Challenge: - Weak Pipeline
- Lack of trust in marketing's leads
Solution: - Lead scoring.
- Lead workflow and alerts.
Challenge: - Low sales rep productivity
Solution: - Lessen the sales rep's data entry burden.
- Automate business processes
- Give sales reps 360' views of their customers.
Challenge: - Poor predictability
Solution: - Enable real-time visibility into quota attainment.
- Give management real-time forecasts.
Challenge: - Ineffective selling
Solution: - Standardize a selling methodology
- Simplify activity tracking
Challenge: - User adoption
Solution: - Be easy-to-use.
- Give time back and value to sales and marketing.
- Keep data clean, hence trust-worthy.
Challenge: - Insufficient lead generation
Solution: - Optimize lead generation, management, and handoff.
- Leverage search and email marketing partners for cost-effectiveness.
Challenge: - Poor alignment between marketing and sales
Solution: - Align with both marketing and sales business processes.
- Exhibit marketing's contribution to sales.
Challenge: - Limited reportability
Solution: - Enable real-time visibility into campaign effectiveness, lead generation, and the marketing budget.
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