Find, close and deliver business differently.
David Taber - Which of your teams is the Sales Prevention department?
If you think of revenue generation -- from marketing to sales to collections -- as a business process, it doesn't look like a very reliable one. 90% of your leads go nowhere, the pipeline forecast jumps around, and the end-of-quarter close feels like a roller-coaster. An SFA / CRM system can be the foundation for real improvement, but by itself it won't really change things. What business process changes are needed to really make a difference? How do you make the changes, and what are the realistic metrics of success? This session provides case-study examples of how business process improvements lowered the labor content of sales cycles and improved the consistency of forecasts and revenue results.
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Comment by Chris Pareja -Founder, B2B Power Exchange on July 22, 2009 at 11:44am - Glad it helped!
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Comment by Anne Gourlay on July 22, 2009 at 5:34am - Very much enjoyed this - thanks. It helped me really understand the lead qualification process and fundamentals.
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