Sales Software

How to Convert Website Leads into Sales

Your website exists either to sell products or generate leads that can be later converted into paying customers. In the former case, unless you sell inexpensive commoditized widgets, it takes several interactions with a prospective customer before you can close the sale. Therefore, a top priority of almost every online business is to gather, organize, and convert website leads to sales.
1. Gather leads

Most of website visitors who are interested in your products or services aren’t ready to buy just yet, but they sure have some questions and would like additional information (if it’s not too hard to obtain). Don’t make them search for it — put your contact information right in front of them. Every page of your website must have call for action and contact options that are impossible to miss. Some examples include:

- Ask a question via email
- Call your sales phone number
- Request an instant call-back
- Sign up for special offers
- Contact for a price quote
- Download product brochure
- Submit an inquiry form
- Chat live with a sales representative
- Subscribe for a newsletter

When gathering leads, stick to the KISS principle. Don’t ask for more information than absolutely necessary. For example, if you only need to know your potential customer’s state of residence, don’t ask for a full mailing address. If you do all your sales via email, don’t require a phone number, or at least make it optional.

Be sure to provide a clear, concise statement about how the information you collect will be used. Assure your prospects that their contact data will not be shared with other parties and they can stop receiving communications from you at any time.

2. Organize leads and prospects

Leads are useless unless they are properly organized. First, you must establish the systems and processes for recording all pertinent information for leads collected via different channels, such as website, incoming phone calls, trade shows and so on. Aside from the contact information, each prospective customer record should date and source, products and services of interest, subscription and contact preferences, and any other relevant data.

Your lead management system must also be able to record the history of all communications with a lead, such as incoming and outgoing emails, phone calls, voice mails, faxes, and items sent via postal mail. Each lead must be assigned to a sales representative, and categorized by the level of interest, size of opportunity, and sales pipeline status (more on that later). Sales reps should also be able to enter internal notes and comments about the prospect, and set reminders for the future follow ups.

Last, but not least, your lead system must be centralized. Every person involved in a sales process should have the ability to instantly access and update the information, without the need to upload, download, and synchronize the data. This is especially critical if members of your team are geographically dispersed or telecommuting.

3. Convert leads to prospects to customers

This is where the rubber hits the road. There is a number of distinct steps in any sales process. Below is a typical example of a sales process. You can easily adopt its stages and definitions to your situation:

Lead – a contact that has expressed an interest in your product or fits the target profile of a potential customer.

Prospect – a lead that continues to express interest in your product or service after a two-way information exchange.

Qualified prospect – a prospect that has participated in a discussion with a sales representative and confirmed their need.

Confirmed prospect – a qualified prospect who has the info they need to make a decision and budget to go with it.

Committed prospect – a qualified prospect who has reviewed your price quote or proposal and has indicated that she is ready to move forward with you – but haven’t yet.

Customer – ka-ching!

You can use your sales pipeline status report to not only organize and monitor the effectiveness of your overall sales process and individual sales representatives, but to forecast sales as well. To estimate the dollar value of your entire prospect base, multiple the average probability of closing the sale at every stage of the pipeline by the number of prospects currently assigned to that stage.

Establishing and managing your lead conversion process is all but impossible without proper customer relationship management (CRM) tools. You will need a system that captures lead information from your website and other channels, and integrates it with email, contact manager, calendar, and sales force automation software.

The companies that have established the systems and processes for converting leads to sales are already reaping the rewards.

The salesforce.com Summer ’10 release contains a number of features to help you, whether you’re building new applications on Force.com, using existing products such as Salesforce CRM, or wanting to explore Chatter. Learn about Summer ’10, and how to make the most of the new features coming down the line, by watching the Summer ’10 Release Preview webinar. Part 2 of 2 covers Sales & Service Cloud Discover how new Salesforce CRM features, including dashboard and reporting enhancements—that can help transform the way you interact with customers and partners (2nd hour). Learn more at developer.force.com
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Are Sales Performance Issues Targeted with Your Training Program? Part 1

Sales training programs encompass a variety of necessary components; things like company policies, sales paperwork, CRM/sales force automation orientation, sales processes, company services, sales skill training and product features and benefits.
But when I ask Sales executives and Sales trainers how their current sales training program is aligned with their sales performance issues I get the look of “No speak English’.

Let’s first categorize ‘Sales performance issues’.  There are (4) distinct sales performance silos that will effect the overall outcome of any sales team, year in and year out.  They are:

•    % of Sales reps to Quota
•    Average New-hire Ramp-to-Quota in months
•    Sales Employee Turnover rate
•    Time spent versus Result achieved

This is a good place to start in determining what sales skill training to implement to achieve a measurable return on investment.  But here’s what will set you apart when you walk the request up to the front office.  Start out with the NUMBERS.
That’s right.  Take a diagnostic view of your current sales performance silos, one by one.

Let’s look at a real sales performance issue example of ‘Average New-hire Ramp-to-Quota’.  I recently conducted a ‘Sales Performance Improvement Blueprint’ web-cast for this sales organization.  
The company was hiring 155 sales reps per year.  The ultimate objective of any new-hire sales training program is to ramp the new sales rep to Quota.  Simply, give them everything they need to effectively reach their monthly sales goal.

So how was this company doing?  They were obtaining this ultimate sales training program objective in 7 months.  So how does one determine if that training outcome is a ‘Sales Performance Issue’?  Let’s take a look.

Step 1:  ‘Run the Numbers’ for any realistic ROI opportunity

•    Each new-hire rep had an ultimate quota of 00
•    Sales Cycle was 17 days
•    Average customer term agreement of 36 months
•    Average ‘Sub-Quota’ revenue per month during ramp of 00 (This number reflects the average monthly revenue a new-hire achieves before they achieve quota attainment)

Step 2:  ‘Run the Numbers’ hypothetically for a ‘Specific’ improvement

In this case, I showed the sales management team what return on investment they would get by helping just 1 sales rep achieve full sales quota in 6 months versus 7 months.  Based on their numbers my diagnostic X2 Evaluator(tm) system showed them a ROI of ,200 just by trimming off 30 days.  If they did that for all 155 of their annual new-hires, they could realize ,276,000.  
And that got their attention.  So, is it now a worthy sales performance issue to attach pin-point sales training to?  Not quite yet.

Step 3:  ‘Run the Numbers’ for a ‘Reality Check’

The most successful businesses – and certainly, sales departments – have identified their Key Performance Indicators (KPI); individual gateways that directly effect the outcome of a particular process. Then they measure the competency ratios in line with them.

A good KPI example in the sales process might be how many times you advance the first sales appointment to the next phase, whether that’s a demonstration, a site visit, a survey or a proposal. Another KPI is how many times you gain a new customer once the first gateway is passed. And when you do gain a new customer, what’s the average revenue you achieve?  And how long does it take to gain a new customer on average; i.e. sales cycle?   
How about how long it takes you to gain 1 new sales appointment, defined by sales prospect ‘conversation’?  And as a by-product of all this, how many new appointments are needed each week?

We ran these numbers in the X2 Evaluator(tm) system to see ‘if and where’ there were some leaks in the ‘KPI ship’.  And here’s what we discovered; not a leak, but a big ‘ole fire hose.  

Two ‘KPI issues’ were apparent.  First, why does the ramp-to-quota for a new-hire take 7 months when the average sales cycle is 17 days?  Second, they were only setting 3 new appointments per week when they needed to set 6, based on their other KPIs.  So their sales appointment ‘activity barometer’ was only running at 50%.  And that will dictate a longer ramp-to-quota.
Dig a bit deeper in the X2 Evaluator(tm) system and out popped a 6% conversation-to-appointment ratio; they had to conduct 15 prospect conversations to get 1 new appointment.

OK, back to the ‘Reality Check’.  Is it realistic to focus on reducing the new-hire ramp-to-quota from 7 months to 6 months for a sales training ROI of ,276,000 or ,200 per rep?  
You bet it is.  These folks needed to address the front-end of their sales process; setting targeted sales appointments.  To do that, they needed (1) establish an activity standard to reach quota by month six and (2) develop a sales prospecting methodology and supporting X2 Evaluator(tm)  system to spend less time in achieving it.
Then they needed to plug their sales prospecting ‘system’ into their current sales training program and work to a weekly sales appointment activity goal to assure a monthly revenue result by month 6.

Step 4:  Set the Goal and ‘Train to It’

A sales training ROI goal of ,276,000 or ,200 per rep is for sure a worthy one.  And the diagnostic system showed us they would meet this goal just by setting 3 additional sales appointment per week per rep; 6 appointments versus 3.  

Actually, I lied.  The X2 Evaluator system showed an even brighter picture if the sales appointment activity standard of 6 new appointments per week was met.  If they could support their new-hires with a sales prospecting system that could help them achieve 6 new sales appointments per week, they would actually cut their new-hire Ramp-to-Quota by 4 months; from the current 7 months down to 3 months.  
And that sales training ROI would be 6,800 per rep or a whopping ,104,000.  

One of the reasons why sales training fails is a failure to define a useful objective.  In this case, our diagnostic method has defined a single useful objective for them to train to.  And this same diagnostic method can be utilized if you have a ‘Sales Performance Issue’ of an unacceptable percentage of Sales reps reaching Quota each month.

In Part 2, we will take a look at (2) other sales performance issues, ‘Sales Employee Turnover rate’ and ‘Time spent versus Result achieved’ with this same sales management team and see what our diagnostic method to sales performance improvement and ROI turns up.

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How Automated Customer Relationship Management Processes Enhance Sales

These days many companies are investing in customer relationship management softwareto help expedite and enhance the productivity of their sales personnel. Provided the business invests in the right kind of systems, they can achieve a tremendous boost to their revenues.

Easy Management

With such sales force automation systems, companies are able to oversee a broader perspective of the sale. With better visibility in place, the entire sales cycle from point of first contact to sale closure is easily seen by the team. The data from such sales management software also allows managers and senior sales professionals to analyze as well as effectively manage the process of sales efficiently and quickly.

How Does It Work?

Essentially, the sales databasein a customer relationship management systemcomprises all the critical data pertaining to the customers of a business. Hence, right from essential details such as name and other contact information, the crm systemalso contains information such as whether a customer has contacted the business, needs troubleshooting with a particular issue, if the issue has been resolved or needs further clarification etc. Hence, with a customer relationship software, businesses get a snapshot of all relevant customer information. The system also allows sales personnel to sort customers based on issues faced, name, area of residence and other criteria. With so many tools at hand and the ability to retrieve any customer-specific data in a click, the proper management and execution of sales becomes an easy task.

Better Customer Satisfaction

Customer satisfaction scores are bound to improve when a customer relationship management systemis implemented in a sales team. With a single click of a button, the entire data pertaining to customers can be viewed right across the sales cycle and post sales when competitive differentiating issues like service levels come into the picture. It is here that the real advantage of a business is perceived by a customer because when calls are attended to and issues are resolved in a timely manner, the crm systemstransform from just software to powerful ways to raise revenues, customer satisfaction scores and exponential expansion of the business. It would not be a far shot to say that crm the futurebecause it holds the key to the growth and expansion, effective management and salesforce automationas well.

Marketing Efforts

Since all customer information is stored in a centralized manner within the crm database, retrieval of records and information for sales personnel becomes a cinch. With such information, future marketing and promotional messages can be seamlessly sent out to customers, thereby ensuring better brand recall for the firm. Even in terms of mobile solutions or integration of diverse applications, such customer relationship management softwareplays a crucial role in achieving all of this and more!

Thus, with such state of the art crm solutions for small business, even a startup company can dream big and expand their business, ensure more brand recall and add on to their customer base.

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CRM software packages automating your customer relationship management

Understanding customer’s needs and behaviour is pivotal as far as survival and growth of any business is considered. Every business thrives on its loyal customers. Creating a loyal customer base and maintaining it are not handy. You need to have a deep insight regarding what customers’ need, when they need more and how they can be retained. All these problems get solved with an effective customer relationship management. Managing customer relationship is more about a process or methodology to capture customer behaviour, track data related to their expectations and enabling business operation to match to it.

Customer relationship management helps your business and human resource to have a brighter picture regarding the demand of target audience. CRM software packages are available in market to streamline your relationship with customers. CRM software packages can be for sales force automation, online CRM and customer service. Sales force automation CRM software packages can be for contact management and lead management. Similarly, online CRM is of two types. Self service CRM packages help you to have a faster web-based customer interaction, automation of mails, call logs, website analytics and promotional campaign management. For better efficiency, you can also install online survey management software that enables you to understand customer preferences in a better manner by automating electronic surveys, polls and questionnaires.

Call centre and help desk software are the effective CRM packages for better customer service. Web space is flooded with scores of CRM software packages. You need to choose the right one that matches to needs and your budget.

CRM Software – Integrating Sales, Marketing and Service processes, The Way You Want It

CRM Software has become an increasingly important element of any successful business as it allows businesses to streamline sales, marketing and customer services processes by using more integrated customer information services and approaches. CRM software applications enable the marketing, selling and service functions of an organisation to be automated and integrated thereby improving customer-facing and customer supporting business processes. By integrating sales, marketing, and customer service functions, CRM software makes it easier for the sales and marketing team of the company to work together and share critical information to find new customers, close sales faster, and build lasting, more profitable relationships.

Sales Force Automation

SFA applies technology to the company’s selling activities. SFA module can be configured so that it is modelled on the selling process of any industry or organization. The selling process can be divided into a number of stages, such as lead generation, lead qualification, needs identification, proposal generation, proposal presentation, handling objections and closing the sale. CRM software automates sales process and puts business in complete control of sales pipeline, to effectively manage, forecast, and report on all phases of the sales cycle. Organisations can easily access and analyze all current and historical account details and activities, manage multiple accounts and opportunities, and automatically distribute leads to sales professionals in the office or around the world. Point and- click graphical reporting offers sales teams with access to real-time data for on-the-spot analysis and evaluation, enabling them to instantly identify their best opportunities.

Marketing Automation

Marketing automation applies technology to marketing processes. It provides a rich source of customer information to help organisations to better manage their marketing efforts and make sound decisions based on the needs of customers and prospects. CRM software automates marketing processes allowing marketers to use customer related data to target the right customers at the right time, eliminate guesswork, and put their marketing resources to the best use. Campaign management modules allow marketers to use customer-related data in order to develop execute and evaluate targeted communications. Help marketing team to easily schedule and track marketing activities within a campaign and view detailed information on each campaign for reporting and ROI analysis.

Customer Service

CRM software enables companies to handle and coordinate their service related inbound and outbound communications across all channels. It helps business make the most of every customer interaction, maximizing business opportunities and customer satisfaction by tracking customer interactions and automating critical workflows. With CRM software, you can build and effectively manage lasting customer relationships by providing the professional level of service customers expect. It provides real-time access to relevant customer data including orders, call and escalation history, interactions, support cases, e-mail and documents sent and received sales opportunities, and more. Customer service staff has access to the information they need to effectively resolve customer inquires or issues on the first call, providing customers with greater confidence and satisfaction.

No matter what industry a company is in, whether financial, real estate, manufacturing or other, CRM software provides corporations with a strategic advantage. It is important to choose the right CRM software to automate and integrate sales, marketing and service processes. It depends on finding CRM software that keeps up with the business processes, is not costly or complex, and allow customer facing team to offer the best possible customer experience. Sage CRM Solutions has been rated as top performers in end-user adoption. They are easy to use because they are built specifically to address the challenges faced by businesses of all sizes. As a result, you get a solution that works the way you work and help business run more effectively.

For more information please visit http://www.sagesoftware.co.in

The Sales Cloud is the worlds most complete sales application. It helps sales people close more deals by making them more productive, more effective, and more collaborative. www.salesforcedemos.com
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Mobile Sales Force Automation: The Mobile NewBiz module from Amtech Software extends the use and functionality of NewBiz sales force solution to PDAs and Smart Phones.
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Six Industry-Leading SaaS Companies Selected to Establish Sales 2.0 Alliance

New Alliance to Provide Sales and Marketing Executives with the Best Sales 2.0 Solutions for Greater Sales Success

Santa Cruz, CA — Six companies that provide best-in-class Sales 2.0 solutions have been chosen by Selling Power magazine Publisher and Founder, Gerhard Gschwandtner to establish the Sales 2.0 Alliance.

The solutions offered by the Sales 2.0 Alliance companies enable today’s sales and marketing organizations to engage more prospects, generate revenue faster, and accelerate sales velocity. The Sales 2.0 Alliance members are:

BigMachines, which accelerates the product configuration, quote, and proposal process, helping companies sell more and sell faster with 100% accuracy;
InsideView, which offers real-time sales intelligence to significantly increase sales productivity and velocity;
Kadient, which arms salespeople with CRM-based sales playbooks made up of situation-specific content, tools and coaching proven to close deals;
Marketo, which delivers marketing automation, lead nurturing, and lead scoring to generate more high-quality leads and improve sales effectiveness;
Right90, which enables companies to quickly and accurately generate a trusted sales forecast to achieve higher revenue and greater margins;
Xactly Corporation, which transforms compensation management into a strategic tool that motivates sales reps.

Sales 2.0 is the use of sales practices, enabled by technology, to improve speed, collaboration, accountability and customer engagement at every stage of the revenue cycle. As Gartner Research Vice President, Michael Dunne states, “In the past, 80%* of sales force automation investments were narrowly focused on two main areas: opportunity management (CRM) and order entry. A new generation of sales solutions is targeting a wider range of sales effectiveness challenges by automating and integrating critical business practices around lead management, sales process management and sales management.”

Adds Gschwandtner, “Selecting the right Sales 2.0 solutions is an increasingly difficult challenge for today’s leaders; these six innovative, award-winning companies offer best-of-breed solutions that give sales organizations a game-changing, competitive edge to create significantly improved bottom-line results.”

The result for a company deploying the right mix of Sales 2.0 solutions is a more effective revenue machine that achieves sales of higher volume and value at a greater velocity. To learn more about Sales 2.0, join the Alliance for a complimentary webinar, Strategies for Sales Success in 2010, on February 17 at 1:00 p.m. EST featuring Jim Dickie, Partner, CSO Insights. Attendees will learn why companies embracing Sales 2.0 solutions perform at a much higher level than their peers, and how to develop a fully-optimized sales process powered by Sales 2.0. Register online for this webinar.

The Sales 2.0 Alliance companies will participate at the Sales 2.0 Conference on March 8-9, 2010, at the Four Seasons Hotel, San Francisco. Register now to attend the Sales 2.0 Conference; hear live best-practice case studies from sales leaders already benefiting from solutions provided by the Sales 2.0 Alliance.

* Gartner, Inc., “A Framework for Evaluating Sales Force Automation Application Functionality” 30 January 2009

About the Sales 2.0 Alliance
The Sales 2.0 Alliance consists of six companies – BigMachines, InsideView, Kadient, Marketo, Right90, and Xactly Corporation. Each company provides a best-in-class Sales 2.0 solution that helps sales leaders engage more prospects, generate revenue faster, and achieve quicker ROI while accelerating overall business results. More information about the Sales 2.0 Alliance can be found at www.sales20alliance.com.

About BigMachines, Inc. and BigMachines AG
BigMachines is the global leader in on-demand sales configurator, quoting and proposal software, helping companies sell more and sell faster. BigMachines solutions empower sales across customers’ channels by streamlining their sales processes from inquiry to order. Using BigMachines software, sales teams and channels can quickly configure products, generate quotes and proposals, manage complex pricing, generate legal contracts, and manage orders. BigMachines offers extensive reporting capabilities and easily integrates to leading CRM and ERP systems, including those from salesforce.com, Oracle, Microsoft and SAP. BigMachines’ rapidly growing customer base includes global leaders such as Kodak’s GCG, Siemens, Ingersoll Rand, and NTT Communications, as well as innovative growth companies such as ShoreTel and Voltaire Ltd. For more information, visit www.bigmachines.de/english.php.

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At Live CRM’s core lies an automation application that gives your sales force the upper hand with their sales data. Comprehensive yet easy to customise, Live CRM empowers people to manage their company and processes more effectively, so reps can close more deals.
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BigMachines Expands into Japan

SaaS Sales Configuration and Proposal Leader Opens New Office to Support Asia-Pacific Market

TOKYO, CHICAGO & FRANKFURT, April 22, 2010 – BigMachines, Inc., the leader in sales configurator, B2B ecommerce, quoting and proposal software-as-a-service (SaaS), announced today that it has established BigMachines K.K. as a Japanese division of the US-based company. The new business entity will be known as BigMachines Co., Ltd. From its new Tokyo office location, BigMachines will enter the Japanese market and commence a full-fledged business roll-out. BigMachines has localized its on-demand software for the Japanese market with support for Japanese language and currencies and has also launched a Japanese website at www.bigmachines.com/jp.

Since 2000, BigMachines has developed innovative SaaS solutions that empower customers to sell more and sell faster. BigMachines’ flagship product, BigMachines 10, helps customers improve their sales processes by enabling sales teams, VARs and channel partners to quickly and easily generate quotes and proposals, manage pricing, generate contracts and submit and manage orders. BigMachines can also extend its sales configuration technology to enable B2B ecommerce, which allows companies to use the same system for selling direct to business customers on their website as they do for internal quoting and proposal development.

BigMachines has provided more than 120,000 licenses to 200 companies worldwide across many industries, including industrial manufacturing, high-tech, software, healthcare, services, telecommunications, finance, and media. The Company is proud of its high renewal rate of 95% for companies in which its products have been implemented.

BigMachines’ products can also be integrated with CRM (Customer Relationship Management) systems from the leading vendors including salesforce.com and Oracle, as well as with ERP (Enterprise Resource Planning) systems. Integration with CRM not only eliminates redundant data entry, but also enables a real-time view of the progress of sales negotiations, sales logs, and the status of sales activities. BigMachines Co., Ltd. has received endorsements from two leading CRM partners in Japan, salesforce.com and Oracle Corporation.

“As the leading company of cloud solutions for enterprise, salesforce.com provides CRM solutions with many partners,” said Fred Macaraeg, Vice President, Alliances, salesforce.com Co., Ltd. “We are delighted that BigMachines, who is our strong strategic partner in the US, has established BigMachines K.K. With this establishment, salesforce.com and BigMachines will provide solutions to contribute to the improvement of productivity for Japanese companies.”

“We welcome BigMachines K.K.’s announcement about the opening of their operations in Japan,” said Yutaka Fujimoto, Vice President of CRM On Demand, Oracle Corporation Japan. “We began offering the SaaS CRM application ‘Oracle CRM On Demand’ back in October 2006 and it has steadily grown in market penetration, especially for enterprise customers. The integration of BigMachines and Oracle CRM On Demand provides customers with valuable improvements to critical sales activities including product configuration and pricing, as well as preparation of proposals and quotations. BigMachines with Oracle CRM On Demand delivers improved customer satisfaction and we look forward to growing together in the Japanese market.”

“I am delighted that we have been able to enter the Japanese market with the establishment of our new Tokyo office,” said Godard Abel, Co-Founder and CEO of BigMachines. “We are confident that BigMachines can deliver measureable benefits to Japan’s sales representatives and sales partners, as we have done for customers throughout the US, Europe and beyond. We look forward to growing our business in Japan and then into the broader Asian market as well.” BigMachines plans to enter into strategic agreements with sales partners in Japan.

About BigMachines, Inc., BigMachines Co., Ltd. and BigMachines AG
BigMachines is the global leader in on-demand sales configuration, B2B eCommerce, quoting and proposal software, helping companies sell more and sell faster. BigMachines solutions empower sales across customers’ channels by streamlining their sales processes from opportunity to order. Using BigMachines software, sales teams and channels can quickly configure products, generate quotes and proposals, manage complex pricing, generate legal contracts, and manage orders. BigMachines offers extensive reporting capabilities and easily integrates to leading CRM and ERP systems, including those from salesforce.com, Oracle, and SAP. BigMachines’ rapidly growing customer base includes global leaders such as Kodak’s GCG, Siemens, Ingersoll Rand, and NTT Communications, as well as innovative growth companies such as ShoreTel and Voltaire Ltd. For more information, visit www.bigmachines.de/english.php.

Marc Benioff and Alex Dayon, SVP of Service Applications, demonstrate Salesforce.com’s vision for modern customer service in the cloud. Marc Benioff and Kraig Swensrud, VP of Product Marketing demonstrate Salesforce.coms latest innovations for the Sales Cloud: Content Library and Opportunity Genius. Part 3 of 8 from the Cloudforce Event, held in New York City March 23rd 2009. www.salesforce.com
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