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Your virtual BI and CRM ‘sales assistant’?


written by Natalie Davies

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Neil Saviano, President of CRM International (one of sales-i’s valued partners), has recently published an article discussing the massive value in ensuring that the technology decisions made by sales people are the correct ones.

Technology can act as your ‘sales assistant’, coupling a company’s ERP system together with Business Intelligence, CRM and sales force automation software.

sales-i integrates seamlessly with a number of CRM solutions, including world leading SugarCRM, Goldmine, salesforce.com and Microsoft Dynamics CRM, to name but a few.

Sales people must work closely with their ‘sales assistants’ to effectively manage, and take action on, the plethora of information available. Not only will this allow sales people to optimize their sales process, but they will also be addressing two key strategic areas:

  • the penetration and retention of existing customers
  • the development of new customers

The penetration and retention of existing customers…

Neil is a firm believer in the power of these virtual ‘sales assistants’, pulling sales history from an ERP system and integrating this with a CRM program to provide sales people with the capacity to classify customers based on their buying status and introduce customer segments for effective, targeted strategies.

The development of new customers…

No sales person can doubt that this is a key strategic area and one that can be heavily enhanced with the use of these ‘sales assistants’. New customer development is reliant on the consistent touching of prospects at perfectly timed intervals. Consistency of touching stands to provide favorable conversion ratios and ultimately, more new customers. Automated workflow prevails here, as a key set of tactics within a prospecting process also include automated tasks such as emails and scheduled activities. These cutting edge technologies can literally command the sales person to perform essential. manual activities such as sending a note.

Neil concludes with resounding advocacy for these technologies, stating that the vast amount of information and analytics within sales force automation technologies is essential for any sales person, but taking action on this information should be a fundamental element of their daily sales process. Companies need to look at their technology mix and make sure their sales people have the help they need for success, to take action and begin fostering the relationships that convert to more business and more income.

For Neil’s full article, please click here.

Written By -

I'm another marketing bod here at sales-i (that is marketing exec come social secretary, branded wardrobe, stationary cupboard, fixer of the printer and chief maker of a terrible cup of tea). I get to work with the two delights that are Chris and Steve who have taken it upon themselves to educate me on all things football and Star Wars. I’m a Villa or Birmingham City fan depending on which of them you ask. I really rather enjoy reading and writing (I'm not that great at the maths thing, as Chris will tell you). What I lack in Star Wars and football knowledge, I make up for with a keen eye for a good wine and a great impression of a Wookie.

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