Talk:Sales process/Archives/2011

Sales Process and CRM links

It is interesting to see how providers of CRM (Customer Relationship Management) systems are beginning to work alongside the providers of sales processes. This collaboration means that the electronic tools that support the sales processes can use the information that is held in the CRM and the analysis that is produced can be shared across the range of individuals that may be involved in any sales opportunity.

Typical providers

CRM systems can be either installed applications or provided over the web by application service providers (typical ASPs in this area are salesforce.com and Siebel) and sales process tools are typically provided by the well known names in the market place (such as Sales Result Inc. with their Paint-The-Picture® strategy, and Huthwaite International with their SPIN® face-to-face sales skills model and Major Sales Process toolbox).

Expanding the Tasks Included in Sales Process

Marketing efforts are designed to create qualified leads. However, as often as they do, they don't. In sales settings where the average cost of a face to face sales call is hundreds of dollars, sales professionals are trained to apply some initial criteria to convert a contact into a lead. Miller Heiman: The New Strategic Selling(bibliography previously cited) dentifies these criteria as the Ideal Customer Profile.

Initial qualifications may include the willingness to exchange information, an indication that the contact is willing to find a mutually beneficial solution, and that the contact has the ability and authorization to proceed with the sales process or is willing to identify those who do. The emphasis on the "willingness" is intentional as a successful transaction benefits both buyer and seller, a part of virtually all CRM programs that mesasure customer satisfaction. Kingscuptrophy (talk) 17:19, 18 March 2009 (UTC)Kingscuptrophy (talk) 17:18, 18 March 2009 (UTC)