We’ve been researching and studying and analyzing the sales process and methodology for a long time. Back in 1999, our CRM was called MODE and consisted of three modules: FIND for marketing; TASC for sales; and CARE for after-sales support and service. TASC was an acronym for Territory, Account, Sales cycle, and Contact, and it incorporated the ASPEC technology, although it wasn’t called ASPEC then.
It was, as I said, 1999, and CRM was in its infancy, not really understood as a software tool by most businesses. We wrote a series of ten vignettes illustrating various situations where CRM would solve some business problem and published them as the TASC 10. They are still relevant today, and sixteen years later, here is Number 2 – The local weatherman puts your forecasting to shame.