Best Practises, Case Studies, Uncategorized
Great Product VS Great Salesforce
great product
vs
great sales force
Front RoW Solutions
Would You Rather A great Product Or A Great Sales Force?
If the answer is a great product, I am most likely meeting with an IT person. I move the discussion towards their needs. To technology, widgets, how it was built, the integration, the support required.
If the answer is a great sales force I am probably meeting with a sales manager and I would lead the discussion towards sales rep oriented features. Ease of use, speed of use, mobility, improved productivity, sales support issues, sales enablement, lead information.
10 years ago most CRM purchasing decisions were made by IT, a discussion about the sales reps needs never enter into the decision. No wonder so many CRM’s failed, the sales rep input was dismissed. As one chief technology offer said to me.
They will do what we need them to do
Ask the question: “Would you rather have a great product or a great sales force?” and move forward accordingly.
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