Big Data & The Emergence of Social Selling | SugarCRM SugarCon #scon11
SugarCon 2013: Actionable Customer Buying Behavior Data?
-
date post
19-Oct-2014 -
Category
Business
-
view
498 -
download
1
description
Transcript of SugarCon 2013: Actionable Customer Buying Behavior Data?
Actionable Customer Buying Behavior DataKevin McGirl
Co-founder, sales-i
Sales. The Cinderella Function?
NO SALES REPS SEEN
WITHOUT AN APPOINTMENT
CRM alone typically delivers low (zero?) ROI for a product salesperson
Soft Data
• Contacts• Notes• Call history• Pipeline • Opportunities• ‘Cuddly’ stuff: birthday? Favorite sports
team?
Ineffective sales call discussion points…
Sales call effectiveness?
Ineffective
Predictable
Inhibited
Optimized
Competitive
3
2
1
4
5
s
teps
Ineffective
Predictable
Inhibited
Optimized
Competitive
3
2
1
4
5
s
teps
Hard Data
• 24+ months of customer invoice data
• Category level• Product level• Margins• Budgets• Product mix• Variances
Effective sales call discussion points…
• Customer is buying paper from us but not toner
• Sales of cleaning supplies are down 20% on last quarter
• Margins have fallen by 2 points• Customer spends $10,000+ monthly but
does not buy our most profitable product line!
Sales call effectiveness?
Ineffective
Predictable
Inhibited
Optimized
Competitive
3
2
1
4
5
s
teps
Ineffective
Predictable
Inhibited
Optimized
Competitive
3
2
1
4
5
s
teps
Sales call discussion points on steroids?• Simple. Blend soft and hard data…
Did you see the Blackhawks game last night? (soft)
We have a promo on your favorite toner – I noticed you haven’t ordered for 60 days (hard)
How is Barbara & the kids? (soft)
• “Knowledge will give you power….. character will give you respect…..”
Bruce Lee
The real challenge
• Salespeople are not rocket scientists!
Traditional BI systems…
• not designed for the mobile (and often low tech) user
• not integrated with CRM systems
There must be a better way?Accessing YOUR business data shouldn’t be so difficult…
Imagine…..
• a service that mines 24 months of your ERP data, identifying ANY actionable/relevant change in customer buying behavior?
• a service that proactively alerts a salesperson to issues or cross selling opportunities?
• a service that makes ‘milkrun’ calls a thing of the past with one click?
• a service that is seamlessly integrated with SugarCRM – allowing the hard/soft data blend?
Proof of concept demonstration….
Hard data + Soft data
= Customer maximization.
“Give me a smart idiot over a stupid genius any day…..”
Samuel Goldwyn
Selling smarter
Office 360
Closed off financial year 58% up on last year!“I know we have barely scratched the surface of what sales-i can do for us!”Larry Sexton, Director of Sales
Flying Penguin Autoparts
Enjoying a 7.5% growth in customers“We are delighted with sales-i and the opportunities it has provided our business. The system has given us a real competitive advantage!”Paul Brannan, Managing Director
Selling smarter
Sovereign Group
Benefiting from a 20% increase in business!“We have transformed our sales and customer awareness since deploying sales-i. It really couldn’t be simpler!”Andy Freeman, Operations Manager
Inter Office Products
Unearthed $50,000 of sales with ONE sales-i alert“sales-i has taken my breath away! In 6 days, I have learned more about by customers buying behavior and history than I could have ever known! ”Dennis Martins, CEO
How are Barbara & the kids? (soft)
SugarCRM and sales-i: the perfect team CRM International
SugarCRM and sales-i is a winning combo!“The combination of SugarCRM and sales-i gives
our clients the capability to drive more business with unprecedented amounts of customer, business and
sales information from a world-class CRM and innovative sales and marketing automation system”
Neil Saviano, President
Forms & Supply Inc.
SugarCRM and sales-i provides the personal touch at leading office product company.“The integrated solution is a great tool for our sales force. It allows them to stay on top of their business in a proactive manner and we can market directly to our end-users with a personal touch”Beth Freeman, Assistant VP of Sales
Thank YouStop by booth #410 and have a chat with the
sales-i team!