Priority view is accessed by clicking the Priority tab in the navigation bar. Fig 1: Priority listview This view displays a list of all of your open sales Opportunities and can be used to prioritize your time and determine which Opportunity to focus on. The Priority view groups and displays your opportunities in six categories: […]
[:en] What is Advisor Expert? Consult Advisor Expert if you need extra assistance with a difficult Opportunity (IBO). The Sales Environment Section, visible after clicking ‘Expert’ button, is a tool for gathering and recording information about the strategic aspects of a sales situation. Advisor Expert uses this information to help formulate a sales strategy using […]
[:en]ASPEC helps salespeople manage their time by prioritizing opportunities. Each opportunity is assigned one of six priority levels, as shown below. The priority assigned is based on the opportunity’s probability ranking and sales cycle phase. Priority lists are displayed in various Sales Cycle Planner views. Overdue The first priority is the “Overdue” category. In this […]
The way probability ranking is interpreted will change depending on the sales cycle phase. This means the same point on the “Probability Index” in one phase will mean something very different in another phase. Consider this scenario: In the Probe phase of the sales cycle, the customer has expressed that funding would not yet be […]
ASPEC IBO Analysis is built into the Opportunity form. Users simply submit information about the progress of an Opportunity. ASPEC Advisor does the rest – as Opportunities are being worked on, ASPEC Advisor provides feedback on how well a salesperson is doing and offers strategic advice for improvement. The only information (“IBO Essentials“) required by […]
Overview The IBO (Identified Business Opportunity) is your sales opportunity, your chance to sell your product or service to a customer who has a need to have it, and the ability to buy it. Every opportunity is unique; no two Opportunities involve the same combination of products, customers or time constraints. After careful consideration, it […]
Probability and Risk Assessment The answers to “Will it happen?” can be Low, Medium or High. The answer to “Will we get it?” can also be Low, Medium or High. We can plot the answers to these two questions on a three by three grid called the Probability Matrix. Each square on the Probability Matrix […]