sales process

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DIRECTV, Inc. Continues to Drive Improvements in Customer Service and Sales Processes

DIRECTV, Inc. wanted to reduce reliance on a paper-based process for tracking sales and pipelines, which resulted in agents having outdated information and streamline contact center operations to eliminate duplicate calls to multiple locations and to accelerate service. The challenge was to empower a geographically-dispersed sales force with tools to...

Tags: Customer Service, Oracle Corp., Mobile, Contact Center, Sales Process, Sales Strategy, Sales Force Management, Call Centers, Customer Relationship Management (CRM), Sales, It Operations, Enterprise Software, Software

Case studies 2009-10-01

Siemens Building Technologies Enhances Sales Processes and Accelerates Approval Cycles

Siemens Building Technologies wanted to help sales team increase its effectiveness and efficiency and improve sales funnel visibility and reporting consistency. The challenge was to integrate CRM tool with other critical applications to improve data accuracy and meet governance standards. Siemens Building Technologies implemented Oracle CRM On Demand to improve...

Tags: Oracle Corp., Siemens Building Technologies Ltd., Sales Process, Sales Strategy, Sales Force Management, Sales

Case studies 2009-09-01

ESIZE Netherlands B.V. Streamlines Sales Processes, Improves Management Decisions With Reporting Tools

ESIZE Netherlands B.V. wanted to implement a user friendly customer relationship management tool for the company's sales force and management and replace data silos with complete, uniform, registered client dossiers. The challenge was to deliver enhanced reporting for better insight into sales and use a tested software solution that does...

Tags: Reporting Tool, Oracle Corp., Sales Process, CRM, ESIZE Netherlands B.V., Sales Strategy, Sales Force Management, Sales

Case studies 2009-09-01

CRM System Streamlines Sales Process for Electrical Services Provider

Norfolk Electrical & Communications (E&C) is a division of Norfolk Group Limited, a building and engineering services provider based in Australia and New Zealand. The division acts as an electrical contractor for on major construction sites, including commercial property, mine site and railway infrastructure projects. With a widely distributed workforce...

Tags: CRM System, Division, Microsoft Corp., Sales Process, CRM, Norfolk Electrical & Communications, Sales Strategy, Sales Force Management, Sales

Case studies 2009-09-01

Sales Performance Management: Maximize Profits with Comprehensive Sales Processes

Discover why the key to a productive sales force is ensuring that sales people concentrate on acquiring, growing, and retaining profitable relationships with their account bases. SAP CRM empowers your sales force with a clear and detailed view of prospects, customers, and the market - and the ability to turn...

Tags: Sales Force, Sales Performance, SAP AG, Sales Process, SAP CRM, Sales Strategy, Sales Force Management, Sales

White papers 2009-06-17

Knowles Electronics Streamlines Manufacturing and Sales Processes and Improves Productivity

Knowles Electronics wanted to streamline product manufacturing, validation, and sales processes in the competitive electronics market and improve accuracy in manufacturing and sales processes to ensure high levels of customer service. The challenge was to improve operational efficiency and productivity and ensure policies of segregation of duties are applied to...

Tags: Oracle Corp., Sales Process, Knowles Electronics, Sales Strategy, Manufacturing, Sales

Case studies 2009-01-01

Web 2.0 and Sales Process Management

This report discusses how Web 2.0 systems and applications can support management of sales processes.

Tags: Web, Oracle Corp., Sales Process, Web 2.0, Sales Strategy, Internet, Sales

White papers 2009-01-01

Microsoft Dynamics Webcast: Increasing Sales Productivity Episode Two: Gain Real-Time Insight on Your Customers and Future Opportunities (Level 100)

Many organizations seek ways to target new opportunities in existing markets or pursue opportunities in new markets to increase revenue. However, they often run into issues with targeting the right set of customers, lacking the insight on customers' needs, not fully understanding the opportunities in the pipeline, and having little...

Tags: Microsoft Dynamics, Opportunity, Webcast, Microsoft Corp., Sales Process, Sales Strategy, Sales Force Management, Sales

Webcasts 2008-11-17

Agencourt Bioscience Corporation Improves Efficiency of Sales Process and Extends Customer Visibility

Agencourt Bioscience Corporation wanted to implement a sales force management solution that meets requirements for Agencourt's two distinct lines of business - products and services and enhance visibility of customer information as well as the entire sales process - eliminating information silos that resided with individual sales representatives. The challenge...

Tags: Sales Force, Sales Process, CRM, Agencourt Bioscience Corporation, Sales Strategy, Sales Force Management, Sales

Case studies 2008-11-01

Hans Anders Retail Group Improves Sales Process With Web-Based POS System and Business Intelligence

Hans Anders Retail Group HARG wanted to boost effectiveness and efficiency in the company's stores by streamlining the sales process and make customer information more accessible to authorized employees, and make the best use of it. The challenge was to implement a modular multilingual system in order to support expansion...

Tags: Business Intelligence, Web, Point-of-sale, Oracle Corp., Sales Process, Sales Strategy, Sales

Case studies 2008-09-01

Administaff, Inc. Centralizes Sales Processes and Improves Forecasting With CRM Solution

Administaff, Inc. is a human resources outsourcing company and one of the leading Professional Employer Organizations PEOs in the United States. Administaff, Inc. wanted to improve sales process management and enable the company to scale with anticipated growth within the sales organization. The challenge was to gain greater visibility into...

Tags: CRM Solution, Administaff Inc., Sales Process, CRM, Forecasting, Sales Strategy, Sales Force Management, Sales

Case studies 2008-07-01

Interview: IBM Cognos chief Rob Ashe

Interview: IBM Cognos chief Rob AsheIBM is completely missing the SaaS BI trendI wasn't surprised by Rob's comment that "BI doesn't lend itself to SaaS" (though I suspect that the folks from Cognos' Celequest acquisition were caught a bit off guard.) But, I strongly disagree. The notion that...

Tags: Sales strategy, Software as a Service (SaaS), Sales force management, Tools & Techniques, SaaS BI, sales, software-as-a-service, Cognos Inc., IBM Corp.

Discussion threads 2008-05-09

JB Hi-Fi Turns Up the Volume on Sales With Innovative Mobility Solution

Consumer electronics retailer JB Hi-Fi needed to overhaul the outdated and manual sales process used in stores. Inefficient methods were costing the company time, money and possibly customers. In response, JB Hi-Fi gave its in-store sales staff wireless handheld devices running Windows Mobile and a customized application built using the...

Tags: Mobility, Microsoft Corp., Sales Process, Sales Strategy, Sales Force Management, Handhelds, Sales, Hardware

Case studies 2007-12-01

Global Advertising Products Lifts Revenue, Streamlines Operations With CRM Solution

Promotional products provider Global Advertising Products Global relied on an outdated system to manage its critical sales process. The company needed to overcome flat sales, inefficient processes and flagging productivity if it wanted to boost its standing in a competitive market. Global worked with Microsoft Gold Certified Partner Aspirence Information...

Tags: Revenue, Advertisement, CRM Solution, Microsoft Corp., Sales Process, CRM, Sales Strategy, Customer Relationship Management (CRM), Advertising & Promotion, Sales Force Management, Enterprise Software, Sales, Software, Marketing

Case studies 2007-09-01

Achieving Sales Effectiveness With Sales Workflow Management: Increasing Revenue and Reducing Costs by Managing Sales Process and Content

Organizations must think broadly about sales effectiveness and reach beyond the CRM/SFA systems to encompass best practices in people, process, technology, and information domains. Resolving inherent process and content problems (especially relative to e-mail) is critical to gaining full leverage from sales methodologies. A new category within sales effectiveness, Sales...

Tags: Revenue, Sales Process, Sales Workflow Management, Sales Strategy, Sales Force Management, Sales

White papers 2006-04-12

The Future Sales Force - A Consultative Approach

If your company uses a contact management or customer relationship management CRM system, you need to ask one additional key question. Does your CRM or contact management system tie your consultative sales, ROI analysis, and proposal production processes together? This white paper discusses the value proposition for integrating these...

Tags: Sales Force, Contact Management, Sales Process, Sales Strategy, Sales Force Management, Sales

White papers 2004-09-01

Specialized Portal Streamlines Proposal Development and Sales Processes

Pratt & Whitney, a division of United Technologies Corporation, is a Fortune 100 manufacturer of aircraft engines, space propulsion systems, and industrial gas turbines. Pratt & Whitney needed to streamline its proposal development process, making it easier for suppliers and partners to collaborate with internal staff in the content creation...

Tags: Aircraft, Sales, Sales Process, Proposal Development, Portals, Aerospace & Defense, Web Technology, Storage, Internet, Manufacturing, Hardware

Case studies

Business Process Driven Automation at UC4: How Business Process Visibility and Automation of Key Customer Facing Processes Improves Customer Lifecycle Management at UC4

UC4 Software, one of the industry's top providers of enterprise job scheduling software worldwide, is highly successful at expanding its customer base. At the same time, its customer retention rate remains at 100%. These are the results derived from an optimized sales-revenue to sales-effort ratio, achieved and sustained through a...

Tags: Business Process, Hewlett-Packard Co., Lifecycle Management, Sales Process, Automation, Sales Strategy, Operational Planning, Sales Force Management, Sales, Business Operations

Case studies

Electronics for Imaging Unifies Direct, Partner, and Channel Sales Processes With Salesforce

Electronics For Imaging EFI, the world leader in imaging solutions for network printing, has adopted salesforce.com Enterprise Edition as its CRM solution. Adding direct, channel and partner sales to an OEM-centric business, EFI chose salesforce.com to help implement and track its diversified operations. EFI can now transparently view sales cycles...

Tags: Salesforce.com Inc., Imaging, Electronics, Sales Process, Sales Force Management, Sales

Case studies

Public Relations Firm Integrates Customer Data With E-Mail to Improve Sales Processes

MCI Group, a firm based in Switzerland that specializes in public relations, had a new Customer Relationship Management CRM tool. With business booming, the company wanted to make adopting the CRM system easier for its marketing teams. The MCI Group decided to integrate all of the functionalities of Microsoft CRM...

Tags: Messaging, Microsoft Corp., E-mail, Sales Process, CRM, Public Relations, Sales Strategy, Customer Relationship Management (CRM), Instant Messaging, Enterprise Software, Marketing, Corporate Communications, Sales, Software, Internet, Online Communications

Case studies