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The Future Sales Force - A Consultative Approach
If your company uses a contact management or customer relationship management (CRM system), you need to ask one additional key question. Does your CRM or contact management system tie your consultative sales, ROI analysis and proposal production process together?
Provided by: Microsoft

How to Outsell the Competition: The Benchmarking Edge for Successful Sales Execution
Sales benchmarking represents a source of sustained competitive advantage for corporations today. The second largest cost item on a company's financial statement is SG&A expense which typically represents 30%-40% of revenue. This guide will help you in sales benchmark and improve your sales performance.
Provided by: Netsuite

Microsoft Dynamics RoleTailored Business Productivity
Companies excel when they empower their people to drive the business forward. Strategies, organization, motivation, and leadership all set the stage for business success. But to see results, you also have to give your people the right tools, information, and opportunities-because success ultimately comes down to your people. We call a business that fosters a winning environment a "people-ready business."
Provided by: Microsoft

CRM Success for Fast Growing Companies: What Every Small and Mid-Sized Company Needs to Know
This informative whitepaper discusses the technical challenges and lack of visibility that affect the creation of a successful customer experience through a seamless value chain, and how to tackle these issues. Learn how a successful value chain can be created by seamlessly integrating your business partners and implementing a customer focus.
Provided by: Netsuite

ERP End-User Business Productivity: A Field Study of SAP & Microsoft
In this white paper, measurements are discussed of how end users of Enterprise Resource Planning (ERP) applications describe the impact of Microsoft and SAP applications on their business productivity. This research found that Microsoft Dynamics end users on average rated their experience with Microsoft applications more favorably than SAP users rated their experience with SAP. These findings are based on a business productivity measurement framework developed by Keystone Strategy, working under the direction of Dr. Marco Iansiti, the David Sarnoff Professor of Business Administration at the Harvard Business School, and sponsored by Microsoft.
Provided by: Microsoft

The Secret Sauce for Sales Success
Powerful Sales Force Automation (SFA) tools are helping to turn underperforming teams into highly successful ones. What's the secret sauce? These SFA tools are giving teams a transparent view of their sale pipeline. In doing so, they are strengthening the teams' ability to achieve greater overall performance.
Provided by: Entellium

Win New Customers: A Four-Phase Approach to Sales Success
This CRM spotlight will help you understand specific ways your organization can adopt a four-phase approach based on sales effectiveness best practices that can be automated using Maximizer Software's customer relationship management (CRM) solution to boost your bottom line and remain competitive year after year.
Provided by: Maximizer

Yankee Group: Tying Order Management Is Critical to CRM
With Advanced Sales Forecasting software from NetSuite, you now have the ability to run accurate, up-to-the-second sales forecasts to address your most pressing business questions. As a result, you can manage your data, and your business with greater accuracy, speed, and confidence.
Provided by: Netsuite

Microsoft Dynamics CRM Enterprise Performance and Scalability
Large enterprises often deploy multiple parallel CRM instances in order to meet the diverse needs of different business units or geographies. Distributed across multiple instances, a Microsoft Dynamics CRM deployment can scale to meet the needs of the largest enterprises.
Provided by: Microsoft

The Financial Realities of CRM: A Guide to Best Practices, TCO and ROI
This guide will help you gain insight into issues you need to consider before purchasing and implementing a CRM solution.
Provided by: Maximizer

Automating Leads to Sales
Marketing departments are constantly faced with the pressure of driving a large number of high quality leads through the pipeline. As marketing budgets are slashed, this challenge becomes a nightmare. The Automating Leads to Sales report will examine the challenges faced by companies when implementing a marketing automation solution, and the strategic actions being taken by different companies to deal with these challenges.
Provided by: Entellium

Sales Forecasting for Your Business Advantage
With Advanced Sales Forecasting software from NetSuite, you now have the ability to run accurate, up-to-the-second sales forecasts to address your most pressing business questions. As a result, you can manage your data, and your business with greater accuracy, speed, and confidence.
Provided by: Netsuite

Cutting the Risk from CRM Purchase & Deployment
This whitepaper is a comprehensive CRM buying guide for SMBs and divisions of enterprise companies. You'll learn about buying criteria for a long-term solution, how to fully evaluate the Total Cost of Ownership, must-have sales and service features, and guided deployment best practices.
Provided by: Entellium

Buyer Beware: Tips for Getting the Best Agreement from Hosted Application Vendors
While a majority of the terms and conditions in hosted CRM service agreements are boilerplate, some stipulations may end up restricting your ability to access your own company data, secure reimbursement in the event of service interruption, ensure adequate data back-up, or skirt hidden charges. To help you see through the tedious legalese and technical jargon that permeates the typical service agreement, here are four key areas you should ask your prospective hosted providers about before signing a long-term contract.
Provided by: Entellium

TCO of On-Demand Applications Is Significantly Better for SMBs and Mid-Market Enterprises
See why the Yankee Group says that the TCO for on-demand solutions is much better than that of traditional on-premises solutions - even when evaluated over a 3 to 5 year period. On-premises solutions require significant investments in IT infrastructure and application deployment, support and update resources.
Provided by: Netsuite

100+ Questions CRM Consultants Get Paid to Ask
Evaluating and selecting a CRM solution among so many vendors is a challenge. There are many ways to make a bad decision and only a few ways to make a good one. To help simplify this process, we've created this CRM Evaluation Guide which includes a comprehensive methodology and detailed CRM checklist, designed to help prioritize your business drivers and evaluate vendor capabilities.
Provided by: Entellium

Effective Email Marketing Automation Online
Learn six effective email marketing techniques in this detailed 8-page report. Learn how you can send the right message---to the right market---at the right time, overcome the cherry picking problem and the three types leads, and more. Apply the principles in this report and get MANY more closed deals from your leads in less time!
Provided by: Infusion Software

How to NOT follow up and destroy YOUR business!
Until recently there has been no solution to help manage the complex tasks involved with multi-step, multi-media follow up. People have been forced to come up with "creative" ways to get the follow up done... and believe me, I've seen some amazing creativity. And now, just for you here are... "Six Highly Effective Ways YOU Can Effortlessly Destroy YOUR Business By Mismanaging Complex Prospect And Customer Follow Up!"
Provided by: Infusion Software

Sales Force Automation: What every sales team should know about SFA
A significant number of sales executives, managers and reps remain unclear about the meaning and benefits of Sales Force Automation. Just what is SFA? Why should sales professionals care about it? The following Q&A offers answers to some of the most basic questions surrounding this powerful sales force strategy. Questions include: How can sales reps benefit from using SFA? How can executives and managers benefit from using SFA? Is SFA right for every company? What are the advantages of using hosted SFA?
Provided by: Entellium

CRM without Workflow is not CRM: How to Maximize Sales and Service Productivity
Workflow enables businesses of all sizes to realize the enormous benefits that were previously only available to large budgeted enterprise-level organizations. Since there are multiple vendors offering hosted CRM applications, we believe the buyer's toughest (and most important) decision is finding a vendor that offers the many benefits that come from a real Workflow engine, similar to that used in multimillion-dollar CRM deployments.
Provided by: Entellium

Delivering a CRM Platform for a Flexible Workforce
Modern customer relationship management (CRM) applications have come a long way from their humble origins in the early ?90s as basic contact managers that were enabled to run on a single hardware platform. The more advanced CRM solutions of today can manage and assimilate all information derived through customer interactions with the sales, marketing, service, and support teams of a business into a single repository and have been designed to run not on one, but multiple client platforms.
Provided by: Brainsell

Business Intelligence: The Key to Optimizing Sales, Marketing and Bottom Line Results
This white paper explores why actionable business intelligence is so critical in today's business environment and how Maximizer Software's customer relationship management (CRM) solution can be used to deliver actionable intelligence when and where it's needed most.
Provided by: Maximizer

How 5 Companies Increased Revenue and Profitability with Maximizer Enterprise
In this white paper, learn how companies in different industries were able to build their processes inside Maximizer Enterprise in order to improve productivity and in turn, meet their sales revenue and growth objectives.
Provided by: Maximizer

CRM Select Smart: Applying Lessons Learned in CRM Projects
The road to implementing customer relationship management systems is fraught with risk and littered with failure. Paradoxically, reams have been written by industry practitioners extolling the reasons "Why CRM projects fail," yet the same patterns repeat themselves over and over. While there is no magic pill, simple guidelines can help assure CRM success.
Provided by: Aplicor

Integrate Sales and Marketing - Create a Convergence for Better Lead Management
Sales and Marketing departments have been at odds with each other almost since the introduction of marketing. They have continually debated such issues as the quality of leads provided by Marketing to the Sales team and the effectiveness of Sales to develop those leads into revenue.
Provided by: FrontRange

Scoring Sales and Stretching Marketing Dollars
Steamline your lead tracking process. Manage every lead, campaign, and revenue dollar. Download this FREE White Paper and discover the secrets of web-based sales and lead management.
Provided by: Leadmaster

Software As A Service: Changing The Paradigm In The Software Industry
In this report, we offer industry perspectives on what constitutes software as a service, including the evolving business model and the core value proposition, the overall landscape including major participants and market growth, and analysis of competitive trends. The report also includes a spotlight of the on-demand CRM sector as well as a review of some of the other software categories with specific company examples and our viewpoint on the keys for success.
Provided by: Model Metrics

Optimizing CRM Processes with e-Intelligence
The Internet has fundamentally changed the way we do business, and it has created huge opportunities for entirely new business models, from Web portals to e-commerce. Many of these new companies have succeeded, and many have failed, but this first wave of the Internet economy has set the stage for even more innovation and success throughout all sectors of business. As exciting as the dot-com revolution was, the Internet continues to provide an even greater opportunity for more traditional businesses.
Provided by: TechExcel

eCitizen Whitepaper
The C2 eCitizen solution helps Government agencies "do more with less" in an ever increasing environment where citizens are demanding better service and more accurate information for their tax dollars. Agency management and elected officials must find ways to deliver and track the success of projects and citizen satisfaction through the use of tools and by leveraging technology. The C2 eCitizen solution applies Customer Relationship Management techniques and tools perfected in the commercial sector that are proven to increase customer loyalty to the government sector, therefore increasing citizen satisfaction.
Provided by: C2CRM

CRM Defining the Value of Customer Loyalty
Before we begin our discussion ask yourself this question: What does Customer Relationship Management (CRM) mean to me and what is its value? Thousands of companies have endeavored down this same path many successful and others not. The reason may lie in the fact that CRM is sometimes viewed incorrectly and not fully understood. This paper will provide some insights to consider about the value of CRM in defining customers, increasing loyalty and increasing profits.
Provided by: C2CRM

The Payoffs of a Single View
Simply put, developing a real-time solution to feed a single view of your customer is the best way to stay relevant and effective for all customer-facing activities. In this whitepaper, we will detail the single view strategies of several global companies that have successfully applied the vision to achieve that view and the technology to enable it: Bell Canada, Turkcell, Essilor and Interval International.
Provided by: Infor

How to Convince your CEO that CRM will Improve your Company's Revenues
Hard facts and examples of how CRM can bolster long term revenues. This document gives you ammunition for selling-up the benefits of CRM.
Provided by: Oncontact

The Real Challenge of CRM: Employee Buy-In
Just because you purchase a new CRM system, doesn?t mean your employees will use it. Learn concrete techniques for getting your employees to buy-in to the value proposition CRM delivers.
Provided by: Oncontact

CRM: Big is Not Always Best
Over-buying and over-paying for a CRM system can be a critical mistake. This document will help you avoid these pitfalls and select the right size CRM system for your company.
Provided by: Oncontact

Making the Leap to CRM
After researching CRM providers is there anything else you should know before pulling the trigger? This document provides a clear understanding of the process you?ll encounter rolling out a CRM program in your company.
Provided by: Oncontact

Improving Marketing Results with CRM
Marketing is not perceived as an exacting science. Many times, marketing plans, campaigns and other activities are planned from guesswork or past "experiences". As a result, money can be quickly wasted on marketing initiatives which were poorly conceived and poorly executed.
Provided by: C2CRM

An Executive View of CRM
This document focuses on key "pains" often experienced by executives in an organization and how CRM can help solve those pains.
Provided by: C2CRM

10 Steps to a Successful CRM Implementation
Learn how to plan your CRM project from researching to implementation in ten easy steps.
Provided by: Oncontact

Customer Relation Management: 10 Steps to Success
Customer Relationship Management, or as it is more commonly known 'CRM', is one of the most widely-used yet misunderstood terms in today's technology-enabled corporate environments. Put simply 'CRM' is a catch-all term that is most commonly used to describe software and related technologies that manage customer-facing business functions (most notably Sales, Customer Service and Marketing), business processes and data.
Provided by: FrontRange

Connecting Your Teams with TechExcel CRM
To stay competitive in today's business climate companies must make effective use of their customer-related information. Unfortunately, that information does not always flow easily between departments; details valuable to one group may be locked up in the departmental "data silo" of another. Implementing a customercentric business strategy requires a truly integrated CRM solution to connect teams, unlock the data silos, and enable collaboration.
Provided by: TechExcel

What Went Wrong with B2B?
The failure of B2B companies is garnering almost as much press as the failure of B2C companies did a year earlier. As late as last summer, financial research reports touted the ability of the B2B companies to survive and excel in a troubled financial market. Since that time, high-flying B2B companies have lost as much or more value than their B2C cousins. How could this happen?
Provided by: Lisle Technology

Intellectual Property And The Entrepreneur: Make Sure You Own What You Think You Own
As an advisor and consultant to entrepreneurs I often come across the following situation: an entrepreneur has a good idea and good market, but does not own the Intellectual Property (IP) at the core of the idea. In this situation, the naïve entrepreneurs dismiss ownership as something that doesn?t matter and the clever ones think they can finesse their way around not having it. Neither approach works because both approaches will eventually cause investors to be skeptical and potentially bring unwanted legal action.
Provided by: Lisle Technology

Give Me Something I Can use
If the choices are to lead, follow, or get out of the way, would you settle for two out of three? Lead ? by truly empowering salespeople with a workable, easy to understand software system that they'll actually use, then get out of the way and let them do what you hired them to do in the first place...Sell! This whitepaper discusses the need for an offering that understands the ?sale closing? needs of salespeople and is purpose-built to help them sell more.
Provided by: Landslide

Survey Reveals Needs of Mid-Market Companies
Lisle Technology Partners undertook a survey of mid-market companies. The survey was performed through focus groups and interviews. The objective was to find out what Information Technology (IT) issues are on the minds of CIOs and CFOs at these companies. We nterviewed CIOs and CFOs representing around 20 different companies. This paper lists the major findings of that survey.
Provided by: Lisle Technology

CRM Technology Briefing Report
This detailed analysis of Landslide sales Workstyle Management by Jim Berkowitz, founder, CRM Mastery gives you the data necessary to determine if Landslide is a good fit for your sales team.
Provided by: Landslide

Continuous Customer Dialogues - Strategies for Growth and Loyalty in Multi-Channel Customer-Oriented Organizations
The continuous customer dialogue vision brings together strategic issues such as customer profiling, Customer Data Integration (CDI), and multi-channel, closed-loop, and real-time marketing into a single comprehensive framework. Learn more in this whe paper.
Provided by: Infor

Seamless Customer Conversations - Driving Intelligent Interactions in the Contact Center
Smart companies are realizing that to retain valued customers and boost bottom-line growth, they must empower the contact center, where customer-facing agents have the best opportunity to build stronger relationships with existing customers, capture higher revenue, and reduce churn. Learn more.
Provided by: Infor

CRM Decision-Maker Guide
This publication will provide an overview and guidance to a successful CRM strategy for your company. It is very important to make sure there are measurements for success to realize your business vision and take small steps before you leap into a new project. By building CRM strategy on small successes, you will mitigate your risk into a large undertaking. The buy-in from key personnel in your organization, specifically senior-management will be a tremendous help on your path to CRM success.
Provided by: Majestic

The Impact of Sales Process and CRM on Optimizing Sales Effectiveness
From the very earliest days of Customer Relationship Management (CRM) the mantra has been repeated like a drumbeat: People, Process and Technology. That is, technology alone is not the silver bullet magical solution that will solve a company’s sales effectiveness challenges. At the same time, another axiom in the CRM world has also been repeated ad nauseam: Get your process straight, and then automate.
Provided by: FrontRange

Managing Your Most Precious Asset... Your Customers
Let's get beyond one obstacle right from the start. This paper is not an endorsement or an attempt to squeeze an enterprise-sized software solution into small to midsize businesses. In fact, it is just the opposite. This is a real-world look into the unique and specific needs of businesses like yours and the need to manage your customers- thereby, tracking your revenue stream.
Provided by: FrontRange

Finally, a Simple Way to Deploy a Customer Contact Center
A recent article in the Harvard Business Review reported that increasing customer retention rates by 5% increased profits 25% to 95%. This article underscores an important business fact: the role of the contact center is beyond customer service, the contact center has revenue responsibilities. And, as the role of the contact center evolves, the transactions performed by contact centers evolve, ranging from taking orders, responding to marketing campaigns, and more interactions with customers.
Provided by: Contactual

The Cost of Ignoring Aged Leads
In a recent Forrester Best Practices document, "Improving B2B Lead Management," the authors lay out a "Lead Management Maturity Model" describing four levels of lead management Maturity based on whether and how companies acquire, qualify, evaluate, and identify "the hottest leads" for sales.
Provided by: SoftVu

Sage Saleslogix Guidebook - Nucleus Research
Sage SalesLogix CRM steamlines the sales process and integrates customer data into a single repository for sales, marketing, and customer service, enabling compaines to better acquire, retain and develop customer relationships. Best practices for achieving value from SalesLogix include leveraging integration and customization; moving beyond sales to support, service, and marketing; and thinking strategically about training.
Provided by: Majestic

On-Demand Contact Center Solutions: The Six Myths
Today, on-demand contact centers offer clear advantages over on-premise solutions. But commonly held myths about the superiority of on-premise solutions prevent many businesses from taking advantage of on-demand contact centers.
Provided by: Contactual

Increasing Close Rates for On-Line Lenders
You're looking to refinance the mortgage on your home. You call your local bank, and sure enough, you can save a significant amount of money by refinancing. You?ve also seen the LendingTree, ELOAN, and DiTech ads on TV, so you check out the possibilities on-line. A Google search with key words "refinance best interest rates" returns 1.3 million pages and more than 50 paid AdWords ads for on-line lenders.
Provided by: SoftVu

Sage SalesLogix - Build Loyal Relationships with Sage SalesLogix
Sage SalesLogix, an award-winning Customer Relationship Management (CRM) solution, provides a complete view of customer interactions across your entire organization-from sales and marketing to customer service and support-to help you acquire, retain, and develop profitable customer relationships. Whether your employees are conducting an in-person sales call, creating a marketing campaign, responding to a billing inquiry, or resolving service issues, they'll always have the information they need to perform their jobs effectively and deliver outstanding customer experiences.
Provided by: Majestic

On-Demand Contact Center Technology: 5 Evaluation Criteria
You have already decided that an ondemand contact center solution is right for your company? now you have to evaluate the available contact center technology alternatives. Beyond the musthave features to meet your current and future business needs, there are several critical technology criteria to evaluate.
Provided by: Contactual

Spam & The New Pony Express
Nowadays, the main thing that can go wrong with delivering email is that at some point along the trail your message may be interpreted as spam. It doesn?t matter that you know you?re not sending out spam, or that you and your recipient knows each other. As far as firewalls and filters are concerned, if it looks like spam, it?s spam.
Provided by: SoftVu

An Executive Perspective
The concept of Customer Relationship Management (CRM) has been around for years, but the term is relatively new. So new in fact, there is really no one definition for what Customer Relationship Management actually is. Want to test this theory and have some fun? Ask four executives to describe what CRM means to them and you will get four different answers. The one thing that is clear, however, is that Customer Relationship Management has become one of the most talked about and fastest growing segments of the software and services industry.
Provided by: Commence

Getting Back to Basics
As an executive who has spent more than twenty years in the software industry, I often look back at several of the technologies I have been involved with and marvel at the hype, buzz, and aura that accompanised their birth and their inevitable death. Remember Artifical Intelligence (AI), one of the biggest buzz - words of the 80's? How about Computer Aided Software Engeineering (CASE)? These technologies rarely got implemented even though companies spent hundreds of thousands of dollars attempting to do so. At the time, industry analysts had us all believing that these technologies were as important as the coming of the Messiah, yet all that remainds of them are distant memories.
Provided by: Commence

Six Points To Consider
Some CRM Solutions are designed for large enterprises and have only recently been scaled down to fit the budget and simpler needs of smaller businesses. A system designed from the ground up for small to midsized companies is more likely to suit your requirements for rapid implementation, ease of use, and low cost of ownership.
Provided by: Commence

Microsoft Dynamics Enabling Real-World SOA to connect your business vision with software
Download this whitepaper to learn more about the tools and technologies that can enable service orientation. The paper shows the value of Real-World SOA and includes success stories from our customers who have taken this approach to support their business vision.
Provided by: Microsoft