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Articles: Sales Automation
Selling complex products is as involved as the back-end supply chain process. But selling has not yet evolved into an optimized business process like supply chain, organizing all the parts to reduce costs and create greater customer value. Like back end inventory and logistics systems a decade ago, selling is typically a compilation of discrete activities and supporting technologies, beginning with receiving a sales lead and ending with placing an order.
With the rise of the Internet as a selling tool in the late 1990s, many traditional retail channels were branded as "dinosaurs" and were thought to be facing certain extinction. While the effect of the Internet was exaggerated substantially, most of its impact is here to stay. A closer look at the automotive retailing industry provides valuable insights that can be applied across many industries.
Eloquent Inc. Monday unveiled an add-on package to its flagship LaunchForce software that lets users access sales information in the form of synchronized audio, video and Microsoft PowerPoint-based content on handheld devices.
Consulting firm surveys 45 SFA users in 12 industries and 42 software vendors; comes up with formula for success
How to recruit more top performers
ACCPAC eCRM 5.0 enables office and mobile users to have improved integration to back-office accounting functions through the eCRM interface. Reporting and analysis tools are 20 times faster than before, says Tom Crafton, vice president of eCRM for ACCPAC.
Amid widely reported CRM failures, a Fujitsu Consulting study today found a bright spot in the telecommunications sector -- one of the fastest adopters of CRM technology.
As return on investment is becoming more of a concern for C-level executives and marketers, CRM vendors are forced to prove their worth. That is why Salesforce.com upgraded its online CRM product to enable marketing departments to automatically calculate ROI for each marketing campaign.
The goal is to make it easier for sales folk to use UpShot's service. The announcement is also a pre-emptive strike against Microsoft, the maker of these applications, which is planning to enter the CRM space later this year.
Interact Commerce Corp., maker of CRM offering SalesLogix, said that Arbitrel Inc. has joined the SalesLogix Technology Partner Program.
While the company is selling its Enterprise Edition, it's selling it to the larger end of its SMB client-base - an area the company has enjoyed phenomenal success, garnering nearly 1,200 new customers in the last three months alone to total nearly 4,500 customers today.
Genesys Telecommunications Laboratories Inc., a wholly owned subsidiary of Alcatel held its annual Gforce user conference in San Francisco this week with a focus on its customers.
The word is out: Integration is the key to unlocking CRM's potential. Everyone from vendors to consultants and customers claim they can do it -- but it's just not that easy, industry watchers say.
Analyst: Pavement-pounding salespeople remain skeptical about CRM
Buyout of Navision expands global presence.
Visual Elk seen as key to corralling remote salespeople
London-based researcher Datamonitor says PRM and ERM have limited market opportunity today
SAS Institute has been pouring research dollars into building an analytical tool for the marketing community, in hopes of picking up sales in the hot CRM space.
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