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Business information provider ICC has announced a solution to the problem of
deals that are jeopardised at the last minute because potential customers have
poor credit histories or have exceeded their credit limit.
myICC Anywhere, which delivers the latest available credit information via email
to a Blackberry or other portable device, allows salespeople to credit-check new
customers before they negotiate deals and as the deal progresses.
Giving salespeople access to the information they need at every stage of the
process eliminates conflicts with finance and avoids the problem of big deals
scuppered by the finance director at the final approval stage.
Paul Westcott, head of product & services at ICC, explained: “With the most
severe credit squeeze in living memory compounded by an economic downturn,
salespeople face incredibly challenging conditions.
"Running a credit check on a client at the start of the sales process is not
always going to be enough.
"By the time the sale is ready to close, possibly several weeks later, a
creditworthy prospect may have become an unacceptable risk.”
myICC Anywhere enables the salesperson to order concise up-to-the-minute reports
covering the critical factors affecting a prospect’s credit status, including
credit score, credit limit, information on shareholders and directors, and DSO.
Westcott added: “Knowing what the customer is able to pay is the key to
structuring the deal.
"Far better to close a £20,000 sale than to lose a £25,000 deal at the eleventh
hour.
"This will help salespeople know where to draw the line in trying to maximise
the potential value of any sale. They can spend less time arguing with finance
and more time writing good business.
“Arming sales people with a decision-making tool like myICC Anywhere prevents
sales effort being wasted, maintains the productivity and morale of the
sales force and helps to keep business moving during difficult trading
conditions.”
Source: Credit
Control Journal
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