* Lead qualification is nonsense because there are not enough leads.
* Cold calling is less and less effective as nobody returns the call.
* You no longer see inquiries because prospects google their stuff.
* Email lands in spam filters and advertising is ignored
* Reference selling is old because clients find the real users of a product themselves in groups, online communities or blogs like this.
* Consultative selling is limited as you are no longer the most trusted person – nor is media or the “independent” analyst
* When a client comes to you – they know what they want and what price they are willing to pay.
—> Step 6 of 7 “NEGOTIATION” in your old sales book is today actually your step 1 because the other steps were skipped by the customer.

The sales process you follow was developed 20 years ago and it matched with the buying behavior from back then – but no longer today. The CRM systems you are using was built around those old processes – no big help either. There is just no way in heaven that you ever are successful with your old sales tool box.

Or did I miss something?

What you will want to do is bring your sales processes in alignment with the way consumers and corporate buyers make educated purchase decisions.

The new sales process was developed by the leadership team of the Social Media Academy and Xeesm. It is tested since several month now with good success. The new Xeesm system is an online social business application supporting the outline process. But very clearly the process has to be in place first – not the system.

As Xeesm user you may want to upgrade to PRO and try to get an early bird account for Xeesm/GoldenGate. Xeesm/GoldenGate is the working title for our next major release. That includes every aspect of the new sales process model.

Axel
http://xeesm.com/AxelS

Share/Bookmark

The one thing many Social CRM architects forgot to think about is to redesign sales processes to correspond with the way people buy today. When I explore Social CRM solutions with customers, the new social sales process is the real eye opener for most. In essence: CRM was based on sales processes designed in the 70’s, 80’s and 90’s. But then everything changed.See the new Sales Process 2010 on Paul Greenberg’s Wiki.

Social CRM is not only a reflection of that change but need to provide concepts for average sales people – how on earth they need to do differently in their everyday life.

Join us for our February 11 event Social Selling 2010

Axel
http://xeesm.com/AxelS

http://crm20.pbworks.com/Sales-Processes-2010-(NEW)

Share/Bookmark

Thanks to all of you – in just a few month after opening the doors we already made it to the top 100,000 in Alexa – that is impressive.

Share/Bookmark