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November 2014

New tools and technologies adjust sales analytics, CRM in the enterprise

Sponsored by SearchCRM

Customer data analytics can reap significant financial rewards for an organization’s sales, marketing and customer service departments. There’s a lot of data to contend with, and organizations often struggle with making sense of information from customers, public records and external databases. Luckily, new sales tools and marketing technologies are making the process easier for IT managers and sales executives.

In this three-part guide, SearchCRM takes a look at those technologies and what they mean for interested organizations. Executive editor Lauren Horwitz begins with a look at the new tools turning old-fashioned sales tactics upside down. Lead generation software, specifically, is allowing companies to better investigate the data at their disposal. Making use of the technology frees salespeople from the “tough business” of outbound sales and allows them to focus on current and prospective customers likely to open their wallets. Next, IT journalist Ashley Smith tackles the new frontier of mobile technology: geolocation. It offers companies an unprecedented number of sales, marketing and business opportunities, but at what cost to the customer? Some see it as an invasion of privacy, but many experts see it as a trade-off, believing that consumers won’t mind if it results in a special offer or deal. In the final piece, CRM analyst Denis Pombriant advocates for more widespread use of sales models in analytics. Companies with well-defined sales processes, he writes, suffer fewer losses and benefit from more gains.

Table Of Contents

  • Companies turn to new tools for more leads
  • Location-based apps present opportunities—and data challenges
  • Sales analytics, forecasting get a boost from data modeling