Closing will always be manual
October 11, 2010
Do SFA tools automatically close business? Of course, not!
However, the tools on the market today (which have come a long ways from the days when Scopus, Clarify, and Vantive were the big players) are quite flexible and productive. While SFA tools are powerful, they won’t create a compelling “call to action” for your customers. Closing will always be a manual process.
With microscopic-focus, identify what it will take to make a buying decision. It may be internal based upon negative activity ratios or it may be external, such as feared competition.
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