28.01.2013, von David Taber
Getting beyond the basics of using CRM-- tracking the evolution of the customer relationship--means using the system to improve time management close rates and customer satisfaction. In the real world, that means playing the probabilities and using the system to prioritize your team's efforts.
A wide range of business decisions in marketing, sales, services and even engineering should be guided with inferences from CRM data:
Which social network or advertising medium is going to have the best yield
Which leads should be sent directly to reps, and which should be held back for nurturing
Which prospect deserves an on-site sales call or a pre-sales engineer
Which sales territory should get that loaner equipment for a demo