October 19, 2009 – 8:00 am
Products have so many choices. Customers hate the experience of having to answer 50 questions to get to selection. Asking them 50 questions translates to poor customer experience and it is actually bad for you too. Here is why. Every sale begins with a customer calling out the top [...]
By John Maller
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Posted in Uncategorized
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Also tagged amr, analytics, choice combinations, cross sell, customer buying patterns, customer experience, herd buying patterns, product alternatives, product choices, product selection, recommendation engine, sales cycle, sales productivity, suggestive selling, upsell
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September 3, 2009 – 7:17 am
Reporting, Business Intelligence and Data mining cause data overload. We need to provide business users with actionable tasks based on analytics.
By John Maller
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Posted in Uncategorized
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Also tagged analytics, business, business intelligence, data mining, demand driven, online marketing analytics, POS data, product choices, product mix, sales analytics, sales data, sales history
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August 23, 2009 – 9:56 am
There exists a great opportunity for companies to streamline their sales process which will deliver immediate relief from the current economic reality. Emcien provides a “Recommendation Engine” for configurable products, empowering the sales process. In spite of tremendous technology advances, we see a selling process within companies that is very archaic, people intensive and time consuming. It involves sales people, sales engineers, quotes managers, configuration specialist, ……..
Your salespeople are representing and selling your product. Customers who want to buy your product typically list a few things they want and look to the salesperson to guide them. The salesperson is their advisor on your product offering. The salesperson is expected to know the product and suggest good choices for the customer. Is your salesperson equipped to do that?
By Radhika Subramanian
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Posted in Uncategorized
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Also tagged choice combinations, cross sell, customers, demand driven, order fulfillment, product, product mix, recommendation, recommendation engine, sales, sales data, salespeople, salesperson, suggestive selling, upsell
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We have talked a lot about how configurations and complexity affect an organization, but often we forget to look at customer-facing roles. While managing product complexity is important for product teams and production teams, it should also extend to the sales force.
At the end of the day, the number one mission for your sales team [...]
By Mike Merrill
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Posted in Uncategorized
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Also tagged commission, complexity, cross sell, customer facing, customers, demand, POS data, Recommend, sales, sales commission, sales team, salespeople, salesperson, suggestive selling, upsell
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