by danielbpatton | Jul 27, 2010 | #B2BSales
Sales technology has been touted as a primary tool for enhancing customer relationship management. However, empirical research is sparse concerning the use of information technology (IT)and its effects on the relationship between salespersons and customers. Using an...
by danielbpatton | Jun 6, 2010 | #B2BSales
Here’s another fine argument for tackling your top corporate objectives through a managed strategy for your sales people, processes, content, and technology — the four pillars of Sales Enablement. View this document on Scribd In succinct and attractive...
by danielbpatton | Apr 14, 2010 | #B2BSales
Top-performing sales organizations are meeting the challenges of identifying the most likely buyers of their products and services through the deployment of sales intelligence solutions that introduce a wide variety of data streams to their front-line staff. By...
by danielbpatton | Feb 11, 2010 | #B2BSales, #ContentStrategy
[Note: This is the second of a two-part series on Sales Knowledge Management. Read part 1] SKM and the Sales Manager Sales Management is responsible for annual, quarterly and monthly metrics, account, sales, revenue, and profitability goals—not to mention the...
by danielbpatton | Feb 10, 2010 | #B2BSales, #ContentStrategy
Today many company’s are making significant efforts toward sales effectiveness—goals are clearly communicated, the methodology is defined, recruiting and ongoing education of reps is stronger than ever, support teams are in place for lead generation and incubation—and...
by danielbpatton | Jan 28, 2010 | #B2BSales
Steve Diamond over at Oracle delivers a whiteboard (thanks BNET) that speaks to the dollar impacts of some fairly straightforward Sales 2.0 initiatives—CRM for 360° opportunity management, a meritocratic email campaigning environment, pricing analytics, and (my...