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This is such a good post. I've been looking for recent posts like this but there are still so many analysts and vendors pushing the same old dross. www.contactually.com and www.fullcontact.com are systems I'd add to your list plus ours which is pipeline focused www.buildtracks.com

Most of the SFA tools out there are way to complicated and over engineered with no ROI. Social contact management is the future - as well as just focusing on keeping things simple > "there are three fields that a sales rep cares about in his or her SFA tool: an opportunity’s close date (when he or she expects to win it), amount (the value of the deal), and probability (what are the chances that he or she will win it by the close date)".

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Reuben Swartz

Agree with the article. In many cases, SFA has become a checkbox, not a sales enabler. We focus on helping sales collaborate with customers on the proposal, so everyone can win, and sales can spend time working with the customer, rather than busywork.

Jacques Werth

The biggest problem with SFA systems are the Sales Processes that are programmed into them at the direction of management.

It's widely known that hardly any top sales producers use the SFA/CRM systems of their companies. That's because their own sales processes are radically different from the "best sales practices" of their company.

Unfortunately, very few top sales producers can explain what they are doing that is different from the rest. Unbiased observations of them is required to reveal their actual sales processes.


Eryc, I agree that "that SFA as it exists today is dead."

The fix - redesign from the user point of view, which is inherent in many of the tools your referenced.

Tks, Scott


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Dick Wooden

Agreed that SFA died a long time ago and morphed into CRM and that is expanding its center piece of "R"elationships. CRM is becoming more social If your CRM system does not give the sales person 3 pieces of helpful information for every 1 piece of information back to the main office then it is not a successful CRM system. CRM is to there to help and not hinder sales efforts. A successful CRM system, business development program, needs to access information where your prospective and current customers 'hang out', whether that is Linked In, Facebook, Twitter or some other source. Once you make contact that information needs to make it back into your relationship development system so it can be shared and helps others in your organization provide a positive customer experience.

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