Why It’s Important:
“Best-in-Class companies are aggressively supporting inside sales-enablement, and as a result see an average of 87% of their reps achieving quota, and a 17% year-over-increase in corporate revenue.”
Ken Murray - VanillaSoft
Title: Why traditional CRM is Not Enough
Subtitle: A white paper on the changing dynamics of inside sales
Published by/Authors: Ken Murray - VanillaSoft
Length: 5 Pages
- CRM needs to change behavior and drive productivity
- Buyer driven freedom has caused inside salespeople to nurture, and engage when the prospect is ready to engage
- Best in class companies supporting inside sales see an average of 87% making quota
- A 17% year over year increase in corporate revenue is reported for best in class companies.
- Best in class companies have an 80% gain in revenue while the industry average company is only 43% and laggards, 10%
- Deal size for best in class is 45% better vs only 22% for the industry average
- Best in class companies that offer sales enablement tools outstrip the industry average in all categories:
- External hosted contact center technology
- Preview Dialing
- Intelligent Call Routing
- Algorithmic determination of ideal call recipients
- Predictive or progressive dialing
There are only five pages but it is packed with meaningful statistics. VanillaSoft’s white paper quoting industry stats from Aberdeen and others makes the case that a truly enabled CRM system, not just simple contact, or prospect tracking systems are what is needed to compete.
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