Today – You have a good Sales Team and a Marketing Team

  • They all want to be successful
  • It is hard to see what is working and what is not
  • There seems to be a lot of activity but closing business takes forever
  • There is always a fire and priorities get changed all the time without knowing the ROI
  • You spend a lot of $$ and time trying to find ways to close business faster
  • It seems like a lot of sales time is spent doing things internally instead of talking to customers
You probably have a sales information system
  • Your CRM provides most of what you need to see what is coming from sales
  • It often has questionable or out of date data
  • Finding out where things stand takes a call or review
  • It takes a lot of time to feed the data into the sales system and try to keep it up to date
  • Sales sees it as a burden taking them away from selling instead of an asset that helps them
  • The system still works by influence not business information
  • What channel partners are doing is not clear