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You have a product book of some 20,000 lines fluency and providing
and a customer base numbering around salespeople with the
3,000. tools they need to
You have an outbound sales team of six venture beyond
representatives. The success of your company their normal
depends on the performance of these half- boundaries and
dozen individuals, but how do you know that become high
they are reaching their full potential? To achievers.
succeed, your sales force must not only have The late
an in-depth knowledge of their product lines, American
they must also be fully aware of the newspaper
opportunities and threats within their existing columnist Ann
and potential customer base. The jargon for Landers once
this balance between technical and said,
commercial awareness is "product and "Opportunities
situational fluency," and it's a lot to grasp for are usually
one individual. The very best sales performers disguised as hard
succeed because they can achieve this dual work, so most
fluency, but for the majority it's a struggle, people don't
and there are inevitably compromises. Some recognise them." Sales
salespeople become product specialists, adept intelligence software will
at identifying cross-selling opportunities but unmask sales opportunities
with a tendency to focus on a narrow so the sales person can
selection of favorite customers and to miss concentrate simply on closing the deals.
the bigger picture. At the other end of the
scale are those who devote themselves to
knowing the market inside out and can tell EDP VECTA Sales Intelligence For salespeople out of the office on the
you exactly who's buying what from whom EDP’s VECTA Sales Intelligence solution is road, VECTA is directly accessible from web
but, through lack of sufficient product specifically designed to address all the browsers and via mobile phones, ensuring
expertise, may miss subtle sales opportunities issues above, enabling manufacturing, the delivery of Sales Intelligence to the
when they're in front of a customer. For distribution and wholesale companies to point-of-sale.
most, this choice is simply the inevitable significantly improve sales effectiveness
consequence of having to deal with a huge and performance, allowing them to sell Research shows that an average salesperson
volume of information or data. But managing more intelligently. costs companies £254 per day to employ. For
data is what computers are so good at, so it far less than the price of a sales rep's
makes sense to look for a way to use IT to Those that want to experience significant sales monthly mobile phone bill, why wouldn’t
improve the working life of the salesperson by growth – quickly and cost-effectively, must you provide them with a sales tool that is
removing this need to compromise. begin identifying new sales opportunities at even more valuable? With VECTA,
existing customers. After all, in today’s tough salespeople now have the means to sell
Sales intelligence selling climate, what does help sales people more on every call they make.
Successful sales depend on identifying the sell is knowing exactly what
right opportunities and delivering the right their customers have bought,
package. All the information needed to find need to buy, could buy and
these opportunities and make the right deals should buy.
is somewhere within your company's
databases. A sales intelligence solution will VECTA Sales Intelligence
automate the extraction of this knowledge incorporates many important
and deliver it to the sales troops. Sales elements of CRM, yet goes
intelligence software monitors and analyses much further for sales focused
the buying patterns of customers by drawing people. VECTA allows sales and
data from existing accounts and enterprise marketing managers to identify
software. Irregularities, and other trends in purchasing patterns, customer
customer spending, trigger alerts that drift issues and opportunities
translate into sales leads delivered straight to within existing accounts.
the relevant sales representatives. The result VECTA’s active alerts and
is an increased share of customer spend, reminders foster a more
higher profitability, improved customer proactive sales approach,
retention and increased marketing response. informing you of what your
Companies that have implemented sales customers have bought, might
intelligence solutions, regularly report a return buy and have stopped buying,
on investment of 20 to 30 percent. What CRM enabling you to act quickly and
vendor can boast that? Looking at what IT can generate up-sell, cross-sell and
do for sales is not ‘rocket science’ and it does switch-sell opportunities, using
not involve re-engineering your business. It's targeted VECTA marketing
simply a question of promoting situational campaigns.
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