Sales Automation Done Right

Sales Automation Done Right resurrects and embodies the notion that the computer and the sales process are a perfect fit. It also attempts to disentangle the ever present, and often dangerous, confusion that exists with the terms SFA and CRM. All aspects of sales automation are explored, including the management of territory, accounts and contacts. But, most importantly, the heart of the book centers on the sales opportunity and the sales cycle, with in-depth analysis of sales methods, that, with the help of technology, can vastly improve sales effectiveness. Anyone with an interest of applying technology to sales will find something of value in these pages: business executives, sales and marketing managers, sales administrators, and yes, the important link in the chain, salespeople the world over.