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 opportunities, all at different points in their sales cycle. To do this ASPEC uses a computer model of the sales transaction constructed from AI principles. This allows many of the characteristics common across sales opportunities to be reviewed, recalculated, and tracked automatically by the computer.
ASPEC always works behind the scenes to monitor the critical phases of the sales cycle and the time left to sell. Not just one, but all of the current sales opportunities are covered. They are prioritized automatically in a workflow with natural language instruction ranging from “handle this one first” to “leave it alone.”

Sales Process
Selling depends on the process. Some salespeople are not conscious of it — it happens without thinking. But most will use an articulated formal process developed through experience for their markets and products. ASPEC recognizes that selling is a reaction to a customer’s efforts to buy. The buying process drives an underlying sequence of steps that forms a universal selling or sales process.
The process that ASPEC uses is derived from the natural ebb and flow of the between customer and salesperson as the sales cycle evolves in time. Detailed, stage-based processes can easily be layered on top of ASPEC, permitting a market-specific tactical approach, if required.

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 opportunities, all at different points in their sales cycle. To do this ASPEC uses a computer model of the sales transaction constructed from AI principles. This allows many of the characteristics common across sales opportunities to be reviewed, recalculated, and tracked automatically by the computer.

ASPEC always works behind the scenes to monitor the critical phases of the sales cycle and the time left to sell. Not just one, but all of the current sales opportunities are covered. They are prioritized automatically in a workflow with natural language instruction ranging from “handle this one first” to “leave it alone.”

Sales Process

Selling depends on the process. Some salespeople are not conscious of it — it happens without thinking. But most will use an articulated formal process developed through experience for their markets and products. ASPEC recognizes that selling is a reaction to a customer’s efforts to buy. The buying process drives an underlying sequence of steps that forms a universal selling or sales process.

The process that ASPEC uses is derived from the natural ebb and flow of the between customer and salesperson as the sales cycle evolves in time. Detailed, stage-based processes can easily be layered on top of ASPEC, permitting a market-specific tactical approach, if required.

Engine

The computer engine that powers ASPEC is fueled by just three succinct user-entered parameters that are used to create an “intrinsic value” of the sales opportunity at any point in time. The parameters are entered when the sales opportunity is first discovered and then updated after critical interactions with the customer, at which point ASPEC evaluates the intrinsic value and stores any change if necessary. The importance of one opportunity to the next can then be evaluated using the intrinsic value.

Computer

The use of computers in selling is universal, especially in mobile and cloud applications. The results can be stunningly effective and can invigorate the selling process, producing great improvements in productivity.

ASPEC depends on a computer model of a universal selling process, designed from the ground up to be understood by the computer. This is “computational selling”. Established mainstream sales methodology predates the personal computer and its use by salespeople. ASPEC changes that—ASPEC represents the fusion of sales and technology, and it is a quantum leap in potential for increased sales productivity.

This is a brief introduction to what ASPEC is. You’ll find lots of information in our blogs on how ASPEC works in practice, and how it makes selling more effective and more fun. The computer engine that powers ASPEC is fueled by just three succinct user-entered parameters that are used to create an “intrinsic value” of the sales opportunity at any point in time. The parameters are entered when the sales opportunity is first discovered and then updated after critical interactions with the customer, at which point ASPEC evaluates the intrinsic value and stores any change if necessary. The importance of one opportunity to the next can then be evaluated using the intrinsic value.
Computer
The use of computers in selling is universal, especially in mobile and cloud applications. The results can be stunningly effective and can invigorate the selling process, producing great improvements in productivity.
ASPEC depends on a computer model of a universal selling process, designed from the ground up to be understood by the computer. This is “computational selling”. Established mainstream sales methodology predates the personal computer and its use by salespeople. ASPEC changes that—ASPEC represents the fusion of sales and technology, and it is a quantum leap in potential for increased sales productivity.
This is a brief introduction to what ASPEC is. You’ll find lots of information in our blogs on how ASPEC works in practice, and how it makes selling more effective and more fun.