What does your best rep know that your CRM never will?
by•
The best salespeople carry the whole deal in their head. Why it's really moving, what the buyer actually cares about, the reason you won the last one. Almost none of it ever makes it into the system.
So I'm curious, for the sales folks here: what's the one thing your top rep just knows that no tool has ever captured? And for the builders, do you think that's even capturable, or is it the part that stays human forever?
120 views
Replies
The part that stays human is taste. You can surface that a champion went quiet, but knowing if that means dead or just busy is a gut read built over a thousand calls.
Katalyst
Most of it already lives in the exhaust - transcripts, threads, calendar. the gap was never the data, it's that nobody turns it into the read the rep already has in their head
Never really captures the real data behind the deal. The data that can move the deal forward or stop it in it's track. It can't truly analyze the deal and make recommendations based on real communications between the rep and the prospect. CRM's are more for data storing. They don't actual turn that data into actionable intelligence
Katalyst
@mike_conway Spot on Mike!!
Katalyst
A lot of it is capturable as signals - who got cc'd, reply speed, the words on a call. the hard part is synthesis. a great rep isn't storing facts, they're pattern-matching against every deal they've run