Entry #5: Lions: No Time to Chase Chipmunks

Our client’s best sales people (the Lions) want to spend their time winning customer orders, and not wasting time chasing the “Chipmunks”—gaps and delays in their internal sales process where only the sales rep can move the process forward.  Most CRM systems don’t solve these issues with their “out of the box” or “SaaS” solution, and Quote Process Applications are fertile ground for chasing chipmunks.

Here are three “sales process gaps” we find in growing small businesses and large businesses alike:

  1. Does your sales team (sales reps, quote desk, tech support, finance, management) have guidelines/rules on how to correctly configure a solution and price it for a customer’s need?  Internal approval delays (symptoms of process issues) can lead to missed opportunities.  Worse case, the sales rep is caught cleaning up mistakes found in proposals by the customer.
  2. Can the team manage multiple quotes from a larger number of opportunities during intense marketing campaigns?  Can you scale your quote process to meet the growth in your business?   Or do mistakes and delays multiply with new relationships from new prospects or new customer needs?
  3. Do your customers/prospects change requirements or specs for your offering during the negotiation process?  Silly question?  Can the selling team manage the revisions without exposing more mistakes or inconsistencies from the initial quote? Do your customers/prospects ask for different versions of the quote with more technical details for the technical buyer? Can the team manage all the quote revisions and versions created for a changing requirement in a bidding process?

We find our growth clients increase their quoting activity with less sales resources because they identify these bottlenecks, broken processes and poorly designed systems.  Then their selling team is ready to hunt like Lions and win profitable business volume.

Best regards,

Jim Stevens
VP Market Development
Optima Technologies and
Global Software Development Services
603.515.3470
www.optima-tech.com

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About Dan Gallo

I'm a small business lifer, starting/running businesses since I sold seeds door-to-door as a kid in The Bronx. I've played guitar and enjoyed baseball since I was 5 (born a NY Yankees fan). Just prior to marrying Kim in 1983 I became a Christian. We have two sons; Daniel's a musician & social media expert with a smart, insightful sense of humor, and Adam who recently graduated from Brooklyn College double majoring in Creative Writing/Literature and Anthropology. Adam now works in the non-profit sector. Since 2002 one thing we love to do together is go on service/missions trips to Belize. We've collectively spent 60+ weeks in Belize with this missions organization http://twaw.org. I started my 1st company in January 1985, and been self-employed ever since. I sold my last company, Mentor Communications Group, in '04. After 2 years w/ the acquiring company I started The Allasso Group, LLC doing Small Business Consulting, Fund Raising/Capital Raise-up Campaigns, Sales Strategy, Outsourced Sales Agency work, & Digital Marketing Programs (Social Media, SEM, etc.) since April 2006. Notable projects: Hired as Small Business Advocate and Social Media Director for IBM's "Supplier-Connection" - Feb '11-Dec '13. Hired as COO to help turn-around late stage start-up software company myVRM. Jul12-Dec '13 Hired as CEO of CoupleWise.com, a Digital Health2.0 app, to write business plan, raise seed capital, & completely redesign and relaunch the app. Aug '16 I won a Finalist spot for MassChallenge UK's 2016 fall cohort in London from Sept thru Nov. Started Oct15 - Current. I enjoy helping turn-around struggling small businesses, and launching new business ventures. Feel free to contact me with opportunities.
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