How accurate is your sales forecast? According to the latest survey data from CSO Insights, less than 50% of pipeline opportunities close as forecasted. So why have all the massive recent investments in CRM systems failed to improve the situation?
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SELL THE DIFFERENCE: Establishing your Unique Solution Value
By the way, I wrote the first version of this article nearly two years ago - and the striking thing is that I’m still coming across CRM implementations that bear little or no relation to how their most promising prospects actually buy, or what their top performing sales people actually do.
Most B2B sales organisations have some sort of CRM system in place - or are planning to invest in one. Yet I still keep coming across basic errors in implementation and usage that prevent CRM applications from being valuable sales tools and which turn them instead into sales prevention systems...
I’ve written before about the potential of Salesforce.com’s recently-launched Chatter application to drive intracompany collaboration. Now the latest news from Salesforce, suggests that Chatter has already succeeded beyond their wildest dreams, being deployed by 60,000 of their 87,000 paying customers.
How accurate are your sales forecasts? According to the latest research from CSO Insights, less than 50% of deals close as originally forecasted. A significant number never close at all. Think about it - the average sales forecast is no more accurate than tossing a coin. And let’s not even go near the idea of monkeys and Shakespeare.
Today during his keynote at Cloudforce 2010 in London’s Royal Festival Hall, Marc Benioff, Chairman and Chief Executive of Salesforce.com, launched Chatter Mobile to the usual adoring audience.
I am sure you'll enjoy his perspective - over to you, Donal...
Most sales organisations have some sort of CRM system in place. Many have made significant investments in the system. Yet simply implementing CRM – just like just running a sales training course – offers no “magic wand” for improving sales performance. In fact the energies expended on them are often wasted.
Time after time, we come across Customer Relationship Management solutions that bear little or no relation to how a vendors’ most promising prospects actually buy, or what the vendors’ top performing sales people actually do.
You've found a well-qualified prospect with an urgent need that you have a superior solution for. You've helped them through the sales process and other competitive vendors have been eliminated. Congratulations!