Why do 60% to 75% of sales automation implementations fail? Why do sales automation software sellers want you to mistake sales automation for software? This highly accessible, deliciously irreverent book describes the insanity of making the same sales automation mistakes over and over again, always expecting a different outcome. But lest you think Survival Guide is more critical than constructive, the book does much more than mock the pretense of some software sellers and the passivity of senior management. It presents a road map to successful sales automation-from establishing the requisite corporate context to software evaluation methods to detailed process charts that take you step-by-step through field-tested implementation procedures. You'll probably never read a funnier business book, especially one where every word is dead serious. Written in plain English and "must reading" for anyone at any level involved in implementing sales automation.
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Editorial Reviews
From the Back Cover
What Industry Leaders Are Saying About The Sales Automation Survival Guide
"There's an old adage that says, 'The World is run by experts,' and Dick Lee's The Sales Automation Survival Guide proves why. This highly readable, no nonsense book will accelerate your sales automation learning curve and take the guesswork out of choosing sales automation software. It's a must read for every company - large or small - that wants to increase sales force productivity."
Jill Griffin: Author, Customer Loyalty: How to Earn It. How to Keep It.
"Dick Lee makes the mysterious new world of sales automation accessible, understandable, and yes, fun! Sales people and sales managers who are looking for automation to help them improve productivity will find this an invaluable resource and desk reference.
Ron Zemke: Co-author, The Knock Your Socks Off Service series.
"The Sales Automation Survival Guide is a crucial resource for any business that hopes to sell its products into the next millenium. From the basic lingo to the psychological factors of change to the details of the technology, Dick Lee presents information for companies at any stage of sales force automation."
Margaret Kaeter: Editor, Potentials in Marketing magazine
"The Sales Automation Survival Guide is a great resource for business people looking to understand how to successfully deploy sales automation solutions. It offers a great deal of insight, and does so from the standpoint of the business person, rather than the technologist. In doing so, this book will help demystify a subject which never should have been mysterious in the first place - using technology to help people sell."
Christopher Sellend: Research Director, The Yankee Group
"This book is written in a clear and concise manner that illuminates the power and multiplicity of uses of sales automation. I strongly endorse this book's clarion call, which sounds the importance of sales automation, today, as well as in the next millenium."
Richard Bohn: Executive Editor, Sales Automation Success
"Finally...a cookbook worthy of Peppers' and Rogers' 1:1 marketing menu. Whether CEO or CIO, sales manager or systems analyst, if you're going to become involved in 1:1 marketing, read this book first.
William Andrews: CEO, Dillon Agency
About the Author
Consultant/author/educator Dick Lee is principal of St. Paul, Minnesota-based High-Yield Marketing, a consulting group that helps clients develop relationship marketing strategies and systems. HYM covers the full spectrum of relationship marketing-from developing 1:1 marketing approaches to designing and implementing customer information management and sales automation support systems.
Prior to forming HYM in 1994, Dick was co-founder and president of Lee & Riley-among the first marketing communication agencies to reach beyond traditional advertising and direct marketing services to explore 1:1 relationships with high lifetime value customers. In 1998, Lee & Riley was named "hottest agency of the year" for the advertising-rich Twin Cities.
Dick's insights into the difficulties companies commonly encounter in their transition from product- to customer-driven organizations make him a popular public speaker and commentator-and among the few recognized authorities on the organizational changes that come with elevating customer information to "lead dog" on the corporate information team. His observations and work have been featured by diverse media including The Wall Street Journal, AdWeek, Potentials in Marketing and National Public Radio's MarketPlace. Dick has also written a new book, The Sales Automation Survival Guide, which has quickly become a sales automation industry training tool as well as a reference for companies adopting sales automation.
HYM's consulting clients have included large organizations such as American Express, Microsoft, The New England and Toro Company-as well as middle market businesses in distribution, financial services, high-technology and manufacturing. Dick holds a BA from Reed College, Portland, Oregon and an MBA from Suffolk University, Boston. Before turning over his spare time to writing, for many years Dick taught Micromarketing at the Graduate School of Business, University of St. Thomas in Minneapolis. He is also an outspoken opponent of agist marketing and advertising practices and the author of a nationally recognized study entitled, Ageism in Advertising.
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Most Helpful Customer Reviews
4 of 4 people found the following review helpful:
5.0 out of 5 stars
You must read this book before you implement an SFA system.,
By Joe Lethert(jlethert@performark.com) (Minneapolis, Mn) - See all my reviews
This review is from: The Sales Automation Survival Guide : Everything You Need to Know, Before You Need to Know It (Paperback)
After watching many of my clients spend millions of dollars attempting to solve thier SFA needs and fail I came upon this definitive guide. It outlines the elements necessary to make it work from a technological, cultural, and business process perspective. A must read.
3 of 3 people found the following review helpful:
5.0 out of 5 stars
A road map with the customer and sales person in mind!,
This review is from: The Sales Automation Survival Guide : Everything You Need to Know, Before You Need to Know It (Paperback)
What a novel idea! The Survival Guide keeps your organization focused on the customer by continually reminding you that you are implementing a Relationship Managment solution, not an automation solution. The process works from the customer back to the organization. The book helps you realize that software supports the solution - it is not the solution. Sales Force Automation is a jungle - don't go into the jungle without the SURVIVAL GUIDE!
1 of 1 people found the following review helpful:
5.0 out of 5 stars
A must read for everyone embarking on this journey.,
By A Customer
This review is from: The Sales Automation Survival Guide : Everything You Need to Know, Before You Need to Know It (Paperback)
No matter what level of knowledge you have, this book is sure to provide insights on what to do and what not to do to make sales automation a success in your organization. And it's not all "techno babble"...highly readable, often funny!
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