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New Software Helps Builders Get to Closings Faster
 A new generation of sales-oriented software — sales decision process (SDP) software — goes a step beyond customer relationship management (CRM) software managing customer-builder relations and contacts throughout the sales cycle.
Enhancing Web-based communication and collaboration with customers, SDP software allows builders and salespeople to close faster at lower cost while working toward mutually agreed upon — and more reliable — closing dates.
With CRM, sales professionals have been improving their success rates by managing everything from customer contact information and analyzing data for marketing campaigns to customer service.
Now, with SDP software, they can introduce easily-viewed steps into the sales process, including:
- Presentations
- Demonstrations
- Business cases
- Case studies
- Buy-in from stakeholders
- Reference visits
- Budget approval
- Contract negotiations
Each sale involves individual milestones, tasks and deliverables that require participation, contributions and coordination from all involved on both the customer’s and builder's side of the sale.
Historically, coordinating everything and everyone involved has been inefficient, with plenty of back-and-forth discussions and document sharing between customers and builders.
SDP software can streamline the process, and with SDP you can expect the following benefits:
- Faster Close Rates and Lower Cost of Sale. Instead of dealing with the laborious process of constantly filling in, filing and sending and re-sending closing documents back and forth between the builder and customer, SDP can be simply updated online by sales professionals. SDP can generate milestones, assign tasks, send reminders and track completion dates.
- A Competitive Advantage. SDP functionality can drive tighter collaboration, greater efficiencies and clearer communication during every step of the sales cycle, which can give users a dramatic edge over their competition.
- Reliable Close Dates. SDP can provide effective collaboration between customer and vendor along every step in the sales cycle and steer the process toward ongoing checkpoints and a mutually agreed-upon closing date.
- Consolidated Information. SDP provides secure, Web-based access from any browser instantly, allowing all involved in the process to view consolidated, up-to-the-minute information on the status of the sale. SDP offers timely and efficient updates to set expectations for the customer, sales management and the entire extended sales team.
- Security. SDP offers secure and customized Web access enabling the builder’s sales team to control content. In addition, the software lets builders who are logging on know when and what they are accessing. This feature eliminates the risks of losing sensitive sales cycle information passed back-and-forth through documents or e-mails or having it lost or fall into the wrong hands.
Holly Youmans is the marketing director for OnSite Clarity, the next generation of CRM software. OnSite Clarity is on-demand sales management software serving sales professionals in any industry. For more information, e-mail Youmans, call her at 858-312-6603 or visit www.onsiteclarity.com.
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