Symantec, Dale Carnegie Training Deliver 11-Step Sales Development Cycle
Development Cycle Helps Businesses Close More Sales
CUPERTINO, Calif. Sept. 1, 1999 Symantec Corporation (Nasdaq: SYMC) today
announced an 11-stage Sales Development Cycle, developed in conjunction with Dale
Carnegie Training to help small business executives and sales professionals close
more sales. Integrated into ACT! 2000, the latest version of the industryıs
leading contact management software, the Sales Development Cycle enables
businesses to effectively manage the sales pipeline from prospect to close.
"The Sales Development Cycle combines best practices from the worldıs premier
specialist in sales success with productivity tools developed by the industryıs
most widely recognized expert in contact management software," said Christopher
Calisi, vice president, Symantec. "This collaboration has yielded the most
advanced and complete solution for achieving sustained, profitable relationships
which, in turn, result in significant business growth and success."
"Building relationships is one of the cornerstones of Dale Carnegie Training
courses," says Piera Palazzolo, vice president of marketing for Dale Carnegie
Training. "This is where ACT! makes a vital contribution. As the leading contact
manager, ACT! gives our participants the tools to immediately access all the
information they need about their contacts."
The 11 stages of the Sales Development Cycle provide sales professionals and
business executives a complete framework for successfully optimizing sales
potential. The Sales Development Cycle follows a proven path in developing
long-term customer relationships, from building rapport to determining interest,
tailoring a solution and securing a commitment. Each stage marks an important
milestone in building a profitable business relationship, the foundation of every
successful sale. It is important to note that, like much of the functionality in
ACT! 2000, the stages of the development cycle can be customized to suit the
needs of the individual user.
The first stage, New Opportunity, enables the ACT! user to determine the
viability of a prospect prior to a major investment of time, energy, or
resources. The ACT! user is able to link the stage to the opportunity and track
that opportunity through the remainder of the process. The Solution Presentation
stage, signals the userıs opportunity to present a solution in a manner that
allows the prospect to clearly recognize the benefits that would be derived by
applying the proposed solution to his or her situation.
In the Negotiation stage, the salesperson resolves issues such as price,
delivery, service, technical support and schedules so that the sale can move
forward. The final stage, Follow-Up Opportunities, helps ensure that the
salesperson strengthens the new business relationship by fulfilling every
commitment made to the customer. The salesperson is looking to build a lasting
relationship that is beneficial for both parties.
Users who would like additional information about a specific stage or wish to
access other sales tips can use ACT! 2000 to link directly to Dale Carnegie
Trainingıs web site.
ACT! 2000 users can easily create a Sales Funnel graph representing each Sales
Development Cycle stage and the associated number of sales opportunities in each
stage. This sales management tool gives users the ability to see at a glance
where each sale is in the cycle as well as forecasted revenue, anticipated close
dates, and probability of closure. The salesperson can then determine which
opportunities they need to spend more time and energy on.
ACT! 2000 includes several ready-to-use reports as well as custom reports with
graphics. These reports provide sales professionals and sales managers a quick
and clear method of analyzing and communicating the status of sales
About Dale Carnegie Training
Today, Dale Carnegie Training has more than 4.7 million graduates in thousands of
companies around the world. At the heart of Dale Carnegie Training is a mission
to improve the performance of business by developing the innate abilities of
employees. This mission is driven by the belief that people are the most powerful
source of competitive advantage. For further information about the Dale Carnegie
Training organization and services, please visit the website at
Symantec is a world leader in Internet security technology and technology
solutions that help companies manage and support workforces that use laptop
computers and other mobile devices.
The company is a leading provider of software products for the consumer market
and is rapidly growing its presence as a provider of solutions to enterprise organizations
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