Sales Automation Done Right - Hardcover

Keith T Thompson

Hardcover

ISBN 10: 0973724706 ISBN 13: 9780973724707

Publisher: SalesWays Press, 2005

Synopsis

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.

About this title

About the Author

Keith Thompson is the founder of Ardexus Corporation, an award winning company in the field of Customer Relationship Management. He has a doctorate in Physics from the University of Reading in England and completed a Post Doctoral Fellowship at the University of Toronto in Canada, before moving into the field of high technology sales. He worked in field sales positions for over ten years before setting up his own sales and distribution company, which grew to become one of the largest in Canada, being purchased by a global bioscience company in 2001. Throughout his professional sales career, he has been devoted to devising ways in which computer technology can revitalize and simplify the issues that surround the complexity of the sales process, and in so doing, provide benefit to the health and success of the business.

Review

The methods in Sales Automation Done Right are invaluable in my everyday sales activities. My PDA and computer help me manage a constantly changing assortment of sales opportunities, and the software challenges me if I haven't stayed on top of the fundamental sales strategies in any one of them. --James Willerton, Maternal-Infant Care Account Manager, GE Healthcare

As a sales trainer, I want to point out that the value of Sales Automation Done Right is not confined to just the benefits that technology can bring to sales. The carefully woven story that runs through the sales method described in these pages introduces a number of extremely valuable concepts that all salespeople would be well advised to make an integral part of their regular selling strategies, whether or not they use a computer. Your long term success in sales may well depend on it. --Brian Jeffrey, President, SalesForce Training & Consulting Inc.

Sales Automation Done Right is an important and much needed book. Anyone contemplating a CRM project will benefit greatly from the strategies outlined here. More importantly, if you are in the midst of a CRM project that does not seem to be providing the pay back you hoped for, you really need to run out and get a copy at once! --Rich Bohn, Executive Editor, SellMoreNow.com

Edition details

• Publisher: SalesWays Press
• Publication date: 2005
• ISBN 10: 0973724706
• ISBN 13: 9780973724707
• Binding: Hardcover
• Language: English
• Edition number: 1
• Number of pages: 328