Insights

Health e(fx) is the largest ACA solution provider, boasting 10.5 million client members and a 97% client retention.

Building the right sales process can accelerate sales, but even the best sales process is ineffective without the right team and metrics.

Customer behavioral patterns are changing, and so is how companies communicate with their target audiences. The big push now is the technology to support more personalized customer engagements and improved lead processing. This brings together things like digital experience, customer data, and personalization to create an effective way to manage interactions with prospects and customers. Such approach will help organizations fill their pipelines faster with leads that are most likely to convert and bring value.

The world is accelerating at record pace, and change has become the new normal. To become and remain successful in such a fluid environment, organizations have to cope with these changes. Being the lynchpin in networks that create turnover, sales and marketing teams should be at the center of innovation and change. And for these departments to drive results and deliver meaningful value to customers in the digital age, they have to be perfectly aligned and operate as a single mechanism.

The world is accelerating at record pace, and the change has become the new norm. To become and remain successful in such a fluid environment, sales organizations have to cope with these changes. Download the eBook and explore the core digital challenges sales professionals face in their day-to-day work that prevent them from hitting targets.

Digital transformation reaches critical mass in 2018, as every industry now realizes it’s no longer optional. Most companies have gone through an initial phase of digitalization, typically focusing on multi-channel customer communications. However, digital transformation is a journey, not a destination; it is all about continuously evolving. In 2018, companies will shift to digitizing processes and operations in ways that support rapid change and innovation – focusing on ongoing adaptation.

In the age of digitally native customers, selling has become more challenging while companies spend billions of dollars on sales teams. Only 29% of people want to talk to a salesperson to learn more about a product, while 62% will consult a search engine. To close a deal, sales reps need to uphold to golden rules of successful selling. Savvy sales pros know that real sales success is achieved only when fundamental principles are applied.

In the age of digitally native customers, selling has become more challenging while companies spend billions of dollars on sales teams. 

Selling has evolved enormously in the past decades, transforming to a new level of innovative art. While 80% of sales reps think they are good at qualifying opportunities, still 51% of forecasted deals do not close. With today’s demanding and digitally empowered buyers, sales pros have to be innovative in applying new approaches to find the best way to achieve sales excellence and deliver exceptional and meaningful customer experience. Download our eBook and explore 7 productivity hacks that every sales pro should follow to achieve better results and help their organization grow faster.

Forrester Research recently released a report with detailed evaluation of the leading SFA vendors. 

Bpm'online has been positioned as a Strong Performer in The Forrester Wave™: Sales Force Automation Solutions, Q2 2017 by Forrester Research. Forrester Research, one of the most influential research and advisory firms in the world, evaluated the 10 most significant vendors of SFA solutions based on the 35 comprehensive criteria grouped in three main categories: current offering, strategy and market presence. The Forrester Wave™: Sales Force Automation Solutions report will help companies to choose the right SFA solution that best fits their requirements.

Scaling your sales organization requires more than reps and leaders. A critical and sometimes misunderstood function of high growth sales teams is the operations function. There is no one-size-fits-all playbook, but this post can help you think through the key factors in growing and building your sales ops team.

A partner program can be a multiplier for a company's growth, extending sales, marketing, and brand awareness.

The strong bond between marketing and sales remains one of the most highly valued assets of high-performing companies. According to Forrester, companies with aligned departments enjoyed a 38% higher sales win rate and become 67% better at closing deals. Alignment of both teams results in better customer retention rates, higher sales win rates, easier deal closing, shorter buying cycles, and less wasted leads.

The Sales Force Automation (SFA) market is projected to grow to more than $9.4 billion by 2019, with SaaS-based solutions continuing to take a larger revenue share of the total SFA market. Gartner collected input from several hundred reference customers and evaluated SFA vendors. As a result, the Gartner Magic Quadrant for Sales Force Automation will help companies to choose the solution that best fits their requirements. Bpm’online has been recognized in the Magic Quadrant for SFA based on its completeness of vision and ability to execute.

Many organizations are considering investing in next-gen Sales Force Automation (SFA) solutions, as this software provides sales teams with consistent and transparent control over core processes starting from activity tracking, opportunity and lead management, territory and quote management, and sales forecasting. According to Gartner, SFA will be a $9.4 billion market by 2019. In order to get the most out of SFA implementation, organizations need to plan a well-thought strategy aligned with their core business objectives.

In today’s fast-paced digital environment where customers have unlimited access and are well-informed about your brand and products, marketing and sales departments can no longer stick to their siloed mentality. According to Forrester, companies with aligned departments enjoyed a 38% higher sales win rate and become 67% better at closing deals.

With over one trillion dollars spent annually on sales teams, maximizing sales productivity is a critical goal for every enterprise. For this purpose, it is important to measure the KPIs and outcomes at each stage of the sales process. Having the benchmarks to assess performance makes companies better equipped for today’s new selling environment. Leveraging a process-driven sales automation tool can help manage sales metrics to achieve the heightened win rates every company seeks.
Today's fast-paced environment offers tremendous opportunities for organizations that know how to put the data to use.
By linking marketing, sales and service your company can find new ways to use its current resources to bring more leads, retain your current customers and enhance service management while excelling overall customer experience. Take a look at how blending your processes into a single driving machine can help your organization achieve desired business outcomes faster.

Artificial intelligence (AI) and machine learning are the means to injecting intelligence into sales processes and testing BPM capabilities to their limits. Over 70% of owners and executives said that to "better leverage big data and analytics in business decision making" would be a high or critical priority over the next 12 months. The challenge for process-focused organizations is how to adopt and harness this tremendous potential of AI and uncover all the powerful capabilities that machine learning provides for sales teams.

 

Today, with more than 6 billion connected devices and over 2.5 quintillion bytes of data created every day, a data-saturated world offers immense opportunities for organizations that know how to put this data to use by structuring it in the right way. This is where artificial intelligence (AI) comes into the game. Download this eBook and explore why artificial intelligence (AI) is a game-changer for organizations and what intelligent tools will help sales teams sell more.

Today, many organizations are put-off from moving their cumbersome legacy system to next-gen cloud SFA solutions.

Today, many organizations are put-off from moving from their cumbersome legacy system to next-gen cloud SFA solutions because this process is considered too be complex, time-consuming and costly. At the same time, recent surveys reveal that the right SFA software: increases deal closure by 30%; reduces sales cycle by 18% and increases revenue by 41%. We have outlined the top tips on how to ensure painless transition from the legacy system to a new SFA solution. Download the eBook:

Bpm'online, whose process-driven CRM for marketing, sales and service helps thousands of organizations win more customers, has been included in Gartner Magic Quadrant for Sales Force Automation, 2016 (1) based on its completeness of vision and ability to execute. According to the report, bpm’online received high scores for core Sales Force Automation (SFA) functions and its ease of configuration and modification. Sales Force Automation is a fundamental technology of how companies execute their business processes.

Bpm'online has been included in Gartner Magic Quadrant for Sales Force Automation, 2016 (1).
Establishing a collaborative environment between marketing and sales teams is imperative, as companies with aligned departments enjoyed 38% higher sales win rates. Additional research reveals when marketing and sales are coordinated, companies become 67% better at closing deals. Download our practical eBook and explore the best tips for aligning your marketing and sales teams in order to achieve sustainable business growth.
The studies have shown that 67% of sales reps don't attain their individual quota. Selling has evolved enormously in the past decades, transforming to a new level of art and science. In order to succeed and increase revenue, you have to use innovative technology built to add intelligence to the key sales activities. Download our eBook and explore the best tips to help sales reps make the most of their pipelines adding intelligence to their sales force automation.

Sales force automation is a technological solution that transforms the way your sales reps use information.

In a constantly fluctuating business world, sales professionals can’t afford to lose a single lead.

It's important for every sales organization to create a formalized sales process that becomes an internal blueprint with a set of well-thought-out actions from lead qualification to deal closure. However, sales representatives are facing various challenges on every stage of the pipeline. For instance, only 56% of sales reps can access key decision makers and 24% of sales reps perform a win / loss analysis. Download our eBook and learn the most useful tips for building integrated sales processes to increase win rates and revenue.

When selling to businesses, it’s a different game. It requires a specific set of skills and strategies.

With over one trillion dollars spent annually on sales teams, maximizing sales productivity is a critical goal for every enterprise. Savvy sales leaders know that real sales success is achieved only when the classic pillars - people, processes and technology – are well aligned and efficient. Learn how to achieve the most ambitious sales goals and dramatically improve overall business metrics and revenue with our newest eBook disclosing life hacks of mastering business to business selling.

it is crucial to make sure your sales force is as productive as possible to drive business success.

By linking marketing, sales and service your company can find new ways to use its current resources to boost lead generation efforts, move pipeline and enhance service management while excelling overall customer experience. Take a look at how blending your processes into a single driving machine ensures consistent improvements of your business metrics.

Keeping your relationship with a customer after the actual sale is as crucial as all previous stages.

Real Estate industry experts report that only 10% of the real estate website visitors are ready to make a deal within the next 6 months. But what’s about the other 90% of leads? How to acquire and retain profitable customer relationships in real estate and why is automating routine operations so important for real estate agents?
Download our eBook to learn how automating routine operations helps agents and brokers to close more deals.

In the digital era, the concept of sale process has undergone certain changes. Let's take a closer look at it.

It is commonly accepted that aligning your sales operations with an integral sales process improves productivity and performance. Practically, however, not many companies have a clear vision of how a coherent sales process should look like.
Download our new eBook to discover how a properly defined sales process can help you improve sales performance and close more deals!

Working and partnering with the right software business partner is becoming increasingly mission critical.

It's known that CRM is used to improve customer experience and build long-lasting relationships with clients.

6 strategies for better sales

Category: 
Thought leadership

Successful selling is not about luck, it’s about seizing and managing opportunities to achieve the desired outcome. Once you get your processes right, the sales team will win.

Every manager wants to implement best practices inside their organization. Your colleagues have some “know-hows”.