Making effective sales through automation

Better management of the sales and marketing of its products is the goal for global business consultancy Frost & Sullivan.

The company's wide range of products and services -- including consulting services, international conferences and training seminars and an online consulting database -- entail very different sales and marketing processes, according Andrew Small, managing director of Frost & Sullivan Europe.

"We need an SFA solution which is capable of working as effectively in the sale of a single conference seat as it is working with a major client on a $500,000 consulting contract," said Small.

Frost & Sullivan is now using SalesLogix's SFA software to link internal systems such as financial accounting, research and consulting databases, email, and fax.

Using SalesLogix's subscription-based and synchronization features, Frost & Sullivan analysts and clients can create their own customized views of data, while the ability to update data for everyone at once is preserved, according to Greg Head, Frost & Sullivan's VP of International Operations