Scribd
Upload
564 views10 pages

The Sales Acceleration Formula - Part V - Reading Note - Kor

This document summarizes key points from a book about sales acceleration technology. It discusses how sales technology is often built for managers and administrative tasks rather than improving the customer experience. Ideal sales technology would automatically extract customer information and sync it to CRMs. It could also record calls, convert notes to scripts, and intelligently schedule follow-ups. The document advocates experimenting with technology to cultivate innovation and seeing measurable results from implementations. It acknowledges differences between ideal and realistic uses of technology.

Uploaded by

Chew Siak Kor
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
564 views10 pages

The Sales Acceleration Formula - Part V - Reading Note - Kor

This document summarizes key points from a book about sales acceleration technology. It discusses how sales technology is often built for managers and administrative tasks rather than improving the customer experience. Ideal sales technology would automatically extract customer information and sync it to CRMs. It could also record calls, convert notes to scripts, and intelligently schedule follow-ups. The document advocates experimenting with technology to cultivate innovation and seeing measurable results from implementations. It acknowledges differences between ideal and realistic uses of technology.

Uploaded by

Chew Siak Kor
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
You are on page 1/ 10

The Sales Acceleration Formula

A Book Review
The Facts
Part 5: Technology & Experimentation
Technology to Sell Better, Faster
• Up to now, most sales technology is built for sales manager in managing, and built
for salesperson for creating administrative tasks
• Best suit sales technology should achieve better buying experience for client,
while faster selling for salesperson
• Ideally, a software should automatically extract key information of a buyer and
synchronize it over to CRM automatically
• Sales technology creates better buying experiences for client by capturing their
context and making that context readily available to salesperson
Technology to Sell Better, Faster
• Sales technology expedite selling for salesperson by eliminating admin tasks and
automating data capture
• Ideally, all calls are recorded and able to automatically convert over to scripts that
sync into CRM itself. Further intelligently remind salesperson with a schedule to
initiate a follow-up call
• Ideally, sales technology helps to analyze client buying journey, and matches with
sales actions, providing recommendations and automate schedule arrangements
• With the ideally made sales technology, data automate collection in real-time and
display in a dashboard for anyone. Sales can stay competitive, while manager can
stay indicative
Running Successful Sales Experiments
• Great teams have a core philosophy of continual improvement. The key is
cultivating an innovative culture the embrace with experiments
• Managers are the key to build the culture of innovation and get everyone onboard
into it, not the one to generate and play around with their own big ideas
• Setup a section of innovative brainstorming after work. Get along into smaller
teams to work out a plan to execute the ideas. While managers take that
experiment to work and monitor it timely. Measure the results, and transparently
publishing it so that everyone aware of how the experiment goes so far
• Formulate a monitoring plan on experiments: clear goal – designed execution –
choosing a leader – assemble a team – setup checkpoints
The Feeling
Ideal and Realistic
It is cruel that even the author himself realize there’s still difference in reality versus
the ideal in technology implementation. One correction that I feels like making is
technology doesn’t really create that much of additional administrative work. But
should the effort putting in to utilize technology, the result must be seeable. Only with
seeable result, in a dashboard, with analysis and justification. It make more sense for a
person to make better use of technology. By implementing technology itself, it is an
experiment. Carry the technology implementation as an experiment, helps better to
achieve in success.
The Focus
A Platform for the Service Front-Liners
It always have this thought in my mind whether if I can help to come up with a tool
that helps all our service members over the channel. At first, my thought was only a
thought, as I do not know much about programming language other than dreaming
them can do big. Since I’ve learnt JavaScript coding and some fundamental use of
Python server coding, I shall pick some time reviewing if the dream is somewhat
possible. And hope by then may help service members to relieve more from
administrative works.
THANK YOU

You might also like