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!