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There is a bit of poker in sales, with SAP CRM as your high card

by Scott Wallask

August 13, 2010

By Scott Wallask, Insider Learning Network

When my friend put down his final poker hand last night and we each showed our cards, I wondered if this was what it feels like for a sales team to close a deal.

I spent time watching my friend’s poker face and trying to figure out his motives, kind of like a sales rep would attempt to read into a potential client’s wants.

Sales and poker share similar risks: Did I make the right offer when I bet on my hand? Will a prospect counter your sales pitch or perhaps bluff you?

If I could have remembered my friend’s past hands, how much he bet, and how often he bluffed his way through bad cards, I might have had a better chance at winning. From that perspective, you can see why SAP CRM users enjoy a house advantage. They have data culled from customer or client interactions at their fingertips, which then helps inform sales strategies.

Sometimes just knowing who’s across the table makes all the difference. There’s a gamble in poker and in sales, which takes skill to navigate – but it never hurts to have a little help, too, whether it’s an ace to the rescue or SAP CRM.

Follow Scott on Twitter @sapcrm_observe r.

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