News & Views

Content provided by guest author Philip Schweizer, CEO Saleswings . 68% . That’s the incredible share of time that your sales team likely spends on tasks which do not have a direct impact on your revenues, Salesforce claims in its third “ State of Sales” report . What happened to ABC - Always-Be-Closing? That’s what sales people are meant to do. There are many reasons why sales people spend their time away from the phone. Let’s have a closer look. Top causes for inefficient sales teams Professional call centers who are dialing out to sell various services or products have optimized their processes to make their sales reps efficient. While some just call contact lists from top to bottom (not very smart), others use advanced, so-called “predictive dialers” for Salesforce.com CRM to connect the call center agent after 5 to 10 second intervals with the nextn call. None of these...

Data integration project: I am not a Techie, where do I start ? Whatever the size or industry, most organizations work with several tools, be it CRM, ERP, mass mailing tool, email client and so on. Striving for efficiency requires that these system are interconnected and give a 360 view on the organization’s data. Let’s take an example: you are managing a Sales Team who uses a CRM on a daily basis and they need visibility on Invoicing Data – stored in an ERP – in order to stay up-to-date with client’s status and be relevant when talking to them. Unfortunately, you cannot give ERP access to the Sales Team for several reasons: Giving licenses to the Sales Team would be costly Using an additional system will be an administrative burden for them Onboarding new users on the ERP would imply security & access challenges You cannot ask the Finance...

Author: David Derrier, Regional Manager, Nexell GmbH Some pessimistic studies say that small nonprofits will all disappear in the next 10 years, as they will no longer be able to face competition from international organizations. But is it only a matter of size? Is the NGO world at the beginning of a revolution? Context The number of non-profit organizations worldwide is estimated to be around 10 million, and we can say that most of them can be reached via their websites. This means that, as an NPO, for every dollar you try to collect, you are now facing a global competition where donors have to choose between many players within a saturated “market”.   Consequently, donors have to choose between local organizations and global organizations. Although causes can be very different from one organization to another (religious, education, water supply, etc.) it is very hard to say which one is...

The GDPR (General Data Protection Regulation) takes effect on May 25, 2018. It is a new comprehensive data protection law in the EU which replaces the patchwork of national data protection laws currently in place in each EU member state, with a single set of directly enforceable rules throughout the EU. With the GDPR, the concept of “personal data” is very broad and covers any information relating to an identified or identifiable individual. It regulates the “processing,” of personal data about EU individuals, which includes the collection, storage, and transfer or use. Regardless of whether an organization has a physical presence in the EU or not, any organization that processes personal data of EU individuals, including tracking their online activities, is within the scope of the law. To be noted, the GDPR does not require EU personal data to stay in the EU, nor does it place any new restrictions on transfers of...

Author: Raphael Steinhöfel - Digital Architect - Nexell GmbH   Marketing automation allows you to nurture your leads through the entire buying process, delivering highly-targeted, personalized messages that address their specific barriers to purchase. Pardot, worldwide one of the top three marketing automation tools, is designed to support you prioritizing and executing marketing tasks the most efficient way. But what is actually Marketing Automation? Is Marketing automation for everyone? And what steps should you take into consideration when kicking it off?     Marketing Automation Principles The ultimate goal with your marketing is to generate more revenue for your company. To accomplish this, you need to drive traffic to your website, convert that traffic into qualified leads and close those leads into customers. Pardot makes a huge impact in the conversion and closure stages of this process. The whole marketing automation process is mostly driven by four core concepts.  ...