We have recently released a new version of ASPEC that has added Accounts, Contacts and Interactions to our Sales Tracking and Opportunity Management functions. Some call this CRM, others call it Sales Force Automation. I tend to view ASPEC 4 as true Sales Automation. As usual, however, there is no standard definition out there on what Sales Force Automation actually is – some say it includes inventory management while others define it literally as the automation of sales tasks.
I mention the distinction because there is a resurgence in what seems to be called “Sales CRM.” Startups and Investors have recognized there is a large market opportunity in CRM, specifically for the sales organization. There are a number of relatively new players in this Sales CRM market, and their focus is almost entirely on sales process and opportunity management. They all agree one thing – the established current CRM vendors just aren’t cutting it with helping sales people and sales teams win more business, be more disciplined, and be more productive.