Speeding the Sales Cycle With D&B for SugarHow the Quality of Your CRM Data Can Make A Difference In Your Sales Success

D&B for Sugar

Speeding the Sales Cycle With D&B for Sugar

Murray KiefferDirector, Strategic Alliances Dun & Bradstreet

Martin SchneiderHead of EvangelismSugarCRM

Agenda

How’s the Quality of Your CRM Data? The Sales Professional’s Data Challenge The Solution Using CRM Data to your competitive advantage

Speeding the Sales Cycle With D&B for Sugar

How’s the Quality of Your CRM Data?

Speeding the Sales Cycle With D&B for Sugar

“Poor data quality drains a company on average $8.2M annually in squandered resources and expenses for operational inefficiencies, missed sales and unrealized new opportunities.”

Gartner

Sales & Marketing professionals can get lost in a sea of data.

Speeding the Sales Cycle With D&B for Sugar

Every hour enough information is consumed to fill 7 million DVDs

90% of the world’s data was created in the last 2 years

75% of digital information comes from individual

2.7 billion “likes” are posted on Facebook daily & 30 billion pieces of content

250 billion emails are sent everyday

More data crosses the internet every second than the amount that was stored on the net 20 years ago

Data is growing by a minimum of 50% per year

BigData

And your CRM’s corporate data is changing rapidly…

Speeding the Sales Cycle With D&B for Sugar

BusinessAddresses

TelephoneNumbers

CompanyNames

New BusinessFormed

BusinessesClosed

Change in CEOLeadership

120Changes in30 minutes

75Changes in30 minutes

15Changes in30 minutes

30Changes in30 minutes

10Changes in30 minutes

20Changes in30 minutes

499,200changes in a year

312,000changes in a year

62,400changes in a year

124,800changes in a year

41,600changes in a year

83,200changes in a year

Source: D&B and the Sales Research Institute

This leaves Sales & Marketing professionals asking the same questions:

Speeding the Sales Cycle With D&B for Sugar

How do I target the right customers?

How do we exceed customer expectations?

How do I create unlimited growth?

How do I build a strong pipeline?

These questions are reflected in various industry reports.

Speeding the Sales Cycle With D&B for Sugar

More than 70% of sales teams say they need integrated customer insight in their CRM to meet their sales objectives.Source: Forrester Research

A telling 63% of B2B marketers say they’re unsure if their marketing mix is effective.Source: Crain’s B2B Magazine

54% of marketers report that managing and integrating data from a variety of sources is the biggest obstacle to making smarter use of customer analytics.Source: Forrester 2012 Global Customer Analytics Online Survey

Sam, Sales

Challenges– Spends too much time researching and not enough time

engaging – Enters data manually as he finds it– Sells blind – needs context – Needs to reach the right contacts in target company.

Speeding the Sales Cycle With D&B for Sugar

Sam, Sales

Solution– Look up company and industry information from within

Sugar– Auto-populate data into appropriate fields– View and select contacts to approach– View related companies for cross-sell potential

Speeding the Sales Cycle With D&B for Sugar

Sam, Sales

Results– Higher productivity (less time researching, more time

selling)– Deeper insight and talking points with company and

industry news and information– Faster sales from higher effectiveness and better

targeting

Speeding the Sales Cycle With D&B for Sugar

Thank You!

Martin Schneidermschneider@sugarcrm.com@mschneider718

Murray Kiefferkiefferm@dnb.com@murraykieffer

Speeding the Sales Cycle With D&B for Sugar

Be sure to go to www.dnb.com/partner/sugar to see a demo.

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