MARKETING + SALES METRICS FROM BIG DATA |
Big Data is the latest buzz word to describe the volumous amount of 0's and 1's that exist within the computers of an organization. If you have the depth, breadth, capacity and skills to mine this data, there are nuggets of gold just waiting to be found.  Organizations need to invest in intelligence and analytics in order to make the right decisions.  And the management of selling is no longer about a silo-built data using a CRM tool, conducting ad-hoc coaching or the dreaded weekly forecast call with each rep.  Real sales performance improvement and buyer behaviors requires an integrated platform known as Revenue Portfolio Management™ built on the foundation of big data sets.

(RPM) is a business support tool, to provide chief executives, sales and marketing management and customer facing representatives with comprehensive data portals to support the management of each buyer opportunity with the exact sales strategy required to maximize sales effectiveness and efficiency (productivity) to accelerate opportunity conversion. 

Organizations with a broad portfolio of customers, multiple sales opportunities, account managers, product sku's or large geographic territories must manage sales resources like they manage their own personal financial portfolio.  If you don't, chances are you are not targeting your most valued buyer and your sales resources are delivering marginal results that could be improved by better alignment with RPM.

The question that need to be answered about big data include;
What are the most important factors that I must consider about big data?
How can a big data initiative drive new revenue growth?

Sales Performance and the management of selling teams is no longer silo-built using a CRM tool,  conducting ad-hoc coaching or the dreaded weekly forecast call with each rep.  Real sales performance improvement requires an integrated platform known as Revenue Portfolio Management™ .

(RPM) is a business support tool, to provide chief executives, senior sales management and sales representatives with comprehensive data to support the management of each sales opportunity with the exact sales strategy required to maximize sales effectiveness and efficiency (productivity) to accelerate opportunity conversion. 

Organizations with a broad portfolio of customers, multiple sales opportunities, account managers, product sku's or large geographic territories must manage their pool of resources like they manage their own personal financial portfolio.  If you don't, chances are you are not targeting your most valued customer and your sales resources are delivering marginal results that could be improved by better alignment with RPM.

It's time to audit | align | accelerate.

The Future of Selling - white paper from Ogilvy & Mather

Plain and simple, sales performance outcomes are a function of "garbage in... garbage out" and today, organizations spend significant amounts of money on CRM tools to capture prospect and customer data.  Marketing dollars are spent on building the brand and generating demand.  Ad-hoc sales training is initiated only to find out none of these solve the real problem. Predictable revenue growth through better opportunity management.

Are you driving a profitable "sales cycle", or a poorly qualified and premature "buying cycle" ?  Are your sales people chasing tennis balls, responding to customer demands with eternal optimism or do they need help in better qualifying the customer? 

Freeing up the sales force for selling |
McKinsey's Silicon Valley Office, principal Olivia Nottebohm explains how viewing sales operations across an organization isn't easy, nor is implementing changes that affect the entire  sales process. Yet the more sales operations can be streamlined and back-office overlaps reduced, the more likely customer satisfaction will improve as deals close quickly and disputes are resolved promptly.  At major companies, the results can often be of millions of dollars in higher revenues and lower costs.  Such benefits speak for themselves.  

Read the complete article here.

Sales isn't about sales anymore... it's all about being relevant socially

Win. Grow. Social Sales. The Book. 3rd Edition. from Blueconomics.

| Discovery and Analysis of customer opportunities

We present data inputs in a logical and simple way to establish territory strategies, match sales reps to client criteria, geographies and vertical market skills.  Our intelligence provides management with dashboard-ready data to know who are your most productive sales personnel, who are your most profitable customers and identify the optimal strategy for pursuit.

| Determine which account to prioritize | reduce effort | park | develop | priority focus | each day, month, quarter | know when and why you should transfer the prospect back to marketing for additional nurturance.

| Manage Sales resources as assets | Your people are precious assets that must be managed like you manage any financial or physical assets.  If you don't, you could be vulnerable, exposed and not maximizing the full potential.  Manual "gut check" and "feelings" are just that.  Statistical data grounds subjective thinking and enables management to be objective, better prepared and predictive.

| Better Data | Better Decision | Better results | Increase the ability of the organization to deliver by highlighting sales opportunities by market sector, segments, territory, representative, project and customer over time.