jmccarthy@nehanet.com

About John McCarthy

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So far John McCarthy has created 40 blog entries.

Avoiding the Pitfalls of Using Generic CRMs with a CRM Built for your Business

CRMs is in today’s market are designed for general usage and for a broad range of customers.  While this is beneficial for the CRM vendor, this often leaves the customer with a solution that only partially meets their needs.  This is especially true for the semiconductor industry, which has several unique complexities associated with its [...]

Avoiding the Pitfalls of Using Generic CRMs with a CRM Built for your Business2021-04-06T09:15:35-08:30

Forecast Accuracy – Automate with an Integrated BBB Environment to get a 30% Accuracy Improvement.

Improving forecast accuracy is a key requirement for any forecasting system, and is one of the most frustrating issues operations and executive teams face when running a business.  NEHANET Global Forecasting addresses three key areas that are required to create an accurate forecast. These areas are: Accessibility Data entry environment Availability and the ease-of-use [...]

Forecast Accuracy – Automate with an Integrated BBB Environment to get a 30% Accuracy Improvement.2021-03-23T07:49:04-08:30

New Products and Marketing Campaigns – Get Visibility to Maximize ROI

You are spending a lot of money in R&D creating new products. You should be able to see if your team is making progress turning that investment into new business. Creating real-time visibility relating to new product introductions and/or new strategic initiatives was number five on the VP of Sales list of critical destinations and [...]

New Products and Marketing Campaigns – Get Visibility to Maximize ROI2021-03-12T08:46:22-08:30

Capture Win/Loss Information – Use it to Drive Change

It probably goes without saying, if you follow my blog, that I am a big proponent of tracking this type of information in a CRM system. Loss data makes it much easier to aggregate and develop useful actions to improve the sales results. It is also important to accounts, opportunities, success in market segments, and particular customer [...]

Capture Win/Loss Information – Use it to Drive Change2021-02-08T09:03:37-08:30

Build a Better Model to Predict Revenue from the Opportunity Pipeline

The third destination on the list of my VP of Sales survey is creating a better model at predicting revenue from the current opportunity pipeline. Based on my discussions nearly all companies I spoke with are using some type of weighted forecasts to predict the value of future revenue that will be generated from their [...]

Build a Better Model to Predict Revenue from the Opportunity Pipeline2021-02-01T07:49:16-08:30

Why Your Opportunity Management Isn’t Effective

If you have an opportunity tracking system, one of the things you need to do is to get salespeople to input opportunities so you can track what is going and build some kind of outlook about what to expect in the future as a result of all the sales activity taking place. [...]

Why Your Opportunity Management Isn’t Effective2021-01-21T08:11:50-08:30

Consistency is Key: Implement a Global Pricing and Quoting System

The semiconductor and electronic components industries have unique pricing requirements, driven by volume pricing, quoting through multiple sales channels, supporting multiple locations and buying organizations (customer, contract manufacturer, partner, etc.). To implement a global pricing and quoting program requires a tremendous amount of coordination, historical tracking, currency conversion, real-time price book management, and flexibility. In [...]

Consistency is Key: Implement a Global Pricing and Quoting System2021-01-18T08:40:42-08:30

Use CRM to Help your Channel Partners Drive Success Before an Opportunity Exists

While most industries are global and need to deal with managing customers in multiple locations, the complexities in the semiconductor and components industries are increased significantly through the inclusion of multi-level sales channels and design-in partners. The sales management team needs to coordinate activities between their direct sales team, their manufacturer representatives and their distribution [...]

Use CRM to Help your Channel Partners Drive Success Before an Opportunity Exists2020-11-06T06:55:02-08:30

3 Critical Components to the Sales Funnel

To manage the sales funnel you first need a process that captures the new business opportunities in an organized, concise way.  Capturing opportunities is one of the core capabilities of a good CRM system and the opportunity capture capability of your CRM can make managing the sales funnel a manageable process [...]

3 Critical Components to the Sales Funnel2020-10-22T08:53:59-08:30

Don’t Keep Struggling with CRM – Sales Operations as a Service is the Future

A lot has changed since NEHANET started building its CRM solution 17 years ago. The explosion of big data and computer systems to turn information into action has changed the market and customer expectations more than we could have ever imagined when we started. But what does that mean for your business -- and [...]

Don’t Keep Struggling with CRM – Sales Operations as a Service is the Future2020-09-21T20:53:05-08:30