Regular HUB readers will know that at SalesWays we are constantly looking to improve sales performance using technology - that’s been a mission of mine since my early career in sales and my first personal computer. This is referred to as “sales force automation” and I’ve never really liked the term. It sounds too military for me—I see images of rows of salespeople lined up in ba … [Read more...] about The Evolution of Computational Selling – What You Need To Know About Sales Automation
In my last post I talked about Lotus Notes—how Notes was the first commercially available software application that positively improved the ways teams of people worked together. This new breed of business application was labeled “groupware.” Groupware emerged as computers and networks became universally available across organizations. Customer Relationship Management (CRM) and S … [Read more...] about The 3 C’s of Groupware: Communication, Collaboration and Coordination
Since it was Teacher’s Day in Brazil last Wednesday, I turn to a discussion that I recently had with students in my classroom about comparing the methods and sales models implemented in sales force automation with GPS applications. While the GPS takes us from where we are to a certain destination we want to reach, sales automation supports the sales professional as he moves t … [Read more...] about Getting Somewhere – Interactive Sales Automation As Your GPS
For decades, projects that involve some kind of computer technology and information systems of any nature have inexorably fallen into the realm of the information technology department in order to be analyzed and approved or rejected. When business areas begin to evaluate a new application for use, the first question asked -- is IT involved? Perhaps the better question would … [Read more...] about Who Invited IT? Why Sales Automation Shouldn’t Be a Technology Decision.
Dealing with probabilities is a way that gives greater consistency and credibility to the projection of future business. When addressed through the answers to three simple questions (Will we get the business? What is the assurance that there will be business? When will it happen?), we define what we call the "essential aspects of opportunity" and introduce a sense of urgency … [Read more...] about Building a Profitable Opportunities Portfolio Using Priority