by danielbpatton | Aug 30, 2010 | #B2BSales
Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving...
by danielbpatton | Aug 10, 2010 | Uncategorized
What if a CRM could be integrated with a document management system? This would allow all business process owners to view and act upon the documents that provide an important piece of the total customer picture. An integrated solution can make documents such as...
by danielbpatton | Aug 9, 2010 | #B2BSales
Sharon Little’s notes from a recent SalesCraft event featuring Joe Galvin of Sirius Decisions via The Savo Group blog. Details the specific target areas of a 1.0 program (leadership, communications, technology, onboarding, methodology, etc.) versus a 2.0 one...
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...