Best Practices

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

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 Change2022-04-19T07:09:52-08:30

The 5 Critical Steps to take Before Investing in a CRM System

There is so much focus on sales processes and selling that I thought it would be nice to take a break and look at the sales cycle from the buyer’s perspective instead. Buying a CRM system (or other BPM system) can be a confusing and often frustrating task. So many options, too many promises, and no [...]

The 5 Critical Steps to take Before Investing in a CRM System2022-04-11T09:06:12-08:30

The 3 Critical Steps to Improving Forecast Accuracy

Improving forecast accuracy was the number one issue identified in my VP of sales survey.  While there are many other aspects of forecasting that are equally as critical, we will focus simply on the accuracy aspect here. Done right, there is no reason that forecast accuracy can’t be  improved by at least 30%.  Let me show you [...]

The 3 Critical Steps to Improving Forecast Accuracy2022-04-07T08:21:16-08:30

Are You Evaluating Leads Effectively?

Marketing works hard to build market awareness, make business developments and new products visible to customers, and manage the external communications programs so critical to building a successful company. One of the difficult problems the management team struggles with is making sure the leads that marketing identifies get handled efficiently and turned [...]

Are You Evaluating Leads Effectively?2022-03-30T23:16:54-08:30

Rules, Rules, and More Rules…

The right business rules engine can make all the difference in a successful implementation that mirrors closely to your existing processes. Any business process is driven by a set of rules -- if a customer is on credit hold do not accept new orders, move accounts from one salesperson to another, check [...]

Rules, Rules, and More Rules…2022-03-21T07:29:29-08:30

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 Process2022-03-16T08:00:35-08:30

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 backlog2022-02-28T07:00:09-08:30