Implementing Data-Driven Sales Processes

 

Data-Driven Sales pic

Data-Driven Sales
Image: hubspot.com

The former marketing director of many nationally-recognized brand, Justin Bumann has over 15 years’ experience in direct response marketing. Today, Justin Bumann helps organizations use meaningful data to make management decisions that drive sales.

Data-driven sales involve gathering big data, analyzing it, and then using it in key decision-making processes to drive sales. Adopting the practice can be very beneficial to companies. Studies have even shown that data-driven sales processes lead to superior forecasting, objective performance measurement, higher conversion rates, and higher revenue growth.

To adopt data-driven sales processes, an organization must start with embracing the culture of cultivating data. Management must define and set a clear roadmap outlining how data will be collected throughout the organization and used by team members in their individual roles. The objective is to put data at the core of the company’s operations.

Next, the organization should purchase the technology to collect and process big data. The right infrastructure must be in place to support data initiatives, and staff should be trained on how to use the technology most effectively.

Lastly, set specific goals. Define the data you plan to collect, outline the key performance indicators being tracked, and then highlight how this data will optimize organizational performance and business outcomes.

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Top-Rated CRM Systems in 2017

 

Salesforce pic

Salesforce
Image: Salesforce.com

An experienced marketing professional, Justin Bumann serves as managing partner at an independent marketing agency. In this capacity, Justin Bumann works with clients on everything from media buying and complex analytics to contact management systems, also known as customer relationship management (CRM) systems.

Below are three of the top-rated CRM systems for 2017:

Salesforce: An on-demand CRM suite, Salesforce is one of the most popular CRM systems in the world. It is capable of helping small, midsize, and enterprise organizations manage sales, automate marketing, and improve customer service, and is highly customizable. Further, its focus on sales and support ensures users receive help when they need it.

ProsperWorks: This cloud-based CRM tool offers such services as email integration, lead tracking, and opportunity management. Easy to access, these services help users improve productivity and sales. ProsperWorks is functional for companies in any industry.

NetSuite: Perfect for midsize and small companies, NetSuite works with customers in a variety of industries, including manufacturing, distribution, and retail. With NetSuite’s software, users enjoy such services as sales force automation, customer data management, and marketing analytics. The software also has an iPhone application to boost its functionality.

What Is a Sales Management System?

Justin Bumann

Justin Bumann

Justin Bumann is a Direct Response marketing expert whom is knowledgeable in strategic planning, operational management, and technology implementation. Justin Bumann helps businesses put in place sales and lead management systems to store, track, and report the businesses successes and weaknesses.

Sales management systems are comprised of a work flow process, technology, and a customer management software that can easily be automated and used to make key management decisions on a regular basis. Sales and marketing managers generally have a lot on their plates, which is why their best tools are ones that allow them to work more efficiently by helping to sell more in a less amount of time.

Some of the top systems contain key features such as real-time performance tracking, collaboration tools, mobile apps, and streamlined work flows. Sales management systems that include customer relationship management modules can also help company sales personnel close deals faster by eliminating any cumbersome, time-consuming processes.

What Is Financial Modeling?

 

Making Consumer and Data Driven Decisions

img.08312017With years of business analytics and directional modeling experience, Justin Bumann reviews with you the importance of making business decisions based on consumer views and proven data analytics.

It’s common that service and product owners, marketing professionals, and graphic designers develop media campaigns based on their view point, only considering what that individual likes, both as content and visual dynamics.  This is the first issue that arises; yes, these professionals should apply their vision of the service and product, but it’s key to step back and look at it the campaign from a consumer perspective.  How do you feel the consumer will see the creative or message?  Will it resonate with them, not you?  This sounds like simplistic process, but it’s often time overlooked.

As you work toward viewing a campaign from the eyes of the consumers, then develop the campaign with maybe one or two variables and start testing.  As you start testing the campaign make sure your test variables are created equally.

Once the campaign has run its course, let the data guide you to your next steps.  The second issue; Many times, professionals will gravitate again to what they feel will perform best and in their view Variable A will develop the best response, but if the data shows Variable B is the top performer, then this should guide your next decision.

It’s common for even the most experienced professionals to make some of the simplest mistakes.  In summary make sure you are viewing the product or service from a consumer view and let the data guide you in growing your business.

Author: Justin Bumann