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How Effective Are Your Sales Analytics?

December 02, 2013

Competitive business is so much more than selling the right product at the right price. Today, there are too many vendors to choose from and customers rely on different resources to make buying decisions. If a company doesn’t understand those resources or how the information is used to make that decision, they are likely not on the receiving end of the purchase dollars.


Companies seeking the competitive advantage in the market today make considerable investments in the capture and analysis of consumer data. To do so, they often rely on Salesforce.com. The sales force automation application is the most widely used by companies of all sizes as it efficiently captures sales data so companies can better understand the operations of business.

Just used alone, however, Salesforce.com won’t necessarily deliver the information a company needs to make forward-thinking decisions that positively impact the bottom line. Salesforce.com is a powerful tool when it comes to capturing information. The key to making it valuable, however, is in the selected analytics.

One of the main reasons companies invest in Salesforce.com in the first place is to better understand the customer base through a powerful, streamlined view. The platform will capture customer information in significant detail, providing insights into decision making processes, consumer buying behaviors, IVR navigations, social media activities, data gathering before making a purchase and so much more.

The information gleaned from these processes is a goldmine of information into the psyche of the buying customer. By understanding the steps they take and information they gather before making a decision, a company is better positioned to provide that information and serve as the provider of choice when it’s time to finalize the purchase. Simply gathering the information is not enough to get to this stage, however. Companies must be able to analyze the data when captured.

The task of properly analyzing consumer data is not an easy one, especially without the right tools. The analytics available in Salesforce.com are touted as delivering according to expectations and allowing companies to extract significant value in the process. But do these solutions meet expectations and provide the information necessary to ensure companies can realize this promised greater value?

This question and more will be answered in an upcoming webinar. Provided by Birst and ContactCenterSolutions, Getting More Value out of Salesforce with Advanced Analytics is scheduled for Thursday, December 5, 2013 9:00 AM EST / 6:00 AM PST / 2:00 PM GMT. This webinar will focus on how leading companies are addressing the challenges of sales analytics, with a focus on Salesforce.com specifically. If you’re ready to make the most out of your investment, this is one webinar you won’t want to miss. Register for your spot today. 




Edited by Cassandra Tucker

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