Sales reps only spend one third of their time selling and only 1 in 3 actually makes their quota. Improving sales productivity is critical to achieving revenue goals.
Welcome to the ActivePrime Blog
In our blog, you’ll find helpful and informative posts dedicated to improving CRM performance and usability. Our topics include deep dives on the technical aspects of CRMs like searching and data quality. You’ll also find insightful posts about user productivity and adoption.
Low sales efficiency, poor marketing response rates, and declining revenues are the most visible effects of bad data in your CRM.
But poor data quality impacts business in more insidious ways. Lack of confidence in the accuracy of customer data causes user adoption rates to drop - along with your return on CRM investment.
Like it or not, you’re spending marketing budget on programs that bring poor or no results.
Research shows that on average, 12% of an organization’s annual income is misspent due to bad contact data.
And it’s not just the money. Dirty data, such as duplicates, results in inaccurate lead scores. Score sharing between duplicate leads means neither record gets a high enough score to move further down the sales pipeline.
The leading cause? Poor data quality.
Poor data quality costs the average organization 12% of their revenue.
A strategy for enriching and accessing customer data can have a profound impact on marketing and sales productivity and results. The measure of an organization’s effectiveness is often found in customer acquisition and retention, market share growth and profitability gains. A strategy that supports enriching CRM data beyond the level of basic information to a source of genuine customer intelligence will fuel that effectiveness.
The strengths of account based marketing have made it widely popular within marketing and sales teams across organizations of all types. The cornerstone of this strategy is clean, reliable data on your organization’s accounts and prospects because the sales and marketing teams need to have confidence and trust in the data they are using to communicate with these key resources. Does your team trust your data? Does your CRM system support account based marketing? The primary concept of account based marketing is identifying and communicating with key accounts and targeted prospects that match the ideal customer profile for a particular organization. Several years ago, sales methodologies used customer profiling as a foundation to drive sales. With today’s tools and lists we too should be able to target our best prospects and sell them our products to drive more sales and profits.
On the third day at Dreamforce, App Cloud EVP Adam Seligman and Marketing Cloud CPO and SVP Bryan Wade delivered powerful keynotes on new Salesforce intelligence products and how they enable companies to create smart, one to one customer journeys. The full sessions can be watched here (IT) and here (Marketing).
SALESFORCE FOR IT KEYNOTE 'BUILD SMART EXPERIENCES PEOPLE LOVE'
The proliferation of new technologies, devices, and platforms urges companies to actively tackle insights from these new channels and better meet customer needs. For many organizations, this entails more time and cost-effective IT operations.
Salesforce President and COO Keith Block kicked off the second day at Dreamforce 2016 with a keynote on the financial services industry. The session discusses two of the company’s recent products - Einstein and Financial Services Cloud - and showcases successful customer stories from Farmers Insurance and Bank of America. The complete session can be viewed here.