How Does Your Software Match Up with Client Needs?

In an evaluation of CRM/SFA vendors, we interviewed a company that needed more flexibility than its existing vendor could provide.

What was the compelling event that caused your organization to seek a
solution?
“It wasn’t a specific event. [Our current SFA vendor] does not allow us to perform necessary functions like categorize our customers by past purchases or by equipment they own that we’ve sold. It is unfriendly in allowing us to do campaigns. It is not possible to integrate it seamlessly with our ERP solution. It does not allow for workflows to be organized. That’s a small snippet, but it’s really a glorified contact management solution.”

When it came down to evaluating products, SellMore* was the better match for this company, even though SellMore’s solution was newer to the market and not as integrated with common ERP offerings as other, more seasoned competitors:

What were the primary reasons you did not select Salesmaster?
“I don’t like their interface. You have to go through too many windows, and Salesmaster is the opposite of SellMore. Our financial people really liked Salesmaster, and the reason is that in ERP—ERP is the financial software side—you do things one way because there are best practices in finance. On our side—marketing and sales and customer service—we do things in our own way. It’s completely unique to our company, and it has to be that way. Every six months or so, we’re making major changes. We have to have a flexible solution. Salesmaster is designed to be a static solution, and it’s very difficult to change. They say you can change anything, but you need a programmer. It’s also difficult to host—I need somebody who is an Salesmaster expert, and we don’t have one. We’d have to hire people for that, whereas I do have people who are experts in SQL Server, which is what SellMore runs on. I really didn’t like the interface because it was too cumbersome and difficult, and we had to teach our people to work around the software rather than getting the software to work around our people.”

What would you do if you were Salesmaster? How would this feedback change the way you identify your ideal prospects? How would you qualify leads? Does hearing this client perception of your solution change the way you approach the rest of the leads in your pipeline?

If you said “yes” to any of these questions, you are the kind of sales rep that effectively uses sales intelligence. And, that means that you are probably more effective than your counterparts.

Maybe, Primary Intelligence can take your sales intelligence initiatives to a higher level. Let’s chat and see if there is anything we can do to make your sales job easier. (cdalley@primary-intel.com, 801-838-9600 x5050)


* Company names changes to protect the identity of our clients and competing vendors.