Customer Reviews

Virtual Selling: Going Beyond the Automated Sales Force to Achieve Total Sales Quality

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This book is an excellent choice for individuals hell-bent on implementing sales automation without really knowing why. For those who are struggling to develop a vision for their sales automation initiative, Tom Siebel does a good job of balancing relevant historical information with real world examples and hypothetical situations. One might expect a book written by Tom Siebel to make the case for his company's own software solution, but that is not the case. Instead, Tom provides keen insight into the benefits of automation as it relates to the processes of selling and customer relationship management. Those who are have already developed and successfully articulated a clear vision for their sales automation initiative may find this book interesting, but probably of little value in moving forward. "Virtual Selling" concentrates exclusively on vision. Those looking for advice or information on the process one goes through in successfully developing and implementing a sales automation initiatve need to look elsewhere. Anyone wishing further information regarding this book, or sales automation in general, should feel free to email me at adamleft@webspan.net - Adam Lefton

Tom Siebel's focus of course is on the SFA side of sales, however this book is filled with great humor and great advice. I would recommend it to any sales person trying to improve their consultative selling approach. Siebel is of course a master salesman.

Thomas Siebel has a great vision for what many corporate bureaucracies cloud over with endless data analysis...it takes real salespeople, on the street, selling the business to succeed. IT systems are meant to help in a number of different ways but ultimately they must exist to move sales forward and not drag them down. Siebel explains how companies can benefit from the data collection and analysis while empowering the salesforce to sell.

Readable book suitable for those interested in introduction to high level sales concepts and a 1995 view of anticipated impact of technology on selling.