Starting a new company requires a strong entrepreneurial spirit where one is in the paradoxical catch-22 of being a jack-of-all-trades while staying focused on the task at hand. For self-funded start-ups, this is magnified by a 1,000.
Before you know it, the company grows and becomes successful. Overnight you find yourself realizing that you need structure. Policies, processes and procedures so that people become more focused and effective in their jobs.
This is the exact situation I have found myself in the six months of launching VisioneersPartner. As we started the company, the “idea phase” where we discovered the; “Who and What” we really are and the “How” of delivering our products, I agonized over every cent that was spent.
From day one, I knew we needed a CRM system. Success was coming from selling our services and with the millions of details being discussed and decided in the first six months, I knew we could not afford to miss just one phone call with a potential customer.
So I did what most self-funded start-ups do, I quickly found a free version to use as our CRM system to get us started. It did the job. But you get what you pay for. Moving from the “idea phase” to aggressive customer acquisition; and adding a third person to the team also focused on sales, I knew we were quickly outgrowing our free system.
That is when I attended an event hosted by Nikolaus Kimla and Pipelinersales. He spoke about keeping the entrepreneurial spirit alive in the sales force. I knew right then and there that this was a company I wanted VisioneersPartner to work with.
Pipelinersales gives me the information I need in seconds. It provides a simple platform to align our sales process with each customer’s buying processes under each account and project opportunity.
Combined, the forecasting is easy to see and more accurate because it takes into account three key variables:
- Our probability of winning the sale as estimated at each step in the sales process
- Combined with the sales professional’s personal weighting on the likelihood of a sale
- And allowing the sales professional to match their efforts to the customer’s buying process
In other words, you get the structure that a successful start-up needs as they enter the next phase of success with a quick and easy robust tool for sales professionals to utilize, while keeping the ever important instincts and entrepreneurial spirit in sales flourishing. In other words the science of sales has met the art of sales!