Part 1 talks generally about SFA, what it is and how it relates to CRM. It discusses the impact of
Part 2 discusses the topics of territory, account, contact and sales cycle management. When I wrote this material I was
This part is called “Understanding the Opportunity,” and it’s predominantly sales methodology. It represents a third of Sales Automation Done
This E-Book, The Technology of Sales Automation, explains how it is possible to get proactive and valuable assistance from a
The final installment in the 5-part e-book edition of Sales Automation Done Right presents the conclusions resulting from this rigorous


CRM implementation is one of the most difficult and important projects a company can undertake. CRM touches every part of