SPOTLIGHT: A framework for developing sales opportunities with Holden eFox

The eFox software solutions suite provides a graphical, intuitive approach to creating actionable sales plans. What does that mean to you? Based on Holden’s Powerbase Sales Workshop, you get a proven methodology that helps your reps and managers develop more active sales opportunities. A better qualifying system every time.

The workshop focuses on the key deliverable of a winning sales plan that targets an actual account. When that deliverable proves successful in driving new business, it is then used as a role model for additional and future opportunities.

The supporting eFox software uses intuitive graphics and coaching, based on artificial intelligence, to provide insightful guidance to salespeople early in a sales cycle so they can better qualify opportunities. This, in turn, enables the sales team to develop a proven methodology and repeatable opportunity-qualifying process. The sales team can thus

• invest time and resources appropriately,
• articulate in ways that are relevant to the customer the value of what’s being sold,
• distinguish influence from authority to better navigate a company’s political environment,
• select and implement the right strategy to engage and defeat the competition.

WHAT WE LIKE ABOUT IT:
One of the major limitations of CRM software is that it tends to support a very generic model of the sales process. Companies that follow specific sales methodologies often find they need to jerry-fit their CRM software to match they way they sell.

While there have been numerous partnerships between CRM firms and sales-training firms to come up with CRM customizations that match the training firm’s methodology, the implementation often seems to be an afterthought.

There are, unfortunately, very few examples of sales technology that are created from scratch to support a specific sales methodology. The big difference between eFox and other sales-productivity software is that eFox was generated to help enforce and reinforce a proven sales methodology.

The eFox software is a "seamless" implementation, which means that it can reinforce the Powerbase Sales methodology. While this makes it of limited use for companies using other sales methodologies, it makes eFox a perfect tool for companies that are working with Holden to increase sales productivity.

The eFox software thus makes it easier for salespeople to use this tested methodology and follow the process defined in the sales plan. As a result, selling becomes more predictable and more likely to generate closed opportunities.

PROFILE:
Partner: Holden International
Application: eFox
Application published: August 2006
Average user rating: 3 out of 5 stars
Pricing plan: Contact vendor for information
More info: www.holdenintl.com