Software in sales
We've looked at the limitations of CRM – or rather, at the point where the technology stops and the human skills need to take over. But CRM systems are not the only ones that can help the seller to do a good job if he or she has the right strategic, persuasive and investigative skills. An example is Evaluator, from Shark Finesse, a tool that runs every capital investment proposal, in all its detail, through a rigorous set of criteria to establish what it will mean to a buyer in terms of Discounted Cash Flow, Net Present Value and Payback Days.
In a sales call, one minute the seller is asking the buyer for key cost/benefit data, the next, he is demonstrating why the proposed solution is such a good investment. It certainly enables a seller to make a compelling financial argument and it gives the 'sponsor' inside the customer company a powerful means of making his or her case to the board, when the seller isn't there. After all, the facts and figures can speak for themselves.
Meanwhile, Huthwaite continues to canvas views from our clients and other interested parties on how (if it all) they would like our strategic and sales tools (Campaign Overviews, Key Player Maps, T forms etc) in electronic form. We currently provide them in a variety of ways, according to customer demand, but would having these tools in a standard way, included as part of our training and consultancy implementations, be of real benefit to you? Please tell us.
