You’ve been here before: your product or service is ready for market, but that’s just the beginning.
Next, you need to identify potential customers, create a marketing campaign, construct a sales pitch, nurture qualified leads, anticipate and close deals, and ensure your employees have access to vital information throughout the entire sales cycle to address customers questions or concerns as they arise.
Connecting it all together
While the organization and management of each individual step may seem straightforward, effectively synchronizing the entire process can be a different story altogether.
Increased visibility in the sales pipeline from start to finish enhances your ability to forecast revenue, close deals, and increase cross and upselling opportunities. Being able to collect and use sales and marketing data helps you make smarter decisions and enables your company to grow.
Having knowledge at your fingertips also means you gain better insight when things go wrong, and are better prepared for future situations. To use that information and resolve a situation effectively requires a certain level of organization as well.
If a sale is delayed or completely lost, you need to be able to identify precisely what happened, and at what point. For instance, if your sales representative makes an important discovery during a customer conversation, you and your team will need access to that information for the next point of interaction, whether it be in a week or in a year.
Technology to the rescue
As the Forbes Technology Council outlined, there are several reasons why your sales team should be leveraging technology, and so should you. Not only does an Enterprise Resource Management (ERP) system enable you to capture vital information across multiple business operations, it can also store and disseminate that information to your team.
Access to real-time data ensures that important information is readily available to anyone who might need it and eliminates redundant discussions or time-consuming manual steps, ultimately leading to increasing sales. By arming you and your team with improved insight, you can make more informed decisions. Likewise, your sales team can focus more on selling and less on information gathering or backtracking.
SAP Business ByDesign, a cloud ERP system designed for SMBs like yours, offers the management you need and it can be implemented without taxing your IT department. Not only can you automate business processes, you can also run automated checks to show you where improvements can be made.
To learn more how SAP Business ByDesign can help you increase visibility into your sales pipeline, contact us today.