Projects – Influencers, Distributors, Activities, and DataGOAL: Effectively manage Project Influencers, Distributors, Activities, and Data.
Manufacturers’ products often get sold as components or materials of a larger Project. These projects can involve many moving pieces and evolve over a longer period of time compared to a standard Opportunity. For example, a construction project involving a new school could require several of your product offerings, involve several existing and new Influencers or Distributors, and include quotes from multiple representatives and distributors.
Common Pain Points
- Overstating forecasts and polluting the pipeline because multiple distributors are working the same end user (One “Project” may create 3 – 4 opportunities, but only one distributor gets the deal.)
- Project requirement details not tracked within a shared system accessible to all internal parties involved with the sale
- Absence of relationships in place showing connections between multiple Opportunities and one Project (Multiple sales reps trying to close the same deal separately instead of selling collaboratively)
- Difficulty running a complete analysis to determine success of company activities
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