Ingram 18 Sales Technology Outcomes

 

1.  Shorten Sales Cycles for Complex, High Margin Sales

 

2.  Increase Margins, High Margin Customers

 

3.  Increase Close Rate

 

4.  Increase Quality / Quantity / Qualification of Leads

 

5.  Increase Direct Sales, Decrease Sales through Resellers

 

6.  Increase Sales from Customer Service (360 view of customer)

 

7.  Reliable Sales Forecast, Impact on Operations Understood

 

8.  Configure, Price, Quote, Estimates, Proposals: Best wins, least labor cost, mistakes, liability

 

9.  Catalogs, Price Lists, Spec Sheets, Customer Buying History, etc.

 

10.  Special Needs

  a)  Order Entry / Processing / Hand Off to Operations

  b)  Big Deal Tracking

  c)  Cross Selling

 

11.  Campaigns, Special Events, Promotions

 

12.  Resellers:  Lead Handoff, Self-Ordering, Storefront Sites, Offload Commodity Sales Support

 

13.  Customers:   Self Service, Self-Ordering, Storefront, Q&A, Offload Commodity Sales Support

 

14.  Customer P&L, Cost to Serve

 

15.  Services Costing, Time Capture for White Collar Labor

 

16.  Sales Support Processes:  Contracts, Credit, Territories, Commissions, Expenses, Handoff to Ops

 

17.  Mobil Device / Telephone / Chat / Email Integrations

 

18.  Execution Keys:

  a) Minimum Clicks for Sales

  b) Elite Team, Rapid Results:  Better, Faster than Conventional IT

  c) Process Right, Consolidation First, then Technology

  d) BUY-IN from sales, product management, marketing, service

 

 

 

 

 

*Contact Us in Dallas, Texas, USA at tom@tomingraminc.com or 972-394-5721.

**Success stories, client quotes, estimated costs and benefits are derived from actual projects but may have been altered for simplicity, teaching purposes or to protect confidential information.