ASPEC calls the sales opportunity the ”IBO”, reinforcing that this is an “Identified Business Opportunity”. It’s also much easier to refer to a simple three letter acronym, i.e., IBO #29 when the opportunity is moving through the CRM workflow. You found a new prospect who is interested in your product. Great! Now it’s time to enter a new Opportunity (IBO in ASPEC terminology) under a new Contact and a new
Jarka is a SalesWays veteran, joining as part of the founding team. Her experience is rich in CRM and SFA solutions ranging from original concept, design and final roll out to the customer. Currently as VP of development she is in a unique position to advise the best route to a successful implementation and conclusion to customer-facing projects. In this the first in a series of posts, Jarka talks about the
The ASPEC team is proud to announce that a reputable B2B software directory FinancesOnline has recently recognized the capabilities of our sales-centric CRM platform for enhancing and streamlining sales processes. To recognize us for our achievements, their team of software experts honored our software with prestigious awards in two categories, namely, the Great User Experience and Rising Star for 2018. FinancesOnline grants its Great User Experience award to software products
In the sales profession, the primary driving factor that evaluates success is selling more product. This factor is at the core of measuring sales success and getting noticed within an organization. Based on this common-sense evaluation, an entire industry operates in the background to teach salespeople how to sell better. If an organization wants to improve sales it will try to steer its sales professionals into more sales education which
Change happens. It can be good, it can be bad, but it cannot be ignored if you are to succeed in sales. So you had better arm yourself with a system that recognizes change, accounts for it, and keeps you on the right path.
Subjective probability assessment has never worked well. Estimates made by salespeople are massaged by sales managers to reflect their perspective and then by management to include their opinions.
CRM implementation is one of the most difficult and important projects a company can undertake. CRM touches every part of the business. Everyone is a stakeholder and must know where you’re going and how you intend to get there.