Post on 23-Aug-2014
description
Speeding the Sales Cycle With D&B for SugarHow the Quality of Your CRM Data Can Make A Difference In Your Sales Success
D&B for Sugar
Speeding the Sales Cycle With D&B for Sugar
Murray KiefferDirector, Strategic Alliances Dun & Bradstreet
Martin SchneiderHead of EvangelismSugarCRM
Agenda
How’s the Quality of Your CRM Data? The Sales Professional’s Data Challenge The Solution Using CRM Data to your competitive advantage
Speeding the Sales Cycle With D&B for Sugar
How’s the Quality of Your CRM Data?
Speeding the Sales Cycle With D&B for Sugar
“Poor data quality drains a company on average $8.2M annually in squandered resources and expenses for operational inefficiencies, missed sales and unrealized new opportunities.”
Gartner
Sales & Marketing professionals can get lost in a sea of data.
Speeding the Sales Cycle With D&B for Sugar
Every hour enough information is consumed to fill 7 million DVDs
90% of the world’s data was created in the last 2 years
75% of digital information comes from individual
2.7 billion “likes” are posted on Facebook daily & 30 billion pieces of content
250 billion emails are sent everyday
More data crosses the internet every second than the amount that was stored on the net 20 years ago
Data is growing by a minimum of 50% per year
BigData
And your CRM’s corporate data is changing rapidly…
Speeding the Sales Cycle With D&B for Sugar
BusinessAddresses
TelephoneNumbers
CompanyNames
New BusinessFormed
BusinessesClosed
Change in CEOLeadership
120Changes in30 minutes
75Changes in30 minutes
15Changes in30 minutes
30Changes in30 minutes
10Changes in30 minutes
20Changes in30 minutes
499,200changes in a year
312,000changes in a year
62,400changes in a year
124,800changes in a year
41,600changes in a year
83,200changes in a year
Source: D&B and the Sales Research Institute
This leaves Sales & Marketing professionals asking the same questions:
Speeding the Sales Cycle With D&B for Sugar
How do I target the right customers?
How do we exceed customer expectations?
How do I create unlimited growth?
How do I build a strong pipeline?
These questions are reflected in various industry reports.
Speeding the Sales Cycle With D&B for Sugar
More than 70% of sales teams say they need integrated customer insight in their CRM to meet their sales objectives.Source: Forrester Research
A telling 63% of B2B marketers say they’re unsure if their marketing mix is effective.Source: Crain’s B2B Magazine
54% of marketers report that managing and integrating data from a variety of sources is the biggest obstacle to making smarter use of customer analytics.Source: Forrester 2012 Global Customer Analytics Online Survey
Sam, Sales
Challenges– Spends too much time researching and not enough time
engaging – Enters data manually as he finds it– Sells blind – needs context – Needs to reach the right contacts in target company.
Speeding the Sales Cycle With D&B for Sugar
Sam, Sales
Solution– Look up company and industry information from within
Sugar– Auto-populate data into appropriate fields– View and select contacts to approach– View related companies for cross-sell potential
Speeding the Sales Cycle With D&B for Sugar
Sam, Sales
Results– Higher productivity (less time researching, more time
selling)– Deeper insight and talking points with company and
industry news and information– Faster sales from higher effectiveness and better
targeting
Speeding the Sales Cycle With D&B for Sugar
Thank You!
Martin Schneidermschneider@sugarcrm.com@mschneider718
Murray Kiefferkiefferm@dnb.com@murraykieffer
Speeding the Sales Cycle With D&B for Sugar
Be sure to go to www.dnb.com/partner/sugar to see a demo.
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