Sales Intelligence for industrial companies

Vecta 'Sales Intelligence' sales and marketing software for industrial companies.

Traditional CRM passively supports conventional sales techniques, often designed to drive 'new customer acquisition', but providing little in the way of delivering insight into the customer buying patterns of the all important existing customer base and so is unable to drive the sales effort.

It is designed to help salespeople record soft customer information, but it is much less effective for identifying new customers or retaining and selling more to existing ones.

A good Sales Intelligence system however will include advanced CRM style contact management functionality and but will also extract the critical operational information it needs from existing back-office and accounting systems, which means there is no need to invest in an expensive CRM or BI solution.

It also avoids the long implementation period of traditional BI solutions that have to be built-to-order often by the user, and avoids the typical data 'overload' caused by the BI system when it is up and running.

Sales Intelligence is designed specifically around this premise that successful sales depend on identifying the right opportunities at the right time.

All the information needed to find new sales opportunities and identify customer issues is somewhere within your company's databases, and Sales Intelligence software simply automates the extraction of this knowledge and delivers it to the sales team.

Provided by vendors such as Vecta, it works by monitoring and analysing the buying patterns of customers by drawing data from existing accounts and enterprise software.

Irregularities and other trends in customer spending will trigger alerts that translate into sales leads delivered straight to the relevant sales representatives.

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