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Hardy Process Solutions : lots of data, but little insight / Charla Griffy-Brown & Doreen E. Shanahan.

By: Contributor(s): Material type: TextSeries: Publisher: [London] : SAGE, 2016Description: 1 online resource : illustrations (black and white, and colour)Content type:
  • text
  • still image
Media type:
  • computer
Carrier type:
  • online resource
ISBN:
  • 9781473972568 (ebook) :
Subject(s): DDC classification:
  • 658.4038 23
Online resources: Hardy Process Solutions new General Manager, Chris Prazak, was caught off guard when sales declined precipitously after several month-over-month increases. While the company was capturing transactional data, Hardy business analysts had been unable to forecast sales beyond one week. The company had been hovering at about a 30% conversion rate on its sales leads. Prazak believed many qualified leads were not being nurtured effectively through the sales funnel. However, with very little automation supporting their sales processes, he had no way to really know. As Prazak pondered this problem, he realized it was much larger than simply acquiring a more robust CRM. This case study examines this topic.
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Hardy Process Solutions new General Manager, Chris Prazak, was caught off guard when sales declined precipitously after several month-over-month increases. While the company was capturing transactional data, Hardy business analysts had been unable to forecast sales beyond one week. The company had been hovering at about a 30% conversion rate on its sales leads. Prazak believed many qualified leads were not being nurtured effectively through the sales funnel. However, with very little automation supporting their sales processes, he had no way to really know. As Prazak pondered this problem, he realized it was much larger than simply acquiring a more robust CRM. This case study examines this topic.

Description based on online resource; title from home page (viewed on May 3, 2016).

Licensed e-book