Tuesday, October 6, 2015

Sales Process Management is the answer.



From an international discussion group put on by a leading technology group, the question was why to

sales people hate and don’t use sales force automation.

From the leader of the group –

“Based on these responses (over 350 were received) here is what I have concluded....The reason sales

reps hate salesforce automation is not because they hate change or feel threatened by having to share

information with the company... the reason why most sales reps hate salesforce automation is because

more often than not the tool is designed by someone other than sales with a bias for making the senior

management team happy by offering them certain data and the belief that with this information they

will be better equipped and able to manage the company’s performance. It is in this scenario that sales

reps becoming frustrated with having to input data and seeing no perceived benefit, other than helping

their managers to micromanage their sales activities.”

Some of my observations in the group and talking to my fellow group members: no one challenged the

fact that the vast majority of sales people felt traditional salesforce automation (CRM) was more

harmful than helpful, no one disputed that there was no data to support the use of salesforce

automation, and no one felt they could do any better to make it work than the case studies showed.

Many of the arguments were against the use of automation; they argued that they were “professionals”

and didn’t need the heavy hand of a management tool.

The one single point from the whole three month exercise is (I could have told them going in) no

perceived benefit! Salesforce automation (CRM) after 30 years still has “no perceived benefit” to the

selling process.

My explanation based on what is missing, CRM promotes no best practices, no clear path to success, no

knowledge driven process, no repeatable results, no efficiency, no system, measures, or data. It fails to

bring consistency, set expectations, improve and learn which inhibits growth, ROI, development, and

forecasting. If you recognize that there has to be a better way, there is!

Check out sales process management SPM, the new and true sale force automation from

ProspectStream.


Tuesday, September 1, 2015

One of the hot terms top MBA programs use today is “Evidence Based Management”



What kind of evidence are we talking about?

Facts—measurable and repeatable - This information is first concerned with the strength of the

campaign and the message being delivered to your prospects (often called the result) and around our

sales activities and skill (referring to the effort). Secondly, how good are we at our work and are we

asking the hard questions… gathering the data? The strength of any sales effort is in the knowledge we

build. Are we creating an intelligent database of all our prospects?

The evidence we have collected over years of developing ProspectStreams 3rd version shows that there

is a best statistical/process model. Finding your best model will yield a 300% to 400% increase in new

sales development productivity—a big increase by any standard.

What is the foundation of our evidence? Over 3.5 million outbound business development calls. Each

call was measured as well as recorded for effort and results. From this we developed business rules and

a structure that is powerful and (thanks to a brilliant user interface) very easy to use and master.

Through this blog we will dive into the details of how we approach a very difficult topic. We hope this

will be valuable to the seasoned PS3 user and the “newbie”. We don’t hide our passion, but unlike most

other blogs we will back up our claims with hard statistics and numbers.  We look forward to the

discussion.


Friday, August 21, 2015

Management's challenge with “Prospecting Mandates”



It is generally agreed that if we want more business we need more prospecting activity.  This is true

whether we are talking about new account or existing account business.

It is also generally understood by Executive and Sales management that most of your sales organization 

is weak at prospecting.  In most organizations 10-20% of the sales force has some level of natural or 

developed skills in this area, the rest, which is the majority, struggle.  Given that we know that going into 

delivering any mandate regarding prospecting, it is easy to understand why the results we seek generally 

don’t happen.

More importantly, what effort was put into the mandate?  Did it fail because of lack of effort?  Did it fail 

due to a poor qualification approach and message?  Was the prospecting database that we used of the 

right quality?  How many prospects that we approached consider a “no fit”, ever?

What we know is that management (Sales, Marketing and Executive Management) has no real way of 

managing effort and effectiveness.  Not for the sales force, the message or the market.

Up until now, the market has been lacking in a tool/technology to manage this process.  The outcome is 

devastating to the entire organization.  The desired business growth isn’t there, we keep turning over 

new sales people and tremendous cost to manage and train.  Did the sales person fail due to lack of 

effort or effectiveness?

ProspectStream (PS3) can resolve these issues.  Let’s talk about how!


Thursday, July 9, 2015

Introducing ProspectStream’s Mobile App

Introducing ProspectStream’s Mobile App


 

Today List
ProspectStream just got better. ProspectStream announces the release of its mobile app giving access to your “Today” list allowing quick reference to prospects critical data, history and the ability update as necessary while following your unique sales process.

   Our breakthrough Sales Process Management Software (SPM) organizes and optimizes your sales process in real time, prompts your next move and tracks your success.
Friday, June 19, 2015

Your CRM sotware is failing you.

Traditional CRMs were originally built from the ground up to keep track of customers. Nothing more, nothing less. 


But you’re trying to manage your entire sales process — from prospecting to customer renewal (and everything in between). Your CRM can’t do that simply, predicatively, or in real-time without a lot of make-shift ‘repairs’ or bolt-on software. You end up throwing away more time and money for a product that was never designed to lead you to higher sales.






Learn More