Sales Research Publications

CRM 2.0 Analysis

2010 Sales Performance Optimization CRM 2.0 Analysis Report

In this analysis, we will profile major categories that we call CRM 2.0.  The report provides insights into the specific problems these solutions can help address. CRM 2.0 technologies, by our definition, include:

• Sales Collaboration: These solutions leverage web-based technology to allow reps to conduct virtual meetings with other sales team members, channel partners, prospects and customers.
• Lead Generation Management: This class of application supports reps in designing, implementing and tracking their own lead generation efforts. They also automate many of the tasks related to lead incubation. 
• Sales Analytics/Forecasting: While core CRM is designed to meet the needs of sales reps, the new generation of analytics can significantly improve the efforts of sales managers. They give insights into the pipeline and forecast that enable them to quickly determine which reps need their help on specific opportunities. 
• Sales Knowledge Management: This next generation of sales content management allows firms to go beyond managing access to sales collateral; they can collect, synthesize, distribute and track the sharing of best practices and unstructured content, as well.
• CRM and Sales Process Integration: Finally, this class of solutions allows a company to embed their sales process(es) into their CRM system so that technology can act as a virtual coach, offering suggestions on how to maximize the odds of winning deals as reps help prospects navigate through their buying process.

The Metrics covered in this report include:

• Implementation of Sales Force Collaboration Solutions
• Implementation of Lead Generation Management Solutions
• Implementation of Sales Analytics/Forecasting Solutions
• Implementation of Sales Knowledge Management Solutions
• Implementation of CRM/Sales Process Integration Solutions
• Usage of the Internet to Support Sales and Marketing
• Impact of Internet Usage on Sales Performance

$195.00