sugarcon 2013: actionable customer buying behavior data?
Post on 19-Oct-2014
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Kevin McGirl, sales-i Frontline sales teams have it tough: a turbulent economy, competitors lining up to steal their share of the customer wallet and sales practices that are outdated. The latest cloud-based, on-demand sales and customer intelligence systems will transform 'milkrun' sales reps into sales professionals. These cutting edge technologies proactively mine the valuable buying behavior data trapped in ERP systems, extracting all the actionable, relevant information needed to execute a successful sales call, every time.TRANSCRIPT
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!