Speeding Sales Cycle | DnB for Sugar

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Poor data quality drains a company on average $8.2M annually. Learn how DnB for Sugar can increase the quality of your CRM data, speed up the sales cycle, and make a difference in your sales success.

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Speeding Sales Cycle | DnB for Sugar

  1. 1. Speeding the Sales Cycle With D&B for Sugar How the Quality of Your CRM Data Can Make A Difference In Your Sales Success
  2. 2. D&B for Sugar Speeding the Sales Cycle With D&B for Sugar Murray Kieffer Director, Strategic Alliances Dun & Bradstreet Martin Schneider Head of Evangelism SugarCRM
  3. 3. 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
  4. 4. 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
  5. 5. 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 Big Data
  6. 6. And your CRM’s corporate data is changing rapidly… Speeding the Sales Cycle With D&B for Sugar Business Addresses Telephone Numbers Company Names New Business Formed Businesses Closed Change in CEO Leadership 120 Changes in 30 minutes 75 Changes in 30 minutes 15 Changes in 30 minutes 30 Changes in 30 minutes 10 Changes in 30 minutes 20 Changes in 30 minutes 499,200 changes in a year 312,000 changes in a year 62,400 changes in a year 124,800 changes in a year 41,600 changes in a year 83,200 changes in a year Source: D&B and the Sales Research Institute
  7. 7. 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?
  8. 8. 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
  9. 9. 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
  10. 10. 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
  11. 11. 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
  12. 12. Thank You! Martin Schneider mschneider@sugarcrm.com @mschneider718 Murray Kieffer kiefferm@dnb.com @murraykieffer Speeding the Sales Cycle With D&B for Sugar
  13. 13. Be sure to go to www.dnb.com/partner/sugar to see a demo. 13Speeding the Sales Cycle With D&B for Sugar

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