Tuesday, February 23, 2010

Accelerate your sales cycle with Sales 2.0

For those of you who have an interest in improving your sales process I highly recommend Anneke Sele’s book Sales 2.0 at http://www.amazon.com/Sales-2-0-Innovative-Practices-Technology/dp/047037375X/ref=cm_cr_pr_product_top

Having rolled-out the first Oracle web site in the 90’s, in a (very successful) effort to increase the penetration of the Oracle database in the mid-market, I had the opportunity to work very closely with Oracle’s inside sales organization. I later took advantage of this experience to design Siebel’s enterprise CRM software, which gave me the privilege to work with some of the most talented companies who were trying to build great sales organizations and were striving to integrate the multiple channels of customer communications!

I certainly wish that Anneke Sele’s book had been available at the time as it very clearly and realistically explains and underscores how successful sales organizations need to use contemporary technology and while codifying processes from prospect inquiry to customer close. Anneke’s emphasis on a common lead framework between sales and marketing is right on! Don’t wait to implement a low-latency sales cycle: Implement Sales 2.0 now.

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