Sales Automation Done Right: Selling in the Digital Age

Front Cover
SalesWasy Press, 2005 - Business & Economics - 296 pages
 

What people are saying - Write a review

We haven't found any reviews in the usual places.

Contents

Part Technology and Sales
3
Chapter
4
The split personality of sales automation
9
Whats the point of definitions?
17
Chapter
18
Chapter
25
Breaking it into chunks
51
Efficient selling
65
I7I How the fundamental skills are used throughout the sales cycle
139
I74 The effect of extending the sales cycle
146
ProbabilityThe Vital Percentage
149
I8I The Probability Matrix showing the nine Probability Indices
157
Working the list
161
I9I How three salespeople discover the same sales opportunity
163
I93 Use of the fundamental skills across the Portfolio at different times
166
What is this the Theory of Relativity?
171

The relationship reigns
73
Its time to sell
79
TA Sand C Where do we go first?
89
I2I The top two core competencies are related to selling styles
91
Understanding the Sales Opportunity
99
Building the sales process
105
I4I The value of interactions
107
I43 Simple sales process built from a set of Critical Interactions
114
A Case Study
117
I5I Customer interactions between Smith PC and GDPN over a three
120
Only three?Tell memore
129
At this point in the sale which
135
Everything we have to know to win 85
185
2I2 Summary diagram showing the methodology introduced in Part 3
190
The Technology of Sales Automation
197
Question and Answer time
207
What the salesperson sees
225
Glossary
228
Watch out for wellknown pitfalls
253
Sales Training
267
Index
289
AdministeringTerritory Groups
296
Copyright

Common terms and phrases

Bibliographic information