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“Aside from the nearly 65% of marketers who cannot track return on investment (ROI),” Friedman comments, “On a scale of 1-10, with 1 being extremely dissatisfied and 10 being extremely satisfied, 85% rated the quality of their sales force automation or customer relationship management (SFA/CRM) programs at 7 or less, and 55.9% rated their satisfaction at 5 or less.” When respondents were asked if they track marketing ROI, only 14.6% said they do it within the SFA/CRM system. 20.5% of marketers track ROI, but not within the SFA/CRM system itself, and 64.9% don’t track it at all. James W. Obermayer, executive director of the SLMA ...
Are there more than six ways to prove the ROI for inquiries? Probably, but these basic six ways to prove the ROI will start you off. 1. Salespeople report: The best way. In this instance, salespeople report on the disposition of every inquiry through your CRM system, SFA contact management program or ASP vendor. If you sell direct you have the control to make this happen. If you sell indirectly, you’ll probably use one of the following methods. 2. Compare invoices to inquiries: The most accurate way. If you sell direct and have the names of people who buy from you, you can compare ... Read More
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