning value propositions, installed base marketing, and the use of digital media and the Web to build customer engagement. Laura writes about her recently published report that recommends a four-point [...]
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Challenges in scaling up sales

By Administrator | Published: January 13, 2009
Are you facing these challenges in scaling up your sales process? High cost of sales, low margins Lack of clear product/offer differentiation Complexity in mapping customer requirements to product/offer Long sales cycle with unpredictable outcomes No consistent sales performance, difficult to forecast High level of stress in sales team, high turnover You can make/provide as much as you can sell In short, if [...]
Posted in Sales Activity Management, Workflow Management | Leave a comment