Pipeliner Superior Navigation PrinciplesJohn Golden2022-09-27T14:23:21+00:00
Unlike other CRMs, Pipeliner provides a path to destinations unknown
„Heuristic“ means › „Obtained by exploration of possibilities rather than by following set rules“
The difference between “known” and heuristic navigation is the difference between Pipeliner CRM and other CRM systems. Traditional CRM systems have “decided” they know what direction a salesperson should go, and what strategies they should take. These are then programmed into the CRM as known objectives.
Pipeliner doesn’t try to use algorithms for navigation, but takes the heuristic approach, as it is far more effective.
An example of a heuristic approach in sales would be in the development of a relationship. If a prospect responds to a salesperson’s email, the salesperson would take the next activity within the process, or the next step in the sales processSales ProcessSales Process is a series of strategic steps or a set of activities aimed at driving sales growth through the alignment of personnel, market insight, methodologies, relevant business units, and technology.. If there is no response from the prospect, then the salesperson takes a different action. Each step is based on the previous step and ultimately results in a strengthening of the relationship.
„When walking alone in a jungle of true darkness, there are three things that can show you the way: instinct to survive, the knowledge of navigation, creative imagination. Without them, you are lost.“
Toba Beta, Author
Responsibility & the Heuristic Approach
The heuristic approach to sales applies the principle of responsibility.
Whatever the salesperson offers to the prospect must be backed up. The salesperson, backed by their organizationOrganizationOrganization is a cohesive group of people working together and formally bound by a shared identity (e.g., one team, company, club, etc.) and a common purpose (e.g., business growth, athletic victory, etc.)., must always deliver what they say they will. When a company, or a sales rep for that company, makes a promise, they need to stick to it.
Otherwise promises become meaningless.
Understanding the Unknown
These different methods of acquiring information, establishing relationships, and working toward sales goals equate to attempting to understand the unknown. It all leads to a better valuation of an opportunity.
It is only a heuristic approach we believe can be effective in B2BB2BB2B is an acronym for Business-to-Business, a model for selling, relationship-building, or engagement. sales. Every Pipeliner feature has been tested with this approach and has been found to be efficient. This includes our recently added Tag feature for opportunities, which provides companies with yet another aspect of opportunity evaluation. Every such feature reduces risk and elevates the factor of opportunity.
In the end, we can never evaluate any opportunity, or create a forecast, with 100 percent certainty. You can be more confident a deal will come through if there is a signed contract—but even then, you can only be sure the deal has been finalized when the final invoice has been paid.
“The technical definition of heuristic is a simple procedure that helps find adequate, though often imperfect, answers to difficult questions. The word comes from the same root as eureka.”