DMACS™ is the WebEngage
Labs acronym for sales cycle modeling, analysis and
measurement.
Every sales force has
its own systematic approach to the fundamentas of:
• Discovery –
Discover; learn about; gain an understanding of prospect
needs
• Matching – Identify the best solution
(product and service mix) to fit the needs analysis
• Accelerating – Intensely negotiate significant
concerns (neutralizing stalls and objections)
• Closing – Create appropriate contract;
reviews; sign-off's; delivery and signatures
• Servicing – Execution of the sales representative's
post-close requirements
DMACS™ is an easy-to-use communication language.
No matter what approach
to CRM you work with, using the DMACS™ language
as a framework for understanding, the analyst can quickly
proceed to categorize the steps that are unique to your
company's sales cycle, compare your DMACS™ to
your competition's DMACS™, and then—using
your vocabulary—identify and explain the “pain
points” - the specific points where your buyer's
DMACS™ cycle is, or is likely too, produce tension
and difficulty inside your sales process.
Once your DMACS™ model is properly mapped out,
it becomes the foundational illustration for charting
the metrics used to evaluate the success of the Sales
Enablement Engineering initiative; the “before”
and “after” visualization tool.
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