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BY THE NUMBERS® was initially spearheaded in 2001 when the owner of a small commercial business, who had spent a significant amount of money on advertising, found no software available to break down the actual cost of advertising in conjunction with salespersons' closing ratios and cost of sales. He knew that some of the advertising monies he used was working, but he did not know which ones. He also realized that some money could have just as well been tossed into a big hole because there was absolutely no return on the investment. The problem was that he didn't know where that big hole was!
There are countless CRM programs out there that do all the rest of the stuff; however, the tedious system of entering information, then having to input into another program, only to have very basic information as an end result, was frustrating. It required quite a few hours every day and every month from one person just to keep up with this data. Any time anything changed (jobs cancelled, change orders, etc.) all of the information was then incorrect. It was frustrating to have to pay an extra person JUST TO TRACK THIS and end up with OLD, INACCURATE INFORMATION despite the best of that person's abilities. So, the task to create a program became also a need to make it "user-friendly".
Out of sheer frustration of not being able to find software for his needs, he had it created for his own use on an Access Platform and has been using it ever since. Recently, a particular vendor came to visit his office. When he was shown some of the reports that showed very specifically BY THE NUMBERS®, and left absolutely no doubt as to the actual statistics of what money was best used where, and which salesperson was best on which type of lead, that vendor asked to buy the software. This prompted Warren to invite some other vendors, advisors, and software developers in to discuss the idea. Thus, BY THE NUMBERS® was re-created on a more user-friendly platform that could be used as SMMS, Sales and Marketing Management Software. It also performs the traditional Customer Relation Management tasks.
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BY THE NUMBERS®
was created to satisfy
the following needs:
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Cost per lead from every advertising source.
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Dollars of work from
advertising sources vs.
dollars spent on advertising
sources.
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Sales reps closing ratios
or "conversions ratios".
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Which lead sources sales
reps are strong with and
which ones they're not.
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Overall closing ratio from
each lead source.
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Overall acquisition cost
from each marketing source.
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Automatic updating with
any change.
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Do all of these at the touch
of a button for any time period
at any time!
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