Showing 1-20 of 336 products
With its cloud-based, customer relationship management platform, HubSpot helps companies of all sizes track and nurture leads and analyze business metrics. HubSpot is suitable for any B2B or B2C business in a variety of segments, including... Read more
Recent recommendations: 336 recommendations
FreeAgent CRM is a cloud-based sales, marketing and customer service platform that helps small businesses nurture quality customer relationships. The system works automatically by pairing with the user's email to create and classify... Read more
Recent recommendations: 270 recommendations
Thryv is a cloud-based customer relationship management (CRM) solution designed for small businesses across various industry verticals. Features include appointment scheduling, billing and invoicing, contact management, reputation... Read more
Recent recommendations: 209 recommendations
Infusionsoft by Keap is a cloud-based sales and marketing solution that offers customer relationship management (CRM), marketing automation and e-commerce functionalities in a suite. It helps small businesses across various industries... Read more
Recent recommendations: 185 recommendations
NetSuite CRM+ is a cloud-based customer relationship management (CRM) solution for small and midsize organizations. NetSuite caters to thousands of customers across a wide range of industries including wholesale distribution, manufacturing,... Read more
Recent recommendations: 126 recommendations
The Salesforce cloud is an on-demand customer relationship management (CRM) suite offering applications for small, midsize and enterprise organizations, with a focus on sales and support. The Salesforce app has capabilities that... Read more
Recent recommendations: 124 recommendations
Zendesk Sell (formerly Base) is the web and mobile-based customer relationship management (CRM) application that allows B2B and B2C sales professionals to manage sales, track leads and engage proactively with customers from anywhere.... Read more
Recent recommendations: 121 recommendations
AmoCRM is a cloud-based customer relationship management solution that helps users manage the sales pipeline. Users can receive feedback and reports about the performance of salespersons. The solution offers lead scoring and nurturing,... Read more
Recent recommendations: 89 recommendations
Claritysoft is a cloud-based customer relationship management (CRM) solution designed for midsize and large enterprise businesses. It offers sales automation, customer service and support, marketing automation and social CRM within... Read more
Recent recommendations: 80 recommendations
Freshsales is a cloud-based customer relationship management (CRM) solution that helps businesses across different industry verticals to manage their interactions with existing and potential customers. Key features include one-click... Read more
Recent recommendations: 33 recommendations
FunnelMaker is a cloud-based customer relationship management (CRM) solution designed for businesses of all sizes. The solution offers a user dashboard and helps in automatic sales tracking, email tracking and opportunity management. FunnelMaker... Read more
Recent recommendations: 29 recommendations
Mission Suite is a cloud-based customer relationship management (CRM) platform for small to midsize businesses that helps automate day-to-day sales and marketing processes. The software enables teams to track sales pipelines, create... Read more
Recent recommendations: 26 recommendations
BNTouch Mortgage CRM is a mortgage-specific CRM system that offers mortgage brokers and bankers alike a solution featuring marketing automation capabilities. The software offers features for each step of the mortgage process, from... Read more
Recent recommendations: 23 recommendations
Pipeliner CRM delivers dynamic visualization of the pipeline, sales process and sales activities. Its visual contact management allows users to gain a comprehensive view of their customers and prospects and even map out how they are... Read more
Recent recommendations: 20 recommendations
Bpm'online is a process-driven customer relationship management (CRM) solution for marketing, sales and service automation. The solution allows companies to manage the customer lifecycle from lead to sales and to ongoing customer service. The... Read more
Recent recommendations: 19 recommendations
CINC Pro is a cloud-based customer relationship management solution catering to businesses of all sizes in the real estate industry. The solution offers a native mobile application for Android and iOS devices. Key features allow users... Read more
Recent recommendations: 19 recommendations
Boomtown provides marketing and sales automation solutions for the real estate industry. Through Boomtown, brokers can select and customize a lead generation website, track and nurture leads, and monitor team success and sales. The... Read more
Recent recommendations: 17 recommendations
Firepoint is a cloud-based lead generation and business management solution that caters to small and midsize businesses in the real estate industry. It helps users manage leads, track team activities and report key metrics. Firepoint... Read more
Recent recommendations: 15 recommendations
Hatchbuck is a sales and marketing solution designed for small to midsize businesses. The integrated solution offers combined sales automation, marketing automation and email marketing features. Hatchbuck is a good fit for a wide range... Read more
Recent recommendations: 12 recommendations
LeadMaster is a SaaS-based all-in-one lead management solution that offers capabilities to capture, track and follow up with leads. The solution comprises of integrated modules for sales force automation, customer relationship management,... Read more
Recent recommendations: 12 recommendations
There are over 100 sales force automation (SFA) software systems on the market. These systems come in all flavors, including:
We’ve written this buyer’s guide to not only provide a definition of SFA software, but also to provide a lay of the land for software buyers who are trying to make sense of this complex market.
Here’s what we’ll cover:
“Coffee is for closers,” but SFA promises to help the entire team close more deals. Sales management software helps companies manage their reps and their activities. At the individual level, sales automation software helps reps manage accounts, leads, opportunities and customer interactions. Meanwhile, it helps management generate more accurate forecasts and gain better insight into opportunities.
Core CRM sales software functionality includes contact management, lead management, opportunity management, pipeline management, forecasting and territory management. More advanced systems will include modules for proposal and quote generation, order management, marketing automation, collateral management and sales enablement, scripting, computer telephony integration and social media integration.
Best-of-breed sales database software products such as Sage ACT! or Salesforce.com are often implemented as a completely stand alone system or in conjunction with marketing automation and lead management software. Other buyers choose to implement SFA software as part of a complete customer relationship management (CRM) suite, such as Microsoft Dynamics CRM. Finally, SFA can also be implemented as part of an enterprise resource planning (ERP) suite like Oracle or SAP. Which strategy you pursue will largely depend on your need for the SFA system to share data with other customer management or ERP systems, as well as whether the SFA from your existing vendors addresses your current company needs.
Before evaluating sales force automation systems, you’ll need to assess what kind of buyer you are. We believe at least 90 percent of buyers fall into one of the following categories:
Direct sell buyer. These sales management software buyers work for organizations that sell through direct field reps, telesales teams or both. These buyers have the most straightforward requirements and a wide range of providers meet their needs.
Channel selling buyer. These buyers work for organizations that sell through a network of channel partners. These buyers need specialized functionality for passing leads, registering deals and tracking partner performance.
Enterprise buyer. These buyers work for very large organizations, which often have a wide range of selling models. Their goals include unifying activity across channels and integrating their SFA with other enterprise systems—a complex undertaking.
Small business CRM buyer. These buyers work for small businesses moving beyond contact tracking capabilities of products like Microsoft Outlook, and want to add capabilities for lead, opportunity, deal tracking and reporting.
An SFA tool must benefit both managers and the reps. The following are the minimum benefits that should be realized with a successful implementation:
Reduce cost per sale. The critical return for any system is that deals closed increase and the cost per sale goes down. The traditional measures are a reduction in the time from contact to sale, and increase in the ratio of closures to contacts, or an increase in the number of contacts with the same ratio of closures to contacts.
Increase rep accountability. With formal SFA tools and procedures, sales representatives can see exactly what they are reporting to management. Sales reps can also document lead generation and productivity.
Forecast sales more accurately. Sales contact software can track such metrics as conversion rates from leads to opportunities to closed deals, allowing an organization to more accurately forecast. This is particularly beneficial when combined with historical seasonality information.
Improve client retention rates. Coupled with other information from a customer management system, an SFA system can ensure that clients are contacted in advance of contract expiration dates. Contact management sales software can also alert the customer rep to any issues with their client accounts.
Gain analytical insight. Sales automation software consolidates and reports on each representative’s activities, freeing the representatives from mundane periodic reporting and allowing them to focus on selling and customer relations.
As with all technology, there are potential issues with sales management software as well. First and foremost is the risk of compromising client privacy, particularly if it's implemented on easy-to-lose (or steal) mobile devices. This can be mitigated through the use of proper security procedures and encryption technology. A second issue is employee resistance to adoption; some people find the tools too difficult, too limiting, or too intrusive. This is generally a training issue. The third issue is a management issue; SFA tools drastically increase what can be measured and managed but that does not mean that everything should be measured or managed. The granularity of management required varies from organization to organization and even from manager to manager and representative to representative.
These market trends should be considered as you perform a sales force automation software comparison and select a product and vendor.
Software as a Service (SaaS). SaaS solutions have become very popular and comprise greater than 50 percent of new purchases. Low upfront costs and little to no hardware requirements are reasons for the uptake in adoption of online sales software that sits “in the cloud.” Another benefit is increased accessibility, which means that regardless of whether you're a Mac or PC, you can still easily access the software. The dominant leader in this market is Salesforce.com. Buyers should evaluate this new model with an open mind.
Mobile applications. Mobile SFA applications are very popular and changing rapidly. The devices your system supports and the attractiveness of its mobile app will be a huge influence on your team’s attitude toward adopting the system. More and more systems provide integration with the major mobile platforms. Some are even Mac-based, with native integration with iPhone/iPad. For reviews of those systems, you can reference our article on CRM and Sales Force Automation for Mac, or our guide on mobile CRM options. While improving rapidly, small factor devices still present challenges—they don’t always do everything their desktop siblings can.
Social media. Leading SFA vendors are discovering the meaning of social media for business and are capitalizing on developments in that area. In fact, this is driving the emergence of a new market, Social CRM. For example, Salesforce has its Chatter application. Oracle OnDemand interfaces with Facebook, allowing a rep to see if there is anyone they know in common with a prospect. Buyers should consider their social media strategy as they evaluate SFA solutions.
ERP suites offering strong CRM. Solutions from enterprise-suite vendors like Oracle, SAP, Sage, Epicor and Infor have matured—in some cases through acquisitions. Enterprise suite buyers will naturally look to their ERP vendor for customer management solutions, but direct and indirect selling buyers should also consider solutions from these large players. Oracle and SAP are particularly strong in customer relationship management.
While the sales force CRM landscape is highly fragmented and may at first appear confusing, the available programs are differentiated by their appeal to the different buyer types.
|This type of buyer...||Should evaluate these systems|
|Direct buyer||Salesforce.com, Sage Act, Microsoft Dynamics CRM|
|Indirect buyer||Oracle CRM OnDemand, SAP|
|Enterprise buyer||Oracle CRM, SAP, Salesforce.com|
|Small business CRM buyer||Sage Act, Salesforce.com, SugarCRM, Highrise|