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Sales Automation Done Right Hardcover – September 23, 2005


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Product Details

  • Hardcover: 328 pages
  • Publisher: SalesWays Press; 1 edition (September 23, 2005)
  • Language: English
  • ISBN-10: 0973724706
  • ISBN-13: 978-0973724707
  • Product Dimensions: 9.1 x 6.1 x 1.3 inches
  • Shipping Weight: 1.4 pounds (View shipping rates and policies)
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (4 customer reviews)
  • Amazon Best Sellers Rank: #2,108,647 in Books (See Top 100 in Books)

Editorial Reviews

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

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.

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Most Helpful Customer Reviews

3 of 3 people found the following review helpful By J Bedford on June 16, 2006
Having just read sales automation done right - I am impressed with its realism.

Most sales methodology books speak with theoretical perfection about the sale and how to influence it - the problem being how to take the method and actually apply it with some sort of benefit.

This book has a clear view on not only how to apply a sales model to your sales opportunities, but introduces a unique way to prioritise and progress them that is actually practical.

Long live Probe Prove Close and the sales environment !

This book is the Delia Smith of how to manage a sale !

I suppose I should say that Delia Smith is a UK cookery legend. She provides the best practical advice on how to cook a great dish.
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By Juan C. Villa J on April 21, 2014
Verified Purchase
It is clear and direct to the point. It starts with the basics of selling and step by step it takes you to the automation part.
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I work in IT, but I spend a good deal of my time supporting our sales staff. I was asked to lead a project to replace our aging SFA/CRM system. I am only about halfway done with the book so far, but it has been such a great source of education for me in the right way to conceptualize the sales process and profession. The writing style is very readable. Thompson makes the concepts so clear that I found myself wondering if I should try changing my career to sales! I am happy to say I have found a CRM product that meets the qualifications set forth by Thompson in his book. At this point, I plan to also purchase and read his next book on opportunity management. Thank you for the perfect book for my needs!
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0 of 2 people found the following review helpful By Douglas Phinney on February 24, 2008
This seller is terrific. Fast shipping and the book was in brand new condition!
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