Best Practices

How to Identify the Strengths & Weaknesses within your Sales Process

Ah, THE SALES PROCESS, my favorite subject. I was glad this made number 10 on the survey list or I may have had to change this blog theme to the top 12 or top 18 to ensure it was included. Now the challenge of keeping it short! In an earlier blog in this series, Accelerating [...]

How to Identify the Strengths & Weaknesses within your Sales Process2022-09-08T08:39:38-08:30

Forecast made easy- Integrating with ERP/MRP to pull in shipments and backlog

NEHANET is integrated with many leading ERP/MRP solutions including SAP, Microsoft Dynamics, Tensoft, Consona and others. Integrating NEHANET with your ERP is usually straightforward, and adds significant value to your operations. We typically pull in the following information from your ERP: parts master, customer master, actuals (shipments), backlog (requested, committed, delinquent, unscheduled), bookings and risk [...]

Forecast made easy- Integrating with ERP/MRP to pull in shipments and backlog2022-07-31T19:52:47-08:30

Steps to Increasing Sales Revenue per Resource

Number 4 on the list from my VP of Sales survey is improving sales revenue per resource. Reducing resources, unfortunately used too often these days, was eliminated from my thought process as the intent of the VPs was clearly to grow sales and make resources more effective. Based on my discussions, research and personal [...]

Steps to Increasing Sales Revenue per Resource2022-07-31T19:51:33-08:30

A Key for Customer Relationship Management is Total Communication Management

CRM “Customer Relationship Management” systems are an excellent way to help you manage sales, marketing, and services processes and information flow relating to customers, contacts and opportunities. However, one area that is consistently underserved is recognizing that most customer interactions consist largely of email-driven communications between multiple people in your organization and the customer’s organization. If your CRM [...]

A Key for Customer Relationship Management is Total Communication Management2022-07-24T19:59:36-08:30

Top 10 Issues Sales VPs Think Need to be Fixed

Over the past year, we have worked with or consulted with well over one hundred Sales VPs in the semiconductor and components industries. As part of our daily process, we decided to start an informal survey on what was most important to them in considering a CRM or other software solution. This information was collected either [...]

Top 10 Issues Sales VPs Think Need to be Fixed2022-06-27T19:10:50-08:30

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 Funnel2022-06-19T19:46:07-08:30

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 ROI2022-06-12T21:25:55-08:30

Accelerate Opportunities and Share Best Practices

The second item on the list of issues from my VP of Sales survey is accelerating opportunities and sharing best practices. As I mentioned in the first blog, I used my own judgment in creating categories and these two issues seemed to go well together. My evaluation of this issue led to enough good [...]

Accelerate Opportunities and Share Best Practices2022-05-23T19:20:51-08:30

Steps to Improving Customer Communications

NEHANET allows you to deliver, track, and manage sales and marketing messages to targeted audiences. You can easily create target lists to include Contacts who bought a certain product, rep firms, distributors, internal teams or web-site visitors that show interest in a particular product. You can also analyze campaign effectiveness by measuring response rates (Opens, [...]

Steps to Improving Customer Communications2022-05-23T19:16:46-08:30

The Complexities that Come with Rep Management

Reps tend to be localized in a specific region and so know the culture and business processes that get used by your potential the customers. A rep channel gives you access to new markets and geographies, and the prospects and contacts therein. In this market it makes sense to take advantage of [...]

The Complexities that Come with Rep Management2022-05-11T19:16:38-08:30