When Salesforce Research asked 2,300 global sales leaders which new technologies they plan to adopt in the next 12 to 18 months, predictive analytics emerged as the clear winner with a projected growth rate of 135%. Sales teams are investing in data science to gain a competitive edge, the Salesforce research showed. In fact, high-performing…Read More
Had an interesting discussion yesterday about some common sales intelligence metrics and analytics, thought I’d share a short tidbit with you. Someone asked whether it’s more important to focus on the Cost Per Lead (CPL) versus the Cost Per Opportunity (CPO). CPL is the cost in direct marketing spend to generate an inquiry, no matter…Read More
If you’ve spent any time on this blog, you’ve probably heard me bring up a company by the name of High-Yield Methods (https://www.h-ym.com) and its founder, Dick Lee.
Dick’s been a top-level business consultant for three decades now, but he’s also an insightful blogger on CustomerThink.com, a voracious researcher, and possessor of a wicked sense of humor.
In his “Another Inconvenient Truth About Lead Management” whitepaper, Dick bemoans that far too many CRM software vendors tell their prospects that CRM will magically take care of their bad lead management and sales processes. His precise words were, I believe, “Yeah right. And Santa Claus still comes down our chimney every year . . . .”Read More
A lot of companies struggle with bad data. They don’t have enough of it, or if they do it’s out of date, not well-organized or both. As Trish Bertuzzi with The Bridge Group stated last week in an excellent blog post,
“Your email campaigns are bouncing, your LeadGen & Sales Reps are spending time looking for the right guy and all this is adding up to a lot of non-selling time.”
But even if you’re actively managing the data, do you have the right metadata analysis to make it useful?
In simple terms, metadata is “data about data” . . . .Read More