I have used off the shelf CRM in the past with little impact on sales improvement. What is different with the ISS process?
The use of a CRM system does not, in itself, guarantee improved sales performance. Many off the shelf systems are generalised to work in many markets, and lack the depth of a system required to actually improve your sales processes. The ISS process utilises a software system to support sales process improvement within your sales team. The emphasis is on gaining the process improvement throughout your sales effort, and reporting and collating data on your customer contacts, rather than hoping better customer data collection will improve sales performance by itself, as in many off the shelf CRM packages.
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