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Customer Revenue Optimization Research 2019 from Altify

CROBenchmark2019-225x300 Slma-recommended-187Title:   Customer Revenue Optimization

Subtitle:  Benchmark Study 2019    Unlock Revenue Gowth by Providing A Better Customer Experience

Published by/Authors:  Altify

Gated: Yes

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Length:  26 Pages

Highlights

The report gives the reader a window into the thinking and priorities of businesses and executives for 2019 with an emphasis on marketing and sales leadership and execution. 

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Falling to Reach Sales Forecast at Day 45? Here are the Most Common Reasons

‘How to Turn Around Failing Sales’ - Ebook

6a0147e05adc32970b01b8d284e456970c-320wiIf your year is already starting badly, take heart there is still time to do something about it. 

Author and publisher James Obermayer discusses 56 reasons companies fail  to reach sales forecasts and what to do about them.

The Funnel Media Group (FMG) has released an ebook entitled How to Turn Around Failing Sales: Fifty-six reasons companies fail to reach revenue forecasts and what to do about them.  The author, Funnel Media Group Publisher James W. Obermayer, draws on 20 years of experience as the principal of Sales Leakage Consulting, which is owned by FMG.  He is also the producer for the Funnel Radio Channel programming and founder of the Sales Lead Management Association, all of which are part of FMG.   The ebook, released through the Sales Lead Management Association ( a FMG company) is free, not gated and can be accessed here.

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White Paper: Account Based Marketing - A New Approach

Slma-recommended-187Title:   Account Based Marketing

Subtitle:  A “New” Approach to Acquire & Grow B2B Customers: Part 1

Published by/Authors:  John Coe of B2B Marketing.com

Gated: No

Download:  A “New” Approach to Acquire & Grow B2B Customers.

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Making a Business Case for CRM

Building-business-case-crm-step1Title:   Step by Step Guide: Building a Business Case for CRM

Published by/Authors:  Workbooks CRM

Gated: Yes

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Length:  9 Pages

Highlights

The authors make the case that advocates for a CRM system will get so involved in the process of choosing a system that they forget that the investment is significant enough to require board approval and for that a business case must be made.

“Very few Boards are going to simply wave it through; most will want to see a robust business case, based on rigorous research and presented with clarity. Fail to do this and your CRM project will never get off the ground.”

Slma-recommended-187The authors present ten essential steps to build a compelling case for CRM.

These are the steps Workbooks recommends:

Step I: Understand your desired business outcomes.  They say that typically there are four outcomes to consider.  Go here to see them.

Step 2: Look carefully at the organization today to work out what it needs to do or change.

Step 3: Understand the market context.  The smartest business decision is always made in context.

Step 4: Map thought the commercial benefits. Any accurate calculation must also include efficiency and productivity gains.

Step 5: Understand the costs. Good vendors will be willing to help you work these out.

Step 6: Calculate the Return on Investment. One criticism, they tell you to do it but don’t offer how to do it except through an example. 

Step 7: Define the budget.  Create your ROI multiple using a figure for the cost but once you have that multiple you may decide to scale it up or down.

Step 8: Future-Proof your Case.  They make the case that this investment should be viewed from a five-year perspective.  This means estimating future changes in the company and the marketplace.

Step 9: Focus on your strongest points.  Don’t overwhelm the audience with stats.  Make a case in threes, the three most compelling benefits.

Step 10: Identify and involve the Key Stakeholders.

 SLMA Comments:   

Whether or not you have to make a board presentation to spend the money, you will have to present it to the president and CFO to get the money for a CRM system.  But the justification goes beyond money as this ten-step process makes so abundantly clear.  This is an outline that every CMO and CRO should create to justify a new or change in the company’s CRM system.

While we only publish reviews on those subjects worth reading, in this case we doubly recommend reading and creating a business case for CRM (and Marketing Automation), before embarking on buying or replacing a CRM Software system.  Not only will you more thoughtfully approach your CRM purchase, but you will signal to senior management that marketing views major purchases from the same business angle that the CFO and company president use.  

Why it’s Important

 “Advocates for a CRM system will do well by approaching this software from a business perspective using the Workbooks.com guide Building a Business Case for CRM.”

Recommended for: 

  • President
  • C-Level Folks
  • CFO
  • CSO
  • CMO
  • Marketing Operations
  • Product Management

Download Link 

_____________________________

You may also like:

Workbooks CRM Greatly Out Scores Competitors in G2 Crowd Report

This review was conducted independently without the advice or consent of the publisher.  Of course, we only review those papers that are worth it for you to read, we leave the others to someone else.

Note:  If you would like your research or e-book reviewed, you may submit it to: content@salesleadmgmtassn.com.  There is no guarantee it will be reviewed.  You may not be given notice if it is reviewed.  If you would like to submit artwork for the cover of the work along with a copy of the work, you may do so.  Members and non-members, sponsors and non-sponsors are welcomed to submit work for review.  Sponsors are given priority for white paper reviews.

 


Workbooks CRM Greatly Out Scores Competitors in G2 Crowd Report

Slma-recommended-187 G2-non-gated (1)Title:   G2 Crowd Grid Report for CRM Summer 2018:  Workbooks.com vs. Competitors

Published by/Authors:  G2 Crowd

Gated: No

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Length:  14 Pages, PDF

Highlights

This PDF compares Workbooks.com with eleven competitors shown on a CRM G2 Crowd Grid®.   Of 41 categories with numerical scores Workbooks CRM has 24 first place scores, 11  second place and 6 ties.  This is the highest scoring of any company listed in the report. The number two company had 11 first place, 24 second place and 5 tied scores.  This is a great performance.  

Pricing for Workbooks.com CRM competitors editions are included on the pages 6-11 of the report. 

The companies compared are:

  1. Workbooks
  2. SugarCRM
  3. Salesforce CRM
  4. Netsuite CRM
  5. Dynamics 365
  6. Goldmine
  7. Zoho CRM
  8. SAP CRM
  9. Sage CRM
  10. Siebel
  11. Oracle Sales Cloud
  12. ACT!

SLMA Comments:   The following is taken directly from G2 Crowd’s explanation of how the grid and scoring is determined.   The reality is this report reflects the opinions of real users and not a simple analysts opinion.   While some consider CRM a me-too commodity software application, Workbooks CRM, a UK based company, seems to separate itself from the pack by its noticeable first place scoring in a majority of the 41 categorizes measured, awhile keeping its pricing at below market value as compared to ten out of eleven competitors. 

Grid® Methodology Grid® Rating Methodology.  

The Grid® represents the democratic voice of real software users, rather than the subjective opinion of one analyst. G2 Crowd rates products from the CRM category algorithmically based on data sourced from product reviews shared by G2 Crowd users and data aggregated from online sources and social networks. Technology buyers can use the Grid® to help them quickly select the best products for their businesses and to find peers with similar experiences. For vendors, media, investors, and analysts, the Grid® provides benchmarks for product comparison and market trend analysis.

Grid® Scoring Methodology G2 Crowd rates products and vendors based on reviews gathered from our user community, as well as data aggregated from online sources and social networks. We apply a unique algorithm (v3.0) to this data to calculate the Satisfaction and Market Presence scores in real time. The Grid® Report for CRM | Summer 2018 is based off of scores calculated using the G2 Crowd algorithm v3.0 from reviews collected up until June 06, 2018. To view the CRM Grid® with the most recent data, please visit the CRM page.

 Recommended for: 

  • President
  • C-Level Folks
  • CFO
  • CSO
  • CMO
  • Marketing Operations
  • Content Management and Creation
  • Product Management

Download Link

____________________________

This review was conducted independently without the advice or consent of the publisher.  Of course, we only review those papers that are worth it for you to read, we leave the others to someone else.

Note:  If you would like your research or e-book reviewed, you may submit it to: content@salesleadmgmtassn.com.  There is no guarantee it will be reviewed.  You may not be given notice if it is reviewed.  If you would like to submit artwork for the cover of the work along with a copy of the work, you may do so.  Members and non-members, sponsors and non-sponsors are welcomed to submit work for review.  Sponsors are given priority for white paper reviews.

 This blog is supported by the generous sponsorship of  VanillaSoft and Goldmine CRM Software and the 25 additional sponsors of the SLMA. 

For priceless but free membership in the Sales Lead Management Association go here. 

 


How to Identify High-Value Prospects - eBook from Pointclear

Slma-recommended-187TMcDade Ebookitle:  PREDICTIVE B2B MARKET TARGETING

Subtitle:  How to identify Your High-Value Prospects-Before You Run a Program

Published by/Authors:  Dan McDade CEO of PointClear

Gated: Yes – a small gate

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WP: 2018 Leadership Perspectives about Data and Technology from DemandLab and Ascend2

DemandLab-Data-Technology-Leaders-Report-thumbnailTitle:   2018 Leveraging Leadership Perspectives

Subtitle:  Leveraging Data and Technology to Drive Marketing Success

Published by/Authors: DemandLab and Ascend2                 

Gated: Yes

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