MOIC Sales Engine, An Outcome-Based CRM System
Since the 90’s, when Siebel pioneered and popularized CRM systems (followed by Salesforce, Hubspot and others), CRM systems have focused on data collection by salespeople to be leveraged to close deals. Ironically, salespeople, whom we count on to input this data, generally dislike inputting this data, often rendering the CRM data close to useless at worst and inconsistent at best.
This data input conflict gets to the root of why CRM deployments often fail without extreme vigilance by sales management — this adoption challenge is driven largely by salespeople fundamentally not believing that CRM systems actually help them sell more deals or sell them faster.
Ultimately, salespeople are focused on sales outcomes, while sales management is focused on data collection (which they falsely assume will by itself lead to better outcomes). Instead, many companies implement sales process systems on top of their CRM systems to leverage the CRM data to drive outcomes. This approach not only allows subjectivity to flourish, but has proven to be expensive and generic, all leading to inconsistent results.
MOIC Partners, with its combined 80+ years of CRM experience, has finally developed the first outcome-based, objective CRM system: Sales Engine. MOIC Sales Engine eliminates subjectivity and combines leverageable data with a sales process focused on sales outcomes, disqualifying bad deals early and following an AI-supported 21-step process that improves win rates and accelerates sales cycles.
If the sales team is to focus on opportunities that have the greatest likelihood of closing, the only CRM data that matters is data that leads directly to deal progression. For example, “Did we demo last?” is not a typical CRM data point, but is a critical step in MOIC Sales Engine, as one of five leading indicators of a deal closing in the current quarter.
Certainly, traditional CRM systems were a big improvement over Excel and contact management systems. MOIC Sales Engine, however, takes CRM to the next level by being the first outcome-based, objective sales process CRM system designed specifically and exclusively for B2B SaaS application companies.
If your SaaS company needs help focusing on activities that will lead to desired outcomes (more and faster deals), please reach out to Virtual Dave for advice or email dave@moicpartners.com.
Virtual Dave is an AI-based virtual sales support tool trained on 40 years of enterprise software sales experience, available 24/7 to enhance sales process consistency.
