Investments in technology without alignment to a sales process often disappoint. “The technology offers helpful data-driven suggestions to sellers and sales leaders based on the strategies that have proved effective for decades. “Scout helps sellers see the move that moves the deal,” said Dana Hamerschlag, chief product officer at Miller Heiman Group. The platform also shows sales leaders the seller activity that most closely correlates with higher win rates, larger deal sizes and faster close times, enabling them to replicate best practices across the organization. In addition to driving seller actions, Scout gives sales managers real-time insights into opportunities to more effectively coach sellers in a structured and personalized way. It exchanges the CRM stick for a carrot and incentivizes sellers to embrace technology.” We developed a solution that helps sellers win more and specifically reinforces their sales training in the moment. “Unfortunately, many sales reps still see CRM as an administrative task and a mandate that’s taking time away from selling. “Today’s sales technology isn’t helping sellers close more deals,” said Byron Matthews, president and CEO of Miller Heiman Group. Scout can be used as a standalone product or integrated with an existing CRM via two-way web services integration to improve data quality. The combination of proven sales methodology and technology built for sellers addresses many of the frustrations organizations still have with CRMs.
The methodology continues to put the customer at the center and directly addresses the struggle salespeople have to distinguish themselves as trusted partners and problem-solvers in the eyes of buyers. Now called Strategic Selling with Perspective, the methodology includes new approaches that help sales teams bring insights and expertise to buyers throughout the sales cycle. The introduction of Scout comes as part of the biggest update to Strategic Selling in decades. The subscription-based software utilizes the Strategic Selling Blue Sheet – a strategic analysis tool for managing complex sales – in a cloud-based, mobile-first platform that guides sellers through the methodology and provides suggestions for Scout by Miller Heiman Group, powered by the Strategic Selling with Perspective sales methodology, leverages data and analytics to predict which seller actions will improve the odds of winning.
0 kommentar(er)
