Change is required, and the change leader has the authority to implement the change

Change Leadership Journal

Subscribe to Change Leadership Journal: eMailAlertsEmail Alerts newslettersWeekly Newsletters
Get Change Leadership Journal: homepageHomepage mobileMobile rssRSS facebookFacebook twitterTwitter linkedinLinkedIn


Change Leadership Authors: Jason Bloomberg, Sharon Drew Morgen, Michael Bushong

Related Topics: Cloud Computing, Change Leadership Journal, Web Analytics, Java in the Cloud

Blog Feed Post

Cloud-Based LeadFormix Is a Necessary Sales Enablement Tool

Highly proactive. Cloud based. Lead insight data

Highly proactive. Cloud based. Lead insight data. Convert to qualified lead. Actionable intelligence. Up-sell opportunities. Holistic overview of each site visitor.

Leadformix is a wonderful tool to add to the sales technology process. They provide ’superior lead intelligence’ using their unique platform. Cool, right? Great for the new marketing initiative of bringing in good leads to the sales team.

Here are a few things that Leadformix can do:

Intent

  • assess the intent of the website visitor
  • provides a company level view which reveals where the company is in their solution purchase cycle.
  • Sales teams can assess viability of prospect based on the interest areas buying power. Works with lead nurturing programs.

Intelligence

  • weaves in social collaboration into its lead management engine
  • provides business intelligence required to gain trust and confidence with the prospect
  • ability to create targeted marketing campaigns using social collaboration techniques

Integration

  • determines visitor intent and determine ROI on marketing activities via aggregations and analysis
  • help your optimization groups to find ways to increase website traffic and refine webpage content
  • effectively identifies the right business opportunities to pursue

I think that LeadFormix is so powerful that I approached them to add Buying Facilitation™ to their technology. And I am sufficiently impressed with what they can achieve that I believe it threatens the very core of what sales has been until now, and makes the time-honored sales model obsolete. I am absolutely convinced that the field of sales must add Buying Facilitation™ to their current skill set, because LeadFormix (and other sales enablement technology) is taking over so much of the sales job (and in some respects doing a better job) that sellers either need to add new focus to their jobs, or risk not having a job.

We know that 50% of sales folks are not meeting quota. And that’s just the beginning. Historically we have only closed 7% of our sales. Now it will be less. Unless we add Buying Facilitation™ and change management skills to the front end of sales, we’ll be out of a job.

Join me in a webinar, September 13 at 11am PDT with LeadFormix titled: What is the difference between newspapers and sales professionals? Hint: they are both doomed.

I believe this is an important dialogue for us to be having now. Let’s start a conversation, or join me on the webinar on September 13.

sd

LeadFormix is a necessary sales enablement tool is a post from: SharonDrewMorgen.com

Read the original blog entry...

More Stories By Sharon Drew Morgen

Sharon Drew Morgen is the visionary and thought leader behind Buying Facilitation® the new sales paradigm that focuses on helping buyers manage their buying decision. She is the author of the NYTimes Business Bestseller Selling with Integrity as well as 5 other books and hundreds of articles that explain different aspects of the decision facilitation model that teaches buyers how to buy.

Morgen dramatically shifts the buying decision tools from solution-focused to decision-support. Sales very competently manages the solution placement end of the decision, yet buyers have been left on their own while sellers are left waiting for a response, and hoping they can close. But no longer: Morgen actually gives sellers the tools to lead buyers through all of their internal, idiosyncratic decisions.

Morgen teaches Buying Facilitation® to global corporations, and she licenses the material with training companies seeking to add new skills to what they are already offering their clients. She has a new book coming out October 15, 2009 called Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it which defines what is happening within buyer’s cultures (systems) and explains how they make the decisions they make.

Morgen has focused on the servant-leader/decision facilitation aspect of sales since her first book came out in 1992, called Sales On The Line.
In all of her books, she unmasks the behind-the-scenes decisions that need to go on before buyers choose a solution, and gives sellers the tools to aid them.

In addition, Morgen changes the success rate of sales from the accepted 10% to 40%: the time it takes buyers to come up with their own answers is the length of the sales cycle, and her books – especially Dirty Little Secrets – teaches sellers how to guide the buyers through to all of their decisions, thereby shifting the sales cycle from a failed model that only manages half of the buying cycle, to a very competent Professional skill set.

Morgen lives in Austin TX, where she dances and works with children’s fund raising projects in her spare time.