Managers told what they want to hear.
Sales people who submit forecasts in CRM systems are psychologically biased towards presenting positive outcomes. Unreliable forecasts follow. There is a better way: switch forecasting from sellers to buyers.
Extending CRM systems to buyers.
XCELD is a set of customisable Interactive Decisioning Tools that turn CRM systems into a platform where buyers can validate Deal Value and Close Date through ROI Modelling. This becomes a forecast managers can trust.
Mutual Value Discovery
Buyer and seller in pursuit of win-win.
XCELD enables buyers and sellers to come together in Mutual Value Discovery workshops. This results in compelling Return On Investment (ROI) arguments that truly validate Deal Value and Close Date outcomes.
Ian H Smith
I hold a Master's degree in Design Thinking. This inspires my work: applying a human-oriented approach to solving problems with empathy.