landslide Overview

Landslide Overview

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How is Landslide different than the rest of the SFA market?

Them:
CRM/SFA: Customer Relationship Management is really a euphemism for “Contact and Activity” Relationship Management. The focus is on organizing and managing contacts, tasks, notes, calls, history and lead information around prospects and customers. This may help make a salesperson more efficient (assuming they use it!) but doesn't make them more eff ective in finding, working and closing more opportunities more quickly.

Landslide:
ORM: Opportunity Relationship Management is focused on the sales person's revenue opportunities. It identifies the right activities to move deals through their funnel and provides the sales information necessary to execute each step consistently. Landslide gets adopted and used because it empowers and adds value to selling strategically.

Them:
Determining where they are in a selling cycle, time to closure and probability of closing a deal requires salespeople to create/invent/opine (i.e. give opinions) regarding the status of an opportunity and their sales forecasts.

Landslide:
Movement through the process is captured by Landslide and provides the status, “no-touch” forecasts and reports accurately based on facts, not opinions, with clear, concise, summary “dashboards” for sales people and their management.

Them:
Encourages inconsistency or “freestyle” selling (each salesperson sells his/her way).

Landslide:
Facilitates consistent and predictable sales execution, structure and use of best practices within the guidelines of a management-approved sales methodology.

Them:
Provides or points to volumes of disjoint, often out-dated marketing material and collateral and relies on the salesperson to correctly use somewhere in the sales process. Messaging is done “on-the-fly”.

Landslide:
Delivers appropriate sales and marketing collateral, job aids and sales deliveries at the right time in the sales cycle plus manages a library of “street developed and tested” documents created and used in successful sales campaigns. Aligns marketing and sales around a common goal of securing and closing more business more quickly.

Them:
Salespeople have to “guess” as to whether buyer received correspondences or needs to be contacted.

Landslide:
Proactively alerts salespeople when buyers open correspondence that requires attention or need assistance.

Them:
Uses conventional communication approaches with oftentimes endless emails, letters, and proposals to their buyer's already cluttered mailboxes.

Landslide:
Utilizes secure communications portals for “bilateral” uncluttered communication between sellers and buyers.

Them:
Requires salespeople to search for background information and current events about their accounts.

Landslide:
Searches for appropriate information and proactively provides it to all who need to know.

Them:
Business model requires “Seat/User Licenses” which is costly and unnatural as it oftentimes excludes valuable personnel from being involved in the sales process and account relationship.

Landslide:
Business model is all about Opportunity Management not “seat/user” management. An unlimited number of personnel can be involved and use the system to manage an unlimited number of accounts and opportunities.