01
Nov 2023
What is ASPEC?
More than just a product name, ASPEC is an acronym representing the meaning of the core methodology that powers its sales automation functionality. At the heart of ASPEC is a simple, elegant model of a universal sales process translated to be understood in computer software. ASPEC stands for Automated Sales Process Engine for the Computer. Let’s look at that in detail. Automated ASPEC really assists in managing many ongoing sales
01
May 2023
Anyone for Tennis?
I played tennis when I was a kid. I liked it a lot. I preferred one-on-one sports to team stuff. I don’t play now, but I watch the big stars playing, mostly because my wife loves those guys. I once wrote about the importance of statistics in baseball, with a view to applying that way to sales. Metrics have now become one of the hottest topics in selling. Tennis is
17
Apr 2023
What is the start of the sales cycle?
I saw this question raised recently in a sales forum and it seems that the answer should be obvious. But to many salespeople that’s not the case. Now that CRM and SFA systems are getting more common it’s becoming more important to enter start dates and to try to get them right. The real problem is that unless you have a consistent, realistic estimation of when the sales opportunity begins,
In one of our previous posts, we started demonstrating why ASPEC is sales-centric. We were talking about 4 core competencies – or skill sets – of selling, that are embedded in ASPEC. These 4 pillars are the Territories, Accounts, Contacts and Sales Opportunities management skills. Sales reps cannot work with only fragmented information that is out of context. We began by showing how the navigation in ASPEC supports these skills
21
Nov 2018
Introduction to Sales Centric
ASPEC is a sales-centric application. Salespeople feel comfortable with it, as it is designed to make sales related activities easier to accomplish. Background information for the sales is accessed easily, and when retrieved will be accurate and consistent. Sales strategies are constructed quickly because ASPEC understands the language of sales. The best news of all is that ASPEC uses real intelligence to share with the salesperson on the critical decisions
04
Sep 2018
One size fits all. Or does it? – Part 3
Jarka Jarmola continues her story on how to make the CRM software fit like a glove! In the Post 1 we talked about how to modify or augment a standard out of the box CRM software app to make it suit your exact needs. The options are customization and configuration, and in Post 2, the ins and outs of customization were on the table. Now, we move onto configuration. Configuration
01
Aug 2018
One size fits all. Or does it? – Part 2
Customization… and beyond In the last post we described Customization and Configuration, two different approaches that change the behavior of a standard application to addresses customers’ unique needs. In this post we take a closer look at the ramifications of modifying and maintaining custom software. Maybe you heard that customization is complex and expensive, but worth the effort – they say that tailor-made software is the best solution to all