My business has been CRM and SFA since the days that those terms first originated. Our products have evolved over the years to incorporate new technologies and business ideas. CRM has revolutionized the way companies communicate and interact with the customer, leading to a win-win of a better customer experience and a more lucrative business model. Interactions with the … [Read more...] about Trillion Interactions
Archives for June 2015
Following in the theme of my last post, I ran across the results of a survey done by Harvard Business Review on the move from outside to inside sales. You can find it here. The writers surveyed over a hundred companies in high tech and business services. Over fifty percent say they are moving from an outside (field) sales to an inside sales model. I found a few of the other … [Read more...] about HBR Article On The Move To Inside Sales
First what is an outside salesperson. It must be the opposite of an inside salesperson, right? Yes - according to Ken Drogue the expert in the field of inside sales: http://www.forbes.com/sites/kenkrogue/2013/02/26/what-is-inside-sales-the-definition-of-inside-sales/ Ken says: "The most pragmatic definition of Inside Sales is simple: inside sales is remote sales. It has be … [Read more...] about Are Outside Salespeople Quaking In Their Boots…
Here’s number three in the “TASC Top 10” tip sheets for sales automation that come from the “legacy” days of SalesWays, originally written by our sister company Ardexus. This one goes to the heart of how ASPEC looks at the sales cycle - as a natural flow of the the communications between the customer and the salesperson as the sales cycle evolves from start to end. ASPEC says … [Read more...] about The TASC Top 10 – Number 3 You don’t know whether to talk or listen at a key customer meeting.
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 w … [Read more...] about The TASC Top 10 – Number 2 The local weatherman puts your forecasting to shame.