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.
Book Description
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
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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2 of 2 people found the following review helpful:
5.0 out of 5 stars
Delia Smith of Sales books !,
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This review is from: Sales Automation Done Right (Hardcover)
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.
0 of 2 people found the following review helpful:
5.0 out of 5 stars
Great Seller,
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This review is from: Sales Automation Done Right (Hardcover)
This seller is terrific. Fast shipping and the book was in brand new condition!
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Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Inside This Book
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First Sentence:
Technology is dramatically transforming the way people do things. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
fundamental selling skills, solo salesperson, sales automation system, average sales cycle, probe skill, retention loop, four core competencies, skill phases, opportunity portfolio, close skill, weighted forecast, close phase, sales opportunity, critical interactions, advice message, sales method, sales effectiveness, sales cycles, final interaction, long term lead, trial close, four competencies, sales process, lead qualification, buying process Key Phrases - Capitalized Phrases (CAPs): (learn more)
Sales Environment, Customer Knowledge Store, Intelligent Response, Front Office, Probe Phase, John Parker, Back Office, Prove Phase, Sales Cycle Management, Joe Small, Priority Cube, Probability Index, Wave Four, Four Waves, Probability Matrix, Wave One, Territory Management, Wave Two, Customer Relationship Management, Research Center, High Speed Printer, Shirley Vine, Wave Three, Success Document, Example One New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
Technology is dramatically transforming the way people do things. Read the first page Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
fundamental selling skills, solo salesperson, sales automation system, average sales cycle, probe skill, retention loop, four core competencies, skill phases, opportunity portfolio, close skill, weighted forecast, close phase, sales opportunity, critical interactions, advice message, sales method, sales effectiveness, sales cycles, final interaction, long term lead, trial close, four competencies, sales process, lead qualification, buying process Key Phrases - Capitalized Phrases (CAPs): (learn more)
Sales Environment, Customer Knowledge Store, Intelligent Response, Front Office, Probe Phase, John Parker, Back Office, Prove Phase, Sales Cycle Management, Joe Small, Priority Cube, Probability Index, Wave Four, Four Waves, Probability Matrix, Wave One, Territory Management, Wave Two, Customer Relationship Management, Research Center, High Speed Printer, Shirley Vine, Wave Three, Success Document, Example One New!
Books on Related Topics | Concordance | Text Stats Browse Sample Pages:
Front Cover | Front Flap | Table of Contents | First Pages | Index | Back Flap | Back Cover | Surprise Me!
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