CRM

We're doing a bit of database management today. Cleaning up lists, correcting bad data, etc.So this post at J-Walk Blog got me thinking:Threatened Over A Penny In Massachusetts: City threatens blind woman over unpaid 1-cent bill.

At the TDWI
Summit this week, I had the opportunity to talk about Web Analytics with
enterprise Business Intelligence (BI) execs. I came away concluding that the
worlds of enterprise data and web metrics still remain far apart.

”We know more about our prospects (leads) than we know about our current customers” was a shocking statement I heard from a client and it stuck with me. In fact, it's the impetus for this post.

When you have a complex sale, it can be easy to think of lead generation as only a process for acquiring new customers rather than a process that can also be applied to generating new or more business from current customers.

The faster we can get new sales reps producing revenue the better. So what works? Jill Konrath shares 5 great tips for new sellers on her Selling to BIG Companies Blog and it’s definitely worth a read. I particularity liked tip number four about creating an “account entry campaign.”

What do you do with leads or inquires once you generate them?

This basic question is overlooked by so many and yet it’s the leading cause of failure in what would otherwise be effective lead generation programs.

The common-sense answer to this challenge is easier said than done: Have your best people respond to them quickly and consistently in order to qualify them into sales ready leads. The ones that aren’t qualified yet (but are a fit) you put into a lead nurturing process.

Verticals onDemand is a leading Software-as-a-Service (SaaS) provider of customer relationship management (CRM) solutions for the pharmaceutical and biotechnology industries. Founded in 2007 by software industry veterans, Verticals onDemand is headquartered in Pleasanton, CA with sales offices in New Jersey and Philadelphia.