Dave Stein wrote:

Brandon,

Thanks for referencing our posting mentioning PRM. Prospect Relationship Management is about strategically managing relationships with prospects, as you said. However there is a strong message that also comes from that term. It’s this: most out of the box CRM products just doesn’t get the job done for sales people! That’s why adoption is so low–sales management can’t figure out how to get their people to input the data needed for management reports.

ESR asserts that more salesrep-centric applications are needed to help sales people win more business. The good news is that there is software out there now that does get the job done for sales people. One example is The TAS Group’s Dealmaker. It is a front-end to Salesforce.com and other CRM packages that models a company’s sales process and provides reps with structure and guidance on what they need to do to win business.

The term Sales 2.0 refers to the new breed of software that supports selling at the rep level. Here’s a complimentary piece on that: http://www.esresearch.com/e/home/document.php?dA=Sales2.0_1

Dave Stein, CEO, ES Research Group, Inc.

Jan Visser wrote:

I never understood why relationship management would be restricted to “post-sale” activities anyway. Almost seem we have a license to kill before the deal is signed, only to make friends again after.