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7 reasons to Eliminate Silos and move to Single Source ERP
Friday, December 19, 2014

blogCompanies in the small to medium sized business space tend to have several systems to manage their business. Often most businesses run their entire operations off of excel spreadsheets. Moving onto a real ERP (Enterprise Resource Planning) system will bring your company into the next level. A good ERP system should allow you to combine your inventory planning, reporting, production, order entry, and purchasing needs under one roof.

Companies that have disparate systems run into problems like double entry, incorrect pricing or quantities, lost materials, and overall inaccurate data. Old systems tend to require more training, due to a cumbersome system and requires more support and maintenance. However, with your new ERP system, data is easier to maintain and analyze. Good data management is king in todays market. Being able to control your data inherently means you can control your costs too. Also, having increased visibility into your operations allows you make decisive and accurate decisions.

A single system approach

Having a single system allows all of the departments of the business to communicate more and maximize productivity. A single ERP system increases visibility into your supply chain, which allows you see any current pitfalls of your system to reduce your costs and increase profitability.

Here are 7 reasons why you should get off spreadsheets and get a real ERP system

1. Reduce Costs: If you are using several systems that also means you have to maintain several systems. The IT for the upkeep can become expensive. With a single system you increase visibility and improve productivity.

2. Data Integrity: With disparate systems having good clean data is hard to maintain. Human error exists and increases especially with double entry. By using one system it allows the users to input the data once and stay in one system. Analyzing data with reports and dashboards becomes easier too.

3. Single Point of Control: A single source for information allows executives to easily access data and improves visibility. It also allows companies to integrate more process together and improve workflow. With automation it also decreases errors and improves productivity.

4. Increased Business Insight: By having more visibility into your supply chain and operations businesses can make better decision and have a better understanding of different needs for their business. It is clearer to see what your trending items are and how to improve profitability.

5. Simple to Train: When companies use disparate systems, often only one person really knows how to use the whole system and it is hard to train new users. With one simple single system training becomes a breeze since there is only one-user interface versus several different ones.

6. Minimal Maintenance: Since you are on one system you will no longer have to manage different support issues from complete different systems. Having it all on one system increases the user’s chance of fixing their own problem and only one vendor to go to. Learning and fixing system is much better for the company.

7. Easier Upgrade Process: Company wide systems upgrades become simpler too. You will no longer have to keep track of several different upgrades and releases and worry about the system crashing. It decreases the tension about making sure integrations are intact and work with one another. If it’s on system and you have the ability to test against the upgrade before hand you experience less problems and fewer headaches.

It’s clear. Moving to a single system for your ERP needs allows companies to grow and become more efficient and profitable. Who doesn’t want that?



 
 
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10 Hottest Sales Tools at dreamforce

From Dreamforce '15: Behavioral Analytics Are Transforming the B2B Sales Process

Billions of dollars have been poured into marketing automation technologies. Given the ability to deliver more relevant and timely information to customers with ease, marketing has gained enormous benefits.

Despite all the advances in marketing automation, however, sales teams have been stuck in the Dark Ages; working with dated technology to connect with a changed, modern-day buyer. But not anymore.

At Dreamforce ’15 in San Francisco this month, more than 150,000 attendees from 90+ countries got a glimpse of the future of sales, and that future is analytics.

Massive amounts of data harvested by robust and comprehensive analytics will supply insights that can transform sales processes. Powered by these rich and sophisticated analytics, advanced technologies will give organizations new insights to engage with and serve customers more effectively – from deeper insights that personalize the customer experience to improved sales forecasting, and modernized prospecting.

The latest Salesforce research shows that top organizations are already three and a half times more likely to use sales analytics.

“Over the last 10 years, the sales industry has witnessed a disruption. Due to the innovation of Internet cloud-based business transactions and an upsurge in sales technology development, the sales profession is in a state of rapid modernization.” James W. Phillips, Business Intelligence Analyst

Modern Sales Buyers Have Higher Expectations

B2B buyers have become “Amazonized.” They do their own online research, and leverage social channels and referrals, to find out everything they can before reaching out to a vendor. Yet, according to Accenture’s Yusuf Tayob in his Dreamforce session “Embracing Digital Disruption to Power Sales Growth,” this ‘non-stop customer’ still expects the best experience possible.

This requires personalization. Modern-day buyers want to deal with sales reps who understand them and their industry problems, and who know where they are in the buying process to give them the best experience.

Furthermore, they want vendors who respond ASAP to their needs. To allow modern buyers to “have it all” requires modern sales technology that includes automation and analytics. Tools that marketing has had for a while, but specifically built for sales.

Altered Buyers and Altered Processes Are Driving New Technologies

Automation and analytics tools are becoming available that change the playing field in sales. Sales acceleration tools, with their ability to deepen customer understanding to personalize the sales process, is one top category.“

Personalization: the Key to Stronger Customer Relationships

A 2015 Harris Poll study showed that an overwhelming majority of executive level buyers want more personalization in sales interactions, yet more than a third add that they rarely get any. Since 95% of respondents say they’d be more likely to respond to personalized outreach, sales organizations need to pay attention.

In addition, in recent research, Aberdeen Group reports that best-in-class companies that personalize content down to the sales rep level achieve up to a 36% higher conversion average and a 21% stronger lead acceptance rate.

New tools that deliver engagement analytics can unveil buyer interests and behaviors that empower sales teams to personalize their interactions. With analytics, teams can see how frequently a prospect engages with their content, and get profile data for recipients of forwarded information.

This can help you spot other stakeholders quickly. Also significant is the fact that these tools show when there isn’t interest, so teams can get to a “no” faster and turn their attention to more promising opportunities.

Speeding Up the Sales Process

Personalized outreach and deeper analytical insights ultimately mean an accelerated sales process that eliminates wasted resources and reduces customer acquisition costs. There’s still a lot of progress to be made when it comes to enhancing the sales process and engaging prospects more effectively, but it’s refreshing to see how much progress has been made in recent months.

10 of the Hottest Sales Tools at Dreamforce ’15

For sales teams, the most challenging facet of leveraging available technologies and solutions often involves sorting through the noise and identifying which tools are available. But there’s no doubt that prescriptive and behavioral analytics are key for best-in-class sales organizations to serve today’s non- stop customer.

Here are ten sales tools that deliver advanced analytics that made a particular splash at this year’s Dreamforce conference:

1. 6Sense

“Focus on customers who are ready to buy now, and keep tabs on the prospects making their way through the funnel.” That’s what 6Sense’s predictive intelligence technology does for sales teams. It essentially prioritizes contacts and helps reps understand where leads stand in the sales cycle.

2. AscentERP

With AscentERP, the days when sales reps had to call the warehouse to see if an item was available are over. This rich and insightful tool gives sales reps the visibility they need to manage customerinter actions with extra skill and enhance the end of the sales cycle.

3. Axiom

Axiom claims it can “take the guesswork out of sales” with its Integrated Selling Suite, which empowers sales teams to make educated selling decisions for better forecasting accuracy. The forecasting feature works by using real-time win probabilities that are calculated from advanced algorithms, and aligning that information with customer-specific data for highly accurate and dependable sales predictions.

4. Axtria

Over the past few years, Axtria has worked with a handful of Fortune 500 companies to transform the way they handle sales forecasting and predictions. Specifically, the firm helps clients leverage sales planning through its Axtria SalesIQ platform, which is a “comprehensive and tightly integrated framework that ensures that the same data, models and assumptions used to drive the strategic decisions permeate across tactical plans and operations.”

5. Birst

While CRM reports are helpful, Birst attempts to unify customer data, sales reports, revenue, and pipeline data into a consolidated forecast that enables sales teams to create more predictable revenue streams, based on everything from historical win rates to the “digital body language” of customers.

6. LiveHive

As the firm’s website suggests, “LiveHive uncovers ways to trim inefficiency and improve your team’s productivity, email effectiveness, and follow-up timeliness through automation and engagement analytics.” LiveHive’s power lies in its deep and comprehensive content engagement analytics.LiveHive lets sales leaders see how, and how often, reps are engaging to build best practices for the team, and reps get real-time alerts about how prospects interact with their emails and content, so they can prioritize them. With intelligent email sequencing and automated templates, LiveHive helps speed the buying process and allows teams to refine their sales models.

7. PeopleLinx

Using dozens of different data sources and insights, PeopleLinx’s predictive analytics technology recommends which actions salespeople ought to take, and at which time, in order to be most successful. Then it measures and reports on the success of the activity and tailors future actions accordingly.

8. PFL

One of the most unique sales tools on the market is PFL’s SwaqIQ software solution, which connects with the Salesforce Sales cloud to provide sales teams with new ways of connecting with clients and prospects. The platform uses predictive analytics and rule-based tasks to inform sales reps of the right time to send a gift to a prospect, and what the right gift might be.

9. TalkIQ

Sales reps waste too much time trying to record information and not enough time engaging prospects. That’s where TalkIQ comes into play. Among many other features, TalkIQ is able to transcribe conversations in real-time – eliminating the need to take notes and ensuring sales departments have accurate records that are easily searchable.

10. TopOPPS

According to its website, “TopOPPS is a sales pipeline and forecasting predictability solution thathelps sales teams focus on the best leads and opportunities in the pipeline so they can be moreeffective with their closing.” Using automation and intelligence, the company claims that reps can sellup to 25 percent more and shorten sales cycles by as much as 38 percent.

Looking to the Future of B2B Sales

By 2020, there will be more than 33 billion internet-connected devices around the world. This strongly implies there will be billions – even trillions – of data points for sales teams to get their hands on. That’s what’s so exciting and heartening about these new technologies.

Sales analytics and acceleration tools are giving sales teams the ability to capture information andcreate more advanced, data- driven sales strategies that meet prospects precisely where they are in
the sales cycle.

John Rampton is the founder and CEO of Due, a company helping small business owners from around the world to easily manage their accounting online.
 

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