Sales-centric apps for CRM and sales automation.

Sales Automation Done Right

Synopsis

Sales Automation Done Right advances the case that the computer and sales process management are a perfect fit. It describes a proven approach for driving up the competitiveness of the sales team through technology. All aspects of sales automation are explored, including the management of territories, accounts and contacts. Most importantly, the book focuses on the sales opportunity and its corresponding sales cycle, including in-depth analysis of sales methods that respond well to computerization and shows practical step-by-step examples of how these have been proven to work.  

Anyone with an interest of applying technology to sales will find this book invaluable: business executives, sales and marketing managers, sales administrators, and the important link in the chain, sales professionals the world over.

Sales Automation Done Right:

  • Reviews sales automation in the context of its contributions to the processes of CRM technology.
  • Demonstrates how sales automation should follow the core competencies of the selling process.
  • Shows why effective sales automation must be driven by methodologies specifically designed for the computer.
  • Derives a new, universal sales model from established models, tuned from the ground up for computerization.
  • Includes a detailed business case study that illustrates and reinforces the essential issues raised throughout the book.
  • Summarizes the latest developments in technology that positively impact sales teams.

About the Author

Dr. Keith Thompson is the founder of Ardexus and SalesWays Corporations, award winning companies in the field of Customer Relationship Management and sales automation. After his post-doctoral work, Dr. Thompson moved into the field of high technology sales and worked in field sales positions for over ten years before setting up his own sales and distribution company. The company, Canberra Packard Canada, grew to become one of the largest in Canada and was purchased by a Packard Bioscience company in 2001. Throughout his professional sales career, Dr. Thompson has been devoted to devising ways in which computer technology can be leveraged to model and improve sales processes with the goal of growth and success for sales professionals.

Download a free PDF of Sales Automation Done Right in five parts

Technology and Sales

Technology and Sales

Part 1 talks generally about SFA, what it is and how it relates to CRM. It discusses the impact of CRM and SFA on the company and the people within it, and how it affects and changes company culture. There is also an illustration of the natural steps that organizations follow in adopting technology to solve operational and process pains, and how to fast-track the final solution.

The Core Competencies

The Core Competencies

Part 2 discusses the topics of territory, account, contact and sales cycle management. When I wrote this material I was looking at the issues facing the sales manager and how he or she might be setting up a new CRM system. The competencies definitely are a good starting point.

Understanding the Sales Opportunity

Understanding the Sales Opportunity

This part is called “Understanding the Opportunity,” and it’s predominantly sales methodology. It represents a third of Sales Automation Done Right, and if you are in any way involved in applying technology to your selling environment, you should find it interesting, and maybe controversial.

The Technology of Sales Automation

The Technology of Sales Automation

This E-Book, The Technology of Sales Automation, explains how it is possible to get proactive and valuable assistance from a computer that has been programmed with basic information about how sales transactions progress and evolve through the sales cycle.

Conclusions

Conclusions

The final installment in the 5-part e-book edition of Sales Automation Done Right presents the conclusions resulting from this rigorous examination of sales automation. And that conclusion? Effectiveness is the key – selling better against well-armed competition.