Interview with Peter Dikeman & Rebecca Wettemann

Techniques for Maximizing the Return on

SFA/CRM Technology Investments

The contact database lies at the heart of any successful sales program. Yet, many companies lose upwards of 20 percent of all leads because they never make it into the company’s SFA/CRM program.

The solution: salespeople can just type in the data as required.

The reality: 20 percent of all leads will continue to be lost, because data entry is not what sales people do.

But there is a viable solution, and Peter Dikeman, vice president for CardScan, Inc., and Rebecca Wetteman, vice president of Research at Nucleus Research, will be on hand to discuss techniques for reducing – if not eliminating – the number of leads lost to any sales team, as well as discuss the potential for positive financial return.

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