The CRM applications market grew 13.3 percent from $20.4 billion in 2013 to $23.2 billion in 2014. Industry analysts from research consultants such as IDC and Gartner are forecasting continued double-digit growth, with the total Customer Relationship Management (CRM) market projected to be between $30-35 billion in 2018.
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You don’t need to be a mechanic to drive a car. Therefore, why should you need to be an IT professional to access enterprise data and insight? This white paper demonstrates the rise of business discovery roles in unlocking the power of sales data with user-driven BI and introduces how sales teams are enabled by five essential components for successful business discovery.
Winning new business requires you to successfully guide prospects down the sales funnel. Each stage in the funnel has different focus points and accompanying resources to help gauge the prospect’s interest and draw them farther down the funnel. Let’s take a look at each level within the funnel and how to develop the nurture at that point.
Top of the Sales Funnel: Educate
As a quarter is wrapping up, it is a great time to look at the statistics to find what is working and what will need to be tweaked for the upcoming quarter. With 56 percent of companies utilizing a marketing automation system and 75 percent or more likely to purchase in the next year, it seems marketing automation systems are booming. According to Salesforce, in their 2015 State of Marketing report, marketing automation systems will be the most piloted marketing technology in 2015.
In sales, there is always opportunity for growth and improvement. One improvement area to consider is how time is being allocated. A survey stated that two out of five business owners see time as their most valued asset. These business owners would consider paying money to uncover more time in the day! How a sales team is dividing up their time can greatly affect productivity and sales numbers. Two major roadblocks for productivity are multitasking and filling the day with non-selling activities.
According to Microsoft, SharePoint 2016 is on the horizon. While Microsoft has been making advances with its cloud updates on Office 365, they will also be releasing a new server system in the second quarter of 2016 with a public beta version being released during the fourth quarter of this year.
One size fits all marketing is a thing of the past. Modern marketing techniques are shifting to more of a business-demand focus with a desire for better ROI and attribution. The marketing techniques are shifting towards a personalized experience, rather than sending mass emails. Marketers are now interested in taking advantage of all that marketing technology has to offer.
Technology innovation is constantly transforming the sales process, with mobile enhancements, analytics, cloud computing and context-rich systems allowing salespeople and potential customers to engage more often and more efficiently than ever before. Gartner recently released a list of technology trends to look out for in 2015. Many of those trends will affect salespeople in the upcoming year.
Cloud technologies are becoming a necessity for many small businesses, as its strengths are keeping small businesses in competition with the larger enterprises. Cloud has increased mobility and data availability for companies of all sizes. According to Forbes, cloud is likely to become an $80 billion industry by 2018 with the expectations of doubling for small business participation in the next six years. As more companies are jumping on the cloud bandwagon, it is becoming increasingly clear the benefits of the solution, with predictions of a 30 percent annual growth for the industry.
According to a recent study, 39 percent of companies do not track social media customer comments and 55 percent of companies ignore customer feedback on social channels. They don’t consider that one bad post or tweet alone can negatively impact a company’s brand and reputation.