Latest insights

Paper-based systems have been part of B2B sales reps’ daily grind for decades. Notebooks, order books, loose sheets, catalogues, WhatsApp messages, saved voice notes, spreadsheets… they all fall under the same umbrella: manual processes that hold your business back. In spite of wild advances in technology, AI, and devices, most wholesalers, distributors, manufacturers, and importers still use manual processes today. Why? Not because they want to stay manual, necessarily. Usually, it’s because digitisation is a bit intimidating, sure. More often than not though, it’s just “the way we’ve always done it”. However, the

Finance and Sales: they’re often seen as the odd couple of every business. Finance says, “Be careful!” while Sales hears, “Sell faster!” And then there’s the endless back-and-forth—forgotten invoices, capturing data manually, paperwork that gets lost somewhere between sales reps’ car seats and the finance office. Spreadsheets and powerpoint reports pile up, sales invoices get delayed, and then the finger-pointing begins. It’s a bit like a sitcom… but no one’s laughing. Technology like Skynamo helps Finance and Sales work together smoothly. Think of Skynamo as a translator that speaks both numbers and targets

Sales technology has been at the right hand of sales personnel everywhere for years. Its development has pushed products and padded pockets with greater ease and consistency than ever before. That is exactly why picking the right models for your company is mission-critical. Doing so means your team has the tools they need to thrive. These choices extend to the CRM software your company relies on for its day-to-day operations. Therefore, investing in the right CRM software ensures your sales team has the data insights they need to close more sales – sending profits and efficiency soaring. Challenges faced by sales

Quality diminishes over time. This is especially true for databases containing customer data. That may sound like a problem for another day, but the truth is, the data decay that will impede your entire organisation is happening as we speak. This is why B2B businesses should invest in top-tier CRM software. In doing so, they protect the data they expended precious resources to acquire while protecting the most important part of any business — their customers. What is CRM Data Decay? CRM data decay happens naturally and under the radar. Causes include — but are not limited to — customer data becoming outdated,

The International Monetary Fund (IMF) recently forecast that growth of the global economy will slow to 3.2% this year. This is down from 6.1% in 2021, and to an even lower 2.9% in 2023. Lasting effects of the pandemic, fallout from the Ukraine–Russia conflict, and rising inflation, food, and energy prices all contribute to this. These macro-economic factors are impacting businesses locally resulting in volatile and unpredictable customer behaviour, particularly in the B2B space. To remain ahead of the curve, it is crucial for businesses to adopt technological solutions which can provide them with the crystal ball

Information is power. Nowhere is this more apparent than in measuring the success of your sales team. Many companies leverage sales data to analyze their past performance and predict their future success. Meanwhile, other firms specialize in gathering customer insights to create highly customized campaigns and programs. Companies used to depend entirely on the merits of their product or their sales representatives’ social skills to find success. These companies are now using data to learn more about their customers and how the market behaves. The advantage of data-driven sales Before, many companies had to depend on

In today’s digital-first economy, data is the new currency. This is why analyzing sales reports has become essential to modern companies’ business. Sales reports enable insight into how agents are performing and what aspects of their strategy need improvement. This allows them to make informed decisions on fine-tuning their processes and improving the overall customer journey. However, generating sales reports is only the first step in developing a data-driven approach to sales. To help you out, this guide will cover the different types of reports you can create, all of the ways you can analyze them, and everything

The presence or absence of customers often determines the success of a company. While having more customers doesn’t necessarily equal success, customer loyalty does. Customer loyalty is a hallmark of successful customer relationship management (CRM). Staying on top of the success of your business requires knowing everything about your customers’ wants and needs. Because of this, you need a CRM database to manage this treasure trove of information. What does a CRM database do, exactly? A CRM database is a tool you can use to store specific information about your customers. All that data gets collected, consolidated,

When it comes to B2B sales, information is king. However, the information needed isn’t about your products or services. Successful sales come from using data analytics to learn more about your customers and current market trends. For example, let’s look at how Netflix uses data to enhance its customer experience. Netflix collects subscriber viewing information to create personalized recommendations for each user. They also use data analytics to gather insights on which shows their audience likes or dislikes. Netflix uses these insights to decide whether to greenlight or reject a new movie or series pilot. Data

In an ever-increasingly digital world, personalised customer relationships are crucial for business success and quality data bridges the gap. However, according to a recent study on the State of Customer Relationship Management (CRM) Data Health, 44% of respondents estimate that their company loses over 10% in annual revenue due to poor quality CRM data which results in the loss of customers. Additionally, 79% of business around the world say that the decay of CRM data has accelerated at an unprecedented rate due to the pandemic. “This is alarming, especially when many industries are still reeling from the fallout of