If traditional sales methodologies and processes are the map leading salespeople through a cycle, SalesValidator™ accurately identifies where they are in that cycle based on factual evidence. SalesValidator™ is a validation application providing management and sales with a structured and standardized method of validating an opportunity and the likelihood of its success.

EPERA has developed SalesValidator™ to complement sales people's instinct and investment in sales methods, by taking a bottom-up approach. SalesValidator is not a sales methodology, but a system which takes a novel approach at "sanity-checking" a given campaign, regardless of how it is being executed. As a sales leader you know that despite the best effort of any sales methodology, deals are won or lost on the basis of achieving tangible goals and milestones

Why it works
The best sales people and managers, inherently validate their opportunities against hard evidence obtained from the field. On the basis of the magnitude, source and type of evidence they consolidate their position, confirm their expectations and plan their next actions in a continuous cycle until closing the deal. This evidence helps them understand where they are at in the different work streams across the sales cycle, thereby helping them set the necessary expectations with management forming the basis for more accurate forecasting. SalesValidator™ formalized the process of representing this evidence to help management scale across the whole sales team and all the deals they are working on, as well as helping provide guidance to the remainder of the sales team without adding any additional CRM related burden to the best performers.

How it works
SalesValidator™ compliments your existing sales methodology and processes. In order for any activity to become a qualified opportunity it is important to recognize and articulate the engagement in terms of compelling event, budget source, sponsorship chain as driven by your sales methodology and management. SalesValidator™ tracks and continuously relates this to your field activities and their outcomes to the prospect’s opportunity, business, technology infrastructure and procurement process by entering standardized scores to explicit questions presented natively within your Salesforce.com interface. Our “out of the box” application has been created from significant real life sales experience and a fundamental understanding why some deals fail while others succeed.

Purchasing options
The SalesValidator™ product consists of the following two options:

  • SalesValidator™ for Salesforce.com
  • SalesValidator™ Dashboard for Salesforce.com

SalesValidator™ has two product modules, one only offering powerful validation functionality based on an individual opportunity, and the other includes a dashboard with pre-built reports that correlate existing data in your SalesForce CRM system to the validations. All the modules are installed directly into your Salesforce.com instance as managed packages, ensuring you can receive content and functionality updates dynamically if so desired.

SalesValidator™ is available as an integrated Salesforce.com application or a standalone model.

For more information on SalesValidator™ contact to: info@epera.com or call +44 (0) 20 83926690.

Download - SalesValidator™Datasheet

  
 
 

SalesValidator™ key benifits
SalesValidator™ delivers the following important sales execution and management benefits

Accurate forecasting
 ▪ Forecast accuracy driven by field evidence
▪ Predict need for management involvement
▪ Catch problems when they can be fixed
▪ Make salespeople accountable

Sales efficiency and effectiveness
 ▪ Effective sales reviews based on evidence
▪ Identify, avoid and plan for problems
▪ Qualify out bad deals early on
▪ Reduce lengths of sales cycles

Sales development
 ▪ Understand the key drivers of success
▪ Expose weaknesses and strengths ▪ Become accountable to your process
▪ Enable sales skills development


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Customer experiance: Fox IT
"SalesValidator really works. It is not a sales methodology but a powerful opportunity validation tool for both sales and management. Unlike traditional sales mythologies, it validates an opportunity with amazing accuracy and exposes critical areas of weakness allowing our salespeople to refocus their efforts to close the business. It has also improved our forecasting across our company as every opportunity has an associated SalesValidator with evidence backed justification for its forecast stage. Sales people can no longer get away with using their gut feel, but need to add the explicit evidence throughout their reporting cycle. This means your roll-up forecast becomes instantly based on the reality from the field, instead of salespeople's fudge".

Paul Speers, CEO
Fox IT Limited.