Ask Wendy - Sales

• Want to Know How Your Sales Organization Compares to the Competition?

  Wendy Close Apr 23, 2007

  To achieve success, it's not only important to understand how you compare to the competition—it's vital you understand which capabilities your competition draws on for success.

  Join us for a live Webinar April 24^th at 10:00 AM PST to learn about key metrics that drive highly successful sales organizations and how to effectively apply them. Industry experts including Barry Trailer of CSO Insights, an independent 3rd party research firm specializing in sales effectiveness will help you benchmark your sales organization in the following areas:

  • Attracting, retaining, and training top sales talent
  • Compensating and rewarding sales teams to drive performance
  • Disseminating sales intelligence to close more deals
  • And much more.

  At the time above, please dial into the call at:

  US #: 1.888.283.0563
  Int’l #: 1.706.634.8459
  Conference ID: 4213637 followed by # sign
  Please use a PC with Windows 2000 or higher to join us at: https://www.gotomeeting.com/register/890543245

  If you can’t make the Webinar or you joined us and want a copy of the deck we presented, you can download it here: Download cso_insights_and_salesforce.com webcast 4.24.07.pdf

  Also be sure to get your complimentary copy of CSO Insights’ NEW 2007 Sales Performance Optimization Report—a $295 value. Based on data from 1,300 leading firms, this is the most comprehensive survey of Chief Sales Officers’ key metrics available, packed with buying trends, 100 performance benchmarks, sales strategies, and more. Get the details you need to determine where your company excels—or where it needs improvement—starting now!

  Register for a copy of the CSO Insights’ NEW 2007 Sales Performance Optimization Report here: 2007 Sales Performance Optimization Report by CSO Insights

  For a full overview of the SFA applications available from Salesforce.com visit the Sales Management Tools pages within our SFA Product section.

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• A Dozen CRM Best Practices

  Wendy Close Aug 10, 2006

  Whether you’re just starting out in customer relationship management (CRM) or you’re a seasoned CRM veteran looking for a boost, these 12 CRM best practices can get you off on the right foot or into the next generation. From justifying a CRM investment, to measuring and improving customer loyalty, these short and easy to read CRM best practice whitepapers answer some of the most common CRM questions today.

  1. Download Eight Ways To Justify an Investment in CRM.doc
  2. Download Building the Case for CRM in Your Organization.doc
  3. Download Four Strategies for Creating Successful Customer-Centric Organizations.doc
  4. Download Five Secrets for Building the Customer-Centric Small or Mid-sized Business.doc
  5. Download Business Process Automation.doc 
  6. Download Cleaning Up Dirty Data-Choosing the Right Approach.doc
  7. Download Leveraging the Salesforce On-Demand Platform.doc
  8. Download Managing Strategic Customers.doc
  9. Download Improve the Customer Experience with Self-Service.doc
  10. Download Leverage Professional Service Automation for Success.doc
  11. Download How to Select Mobile Apps for Your Workforce.doc
  12. Download How to Measure and Increase Customer Loyalty.pdf

  To learn more about the on-demand CRM and business applications offered by Salesforce.com you can visit our CRM software as a service applications area on www.salesforce.com.

  Have a CRM question? AskWendy@CRMSuccess.com

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• Improve Your Prospecting with Account Intelligence

  Jamie Grenney Jul 10, 2006

  Based on our June 2006 customer relationship survey*, we estimate 21 percent of you are interested in additional data cleansing and data quality services however, we suspect many of you may not know that one of the best ways to improve the quality of your data is to leverage the data enrichment services of providers like OneSource.

  The best CRM system is only as good as the data that goes into it. Too often, low-quality contact and prospect data keep companies from achieving the sales productivity gains that CRM can help deliver.

  Join salesforce.com July 14^th for a live Webinar and learn firsthand how you can empower your sales force with on-demand Account Intelligence.

  You'll hear a customer share their story of how his team has increased productivity and call success rates with better account intelligence, you’ll see a live demonstration, and get all your questions answered in live Q&A. Give your sales organization the information they need for better prospecting, deeper account penetration, and increased close rates. Start by registering for this free event now: Pump Up Your Prospecting with Account Intelligence. (Update: this link has since lapsed)

  * June 2006 salesforce.com Customer Relationship survey conducted by independent 3rd party CustomerSat Inc., 963 respondents, randomly selected.

  Salesforce includes many features to ensure that real-time data is always on-hand. To learn more about these features visit Lead Management, Opportunity Management, Sales Activity Management and Sales Management feature pages.

  Have a CRM question? AskWendy@crmsuccess.com.

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• Best Practices in Selecting Applications in the AppExchange

  Jamie Grenney Jun 22, 2006

  With the AppExchange, Salesforce customers now have an easy way to address dozens of business needs through the world's first on-demand application-sharing service. The AppExchange directory gives Salesforce customers an easy way to find and install hundreds of on-demand applications designed to solve a wealth of common business challenges. With hundreds of pre-integrated, on-demand applications now available on the AppExchange, you may be wondering where to begin.  For some good advice, 

  Download best_practices_in_selecting_applications_in_the_appexchange.pdf

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• Best Practices in Business Process Automation and CRM

  Jamie Grenney May 16, 2006

  Business process automation (BPA) is a big part of CRM and for good reason. Winners in CRM analyze and redesign customer-facing processes that provide real value to the customer.

  Truly customer-centric enterprises will redesign and automate customer processes as necessary, even when they cut across business functions and/or the back office. The goal is to examine all customer-related processes, remove those that are not needed, and rework those that could be improved with technology.

  The challenge, according to Scott Nelson, vice president and distinguished analyst at Gartner (and our recent Secrets of Successful CRM Practitioners Webcast guest), is that most organizations have 600 to 1,000 processes that need to be examined.

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