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Part Technology and Sales
The split personality of sales automation
Whats the point of definitions?
Breaking it into chunks
I7I How the fundamental skills are used throughout the sales cycle
I74 The effect of extending the sales cycle
ProbabilityThe Vital Percentage
I8I The Probability Matrix showing the nine Probability Indices
Working the list
I9I How three salespeople discover the same sales opportunity
I93 Use of the fundamental skills across the Portfolio at different times
What is this the Theory of Relativity?
The relationship reigns
Its time to sell
TA Sand C Where do we go first?
I2I The top two core competencies are related to selling styles
Understanding the Sales Opportunity
Building the sales process
I4I The value of interactions
I43 Simple sales process built from a set of Critical Interactions
A Case Study
I5I Customer interactions between Smith PC and GDPN over a three
Only three?Tell memore
At this point in the sale which
Everything we have to know to win 85
2I2 Summary diagram showing the methodology introduced in Part 3
The Technology of Sales Automation
Question and Answer time
What the salesperson sees
Watch out for wellknown pitfalls
actual sales cycle answer automation done right buying process C H A P T E R Chapter Close Phase competition Contact Management core competencies Critical Interactions CRM system customer interactions Customer Knowledge Store Customer Relationship Management database decision maker degree of focus developed Example forecast fundamental skills GDPN happen High HSP Group IBO Essentials important Industrial Copier issues Joe Small John Parker lead marketing Medium move Opportunity Focused Interaction Opportunity Portfolio Points to Remember portunity possible Priority Cube Probability Index Probability Matrix Probe Phase Proposition prove and close prove skills purchase questions related topics Relationship Focused Interaction Rick sales automation system Sales Cycle Management sales department Sales Environment sales method Sales Model sales opportunity sales process sales team salespeople salesperson shows skill phase Smith PC solution three phases tion trial close win the sale