CRM) processes and technologies, a new report claims.

Technology analyst Aberdeen Group suggests that CRM solutions are benefiting smaller firms who can suffer from problems relating to fragmented customer data.

CRM applications can help businesses to obtain and retain market share and customers by providing employees with an accurate picture of customers.

The report states that CRM software and processes can improve productivity, enhance business performance and control costs.

Peter Ostrow, Aberdeen vice president, said: "Best-in-Class companies must conduct win-loss analysis on a regular basis. They need to know why proposals are or are not accepted in order to identify areas for improvement in pricing strategy, marketing messaging, and sales processes."

A poll of over 120 enterprises in February this year revealed that best-in-class firms used CRM to improve the performance of their sales forces and develop an idea of future prospects.

The study, CRM in SME: Sized to Fit, identified a 27 per cent rise in the size of average deals by best-in-class small enterprises and a 16 per cent decrease in sales cycle time, year on year." /> SMB market 'untouched' sector for consultants
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News Article - 08 November 2007
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Small to medium-sized businesses (SMBs) are not only being ignored by the government but also by big consultancy companies, claims consultant-news.com.

Research by BT Business revealed that there are 4.5 million SMBs in Britain, contributing nearly £967 billion to the economy and employing ten million people.

However the study found 85 per cent of SMBs feel they do not get enough help from the government. Consultant-news.com also claims many do not get adequate business advice and therefore rely on fragmented information from various banks, the internet and product suppliers.

"When you talk to SMBs, many don't know where to turn to get advice on business and technology," Rai Meghani, head of Lexmark's Marketing, Printing Services and Solutions Division told the website.

"They feel they can't afford consultants and rely on word-of-mouth, publications awards and product reviews."

She suggested that many SMBs would pay more for advice and it is therefore an untouched, potentially lucrative market.

The government's proposed reforms to capital gains tax are claimed to negatively impact SMBs. It could mean an 80 per cent increase in some business owners tax when they retire.

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