I think most vendors want to get the level of detail and “design approach” offered by Mr. Hambrose. However, I think sales teams arrive with a solution to the problem that has a name. When a prospect goes out to purchase a CRM solution, they normally start with a list of requirements and a short list of vendors. The challenge right out of the gate is the requirements list – it does not have enough detail and does not really describe what the customer wants. The second challenge is that the prospect already asked for a CRM solution and now only considers CRM vendors when the problem might be solved using their existing ERP system. The prospect then buys a CRM solution with features and functions the prospect has no plans to use or needs.
It is unfortunate that Mr. Hambrose’s book will not reach enough IT decision makers to make a difference and that many “good” sales teams find a way to sell a very “bloated” solution that addresses the requirements but does not address the prospect’s true challenges.
-benbree via Comment on CIO.com
