ASPEC – the Automated Sales Process Engine for the Computer

ASPEC is the only sales methodology developed specifically to apply modern computer modeling technology and cybernetics to the science of selling, giving you the time and knowledge to practice the art. The ASPEC methodology is built around a simple workflow that guides you through the complete sales cycle. Using a computer model of each individual sales opportunity and your knowledge of the sales environment, ASPEC automatically calculates a Probability value, assigns a Priority among all of your opportunities, organizes your pipeline so you’re always focused where you need to be, and assures that you always know where you are and what needs to be done for success.

ASPEC guides you through a 5-step workflow to guarantee consistent sales success. The interactive, graphical interface makes data entry and review simple and quick, and the patented ASPEC sales methodology saves 20% or more of your workday so you spend more time with customers rather than keyboards.

ASPEC creates a computer model of each individual sales cycle based on three skills-based phases – Probe, Prove, and Close. Using the specific opportunity information, the model keeps you focused the appropriate selling strategies and tactics, and automatically updates and adjusts the opportunity based on any change, including user input, sales cycle length, or simply the passage of time. The model also escalates the priority of the opportunity based on selling progress so nothing gets overlooked.

With two simple multiple-choice questions, ASPEC uses the knowledge of the sales rep to rate both his selling progress and the buyer’s intentions, and then to calculate an accurate and consistent probability of winning. This is the intrinsic value of the opportunity; that is, the value to the salesperson of this specific opportunity within the entire portfolio of open opportunities. It is not a dollar value, it is a success value.

Once ASPEC fixes the current position in the sales cycle (with the relative time remaining) and calculates the intrinsic value of any opportunity, it then can set a Priority relative to all the other open opportunities and their positions and intrinsic values. In this way, ASPEC organizes the entire opportunity portfolio by its current Priority so sales reps can confidently work from top to bottom, knowing they are focused on the opportunity that is most important right now. ASPEC does this constantly and automatically so the list is always current, and opportunities are escalated to the top as time and action warrant.

Accurate and consistent forecasts are created on-the-fly. Probabilities are automatically calculated and updated based on the current status of the customer’s intentions and your selling efforts.

Forecasts can be structured and formatted in almost any way. Pick the type of forecast and the date range you want to include, filter your opportunities any way you want, select a graph type and its done. Save the configuration so your forecasts are instantly available. You can segment your list by month, quarter, or year, and export to most formats.

With ASPEC, you’ll always know where you are and where you’re going, and where you want to be. ASPEC Expert knows, too, and it will help get you there, studying the sales environment right alongside you and offering real-world guidance. Expert dives deep into any opportunity you select and challenges you to think through all the elements of the sale, automatically setting probabilities and calculating priorities that are verifiably accurate and consistent.

Using your price lists, product descriptions, and account and contact information, sales quotes can be automatically created and saved. When you’re ready to send, just open the appropriate MS Word template from your library of templates and click. The Word document is automatically created and ready for review, revision, and sending.

You can include an approval workflow so quotes pass to each responsible person for approval before sending. Quote revisions are identified and tracked so you have a complete history of the transaction.

Easily create and adapt your sales teams to each opportunity. Team members can get notified of any changes to the opportunity, with configurable access roles. Perfect for team selling and sharing information with other people and groups in the organization.

From Campaign and Event design and creation right through conversion to a qualified sales opportunity, ASPEC manages Leads through workflow. As Leads are generated by Campaigns or imported from other sources, ASPEC tracks and moves the Lead through any marketing interactions from initial validation to entry into the database to qualification as an opportunity.

Leads are tagged by their source Event so you can always track both the Event and the Account. They are automatically distributed for follow-up by the appropriate resource. Lead interactions are categorized as marketing-focused for versatile search, display, and reporting purposes. Leads are closed either as Qualified Sales Opportunities or as Closed Leads, and saved for future reference and analytics.

Create, manage, measure, and rate marketing Campaigns of any type including blast emails, advertising trade shows, and any other. Set, schedule, and implement individual events in the Campaign. Tag resulting leads and create follow-up lists to qualify them before moving them to the database.

Categorize any interaction as marketing-focused to differentiate from sales- or relationship-focused interactions.

Create Collections, subsets of your customer list, by setting any criteria and re-use for specific campaigns such as product launches or regional advertising. Lock the Collection or leave it open for new targets as they are created and meet the Collection criteria.

Each Campaign can have an unlimited number of Events, and Leads and Contacts are all associated with the Event so you know where they were sourced, and how effective that event was in meeting your goals. Event descriptions include the name, the type of event, its status, and start and end dates. Targeted contacts can be selected from the complete database or saved Contact collections, and attached to the event.

Each Event can be tagged to automatically create a specific Follow-up List of all responses. Follow-up Lists can both measure the Event success and assure timely follow-up of a targeted list of potential customers interested in the theme of your Campaign and Event. The Follow-up List is an integral part of a workflow to manage lead generation from Campaign inception through conversion to a sales opportunity.

Collections are subsets of the contact database created through the powerful ASPEC filter feature. Any fields can be used, including custom fields, to define the criteria for inclusion in the Collection. Unlimited numbers of Collections can be created and re-used as appropriate. Collections can also be locked as static or set to allow to entries as the database expands and new contacts meet the Collection criteria.

Interactions can be designated as marketing-focused for filtering during searches, and for selecting the Interactions to be displayed on any Contact, Account, or IBO record. This reduces clutter and allows different functional groups to see only what is important to their work.

ASPEC maintains a complete database of every product or service (device) including its ownership and service history. Use the won opportunities to create a device record linked to the customer account recording the device purchased. The device record includes product categories and models, serial numbers, details of the device purchase, delivery, and ownership, complete billing information such as warranty and service contract agreements, and a complete log of all service requests and work.

Every Service Request gets a unique record including all trouble-ticket information regarding the problem, cost, and resolution. Service histories are linked to the customer and to the specific device so you have a complete record of every activity associated with them. Information gathered and stored includes the problem summary and detail, device type and history, and all relevant request details. Service requests are the source of optional technical assessments of the problem and assignment of service activity and schedule.

Service activity is tracked through internal Service Orders recording all resolution steps and results, and billing information including those covered by Warranty and Service Contracts. All time and expenses are recorded for billing and reporting.

ASPEC includes the ability to track the cost and price of service and support for warranty and service contract purposes. Billing Phases record the start, duration, and expiration of any contracted support. This information is included on the device record and any service interactions and linked to Service Requests and Orders for review and documentation.

Over time, a complete service history for every product and user group will accumulate. This information is readily available to the service team and others to assist customers and for full awareness in any customer interaction. Filters on the widget allow viewing Service Requests by Status. Users click Service Request to see the Service activities related to that ticket.

Knowing all there is to know about the customer and your sales opportunity is what CRM is all about, and your ASPEC customer information is accessible anytime, anywhere, and it can immediately be shared between devices. ASPEC’s responsive design makes viewing data on smaller screens clear and easy. Easily enter critical customer information in ASPEC from wherever you are and see it on any device from any point in the application with just two clicks.

CRM user adoption depends on one thing only – give the user back more than they invest. Favorable cost/benefit. ASPEC’s simple and informative user interface makes use a breeze. Fun, even, with the interactive ASPEC IBO Analysis that lets you game-play different scenarios and test your knowledge against ASPEC Expert.

Easy navigation and all relevant Information on any one page makes review and comprehension virtually instantaneous.

Create and configure a virtually unlimited number of user-defined fields, then set them up in page layouts that meet your needs and track the data that fits your business requirements. Select which fields are required to capture the information that you must have.

Custom fields can be set as text, text area, numeric, defined lookup, custom lookup, formula, or date.

ASPEC Analytics monitors your current selling statistics, and clearly displays them on your Dashboard. Check where your opportunities stand, know the health of your complete portfolio, and see your forecast.

You can create custom reports to analyze performance and business metrics, diagnose potential issues, or for any other need. Use the available templates or define your own and save it for future use. Run the reports manually or on a schedule. Keep them to yourself or automatically email them to any other users. The versatile filter capability lets you use the data in any field on any page, even custom fields you’ve created.

Accounts can be organized any way you want with unlimited levels. Show the customer’s actual organization from a headquarters to regional offices to individual departments and even individual buildings at a customer campus. Organize accounts by region to show territory responsibilities. All information rolls up so you can see the value of the entire account or region and any of the sub-accounts. Data security makes sure only authorized users see the data at every level.

Organize your resources to share information in functional groups, departments, regional offices, specialities, or any category you want. Data sharing is automatic and sensitive information protected from unauthorized users.

ASPEC is integrated with the major MS productivity programs.

MS Word. Create Word templates with bookmarked fields and export pre-set information. Automatically create ready-to-send quotes or any other document. Save the templates and repeat the export as necessary.

MS Excel. Select how you want the data displayed in Excel, filter to export only the data you need, and click.

MS Outlook. Schedule Appointments or Tasks and link them to any Accounts, Contacts or other records. Review them in ASPEC – all at once or on Account or Contact — or in Microsoft Outlook, using Outlook interface. Copy Emails from MS Outlook to ASPEC with one click.

Quickly and easily access the data you need. Analyze your data, discover patterns by filtering on virtually any item entered in ASPEC, including user-defined fields. Be more efficient by saving often used search criteria.

Import data from any source using a CSV file. Simply select the fields you want to refresh, add the new data, and go. You can set up specific overwrite conditions and assure data integrity.

Export any reports, lists and graphs in CSV, DOC, XLS, HTML, PDF, JPG, PNG, and SVG formats. Just select the export information and click. Create mailing labels lists, phone numbers, contact reports, or any other form you want to save or print.

Notifications can be created and sent manually or automatically as appropriate. The sales team will always be alerted to any changes in their opportunities, new leads, impending due dates or closing dates, or other information requiring action.

Quickly locate any account in Google Maps by clicking on the location button. Use ASPEC and Google Maps to plan trips and daily call routes, search for other customers nearby, print your directions, and any other map functions to speed your work.