Brock International, Inc. Incorporates Huthwaite, Inc.'s SPIN Selling Methodology into it's TakeControl Sales Software.ATLANTA--(BUSINESS WIRE)--Nov. 12, 1996--Brock International, Inc., leader in the sales force automation Automating the sales activities within an organization. A comprehensive SFA package provides such functions as contact management, note and information sharing, quick proposal and presentation generation, product configurators, calendars and to-do lists. industry, and Huthwaite, Inc., leader in the sales effectiveness training field, announce the creation of 1stPlace(TM) : The Pipeline Management System to be integrated into Brock's TakeControl(TM) Sales software. The product, which utilizes Huthwaite's well-known well-known adj. 1. Widely known; familiar or famous: a well-known performer. 2. Fully known: well-known facts. SPIN(R) Selling methodology, will be presented at the Field & Sales Force Automation Show in Atlanta, Nov. 13-14, 1996. 1stPlace : The Pipeline Management System, developed by Huthwaite, will be integrated with Brock's TakeControl Sales(R) available as an Enterprise Solution Component within Brock's B.E.S.T. (Brock brock n. Chiefly British A badger. [Middle English brok, from Old English broc, of Celtic origin.] Enterprise Solution and Technology) Alliance program. This system provides sales representatives and managers with a user- friendly, multi-dimensional pipeline management system that will allow more efficient account management and a more effective revenue forecasting program. "Effective pipeline management is critical to the success of any organization dependent on direct sales to meet its revenue goals. Yet, frequently, neither sales reps nor sales managers sales manager n → gerente m/f de ventas sales manager n → directeur commercial sales manager sale n → feel good about their ability to forecast revenue based on their current pipeline management systems. With 1stPlace, sales reps and their managers will find a customizable, realistic, reliable, and easy-to-use pipeline management tool built into a leading sales force automation system," stated Neil Rackham, Chairman and Founder of Huthwaite, Inc. With 1stPlace, sales professionals will move through the stages of the pipeline across four critical dimensions: The Buying Process, Product Fit, Client Value (ROI (Return On Investment) The monetary benefits derived from having spent money on developing or revising a system. In the IT world, there are more ways to compute ROI than Carter has liver pills (and for those of you who never heard of that expression, it means a lot). ), and Return on Effort (ROE A fictitious surname used for an unknown or anonymous person or for a hypothetical person in an illustration. A lawsuit is generally named for the persons who are parties to it. ). A successful sale depends on success in each of these dimensions. "If a sales person has the ability to: understand and influence the customer's buying process, see the fit between customer problems and their solution, provide value the competition doesn't, and determine the potential return on their efforts, then he/she can appropriately determine movement through their pipeline and more accurately predict the revenue of their sales," states Bob Sywolski, CEO (1) (Chief Executive Officer) The highest individual in command of an organization. Typically the president of the company, the CEO reports to the Chairman of the Board. of Huthwaite, Inc. "I am extremely excited about taking the market to the next level in automated au·to·mate v. au·to·mat·ed, au·to·mat·ing, au·to·mates v.tr. 1. To convert to automatic operation: automate a factory. 2. sales pipeline management," says Richard Brock, Chairman and CEO of Brock International. "The single dimensional funnel management products currently in the market don't address the multi-dimensional requirements of today's complex sales Complex sales, also known as Enterprise sales, can refer to a method of trading sometimes used by organizations when procuring large contracts for goods and/or services where the customer takes control of the selling process by issuing a Request for Proposal (RFP) and environments," says Brock. 1stPlace also incorporates several of the tools used in the SPIN Selling and Account Strategy programs that Huthwaite, Inc. has been teaching sales forces at Global 500 companies for over 15 years. The Customer Buying Cycle, SPIN Call Planning Form, and Vulnerability Analysis In information operations, a systematic examination of an information system or product to determine the adequacy of security measures, identify security deficiencies, provide data from which to predict the effectiveness of proposed security measures, and confirm the adequacy of such provide sales professionals practical tools that will help them better move sales opportunities through the stages of their pipeline. Brock International, headquartered in Atlanta, is a global supplier of sales, marketing, and customer support automation products. Brock's Integrated Sales Performance solutions encompass enterprise-wide software, best practices consulting, and open technology to provide a quality process for finding, winning, and keeping customers. Brock has 1,100 customers and over 40,000 users in 27 countries throughout the Americas, Europe, the Pacific Rim Pacific Rim, term used to describe the nations bordering the Pacific Ocean and the island countries situated in it. In the post–World War II era, the Pacific Rim has become an increasingly important and interconnected economic region. , and Africa. For more information, contact Brock at 800/221-0775 or 770/ 431-1200 or via their World Wide Web site at http://www.broc.com. Huthwaite, Inc.--creators of SPIN Selling, located in Purcellville, Va., is an organization focused on helping companies improve their sales effectiveness. Based on years of best-practices research, Huthwaite's models, books, and training programs have helped hundreds of Global 500 companies improve their sales effectiveness. Huthwaite's work is focused on the large, complex sale and is based on the fundamental notion that successful selling is about "fit." The principle is that products and services, to be sold successfully, must be positioned to solve buyers' business problems. For more information, contact Huthwaite at 540/882-3212 or FAX 540/ 882-9004 or via their World Wide Web site at http://www.huthwaite.com. -0- EDITOR'S NOTE Editor's Note (foaled in 1993 in Kentucky) is an American thoroughbred Stallion racehorse. He was sired by 1992 U.S. Champion 2 YO Colt Forty Niner, who in turn was a son of Champion sire Mr. Prospector and out of the mare, Beware Of The Cat. Trained by D. : SPIN(R) Selling is a registered trademark of Huthwaite, Inc. CONTACT: Huthwaite, Inc. or Brock International Lynn Fick-Cooper Charlie Thackston 540/882-3212 770/431-1329 lfickcoope@huthwaite.com charliet@broc.com |
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