Special Report on
Sales Operations, Defined
Sales Operations, Defined - Trends
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is a broadly recognized, widely-implemented strategy for managing and nurturing a company’s interactions with clients and sales prospects. It involves using technology to organize, automate, and synchronize business processes—principally sales activities, but also those for marketing , customer service , and technical support . The overall goals are to find, attract, and win new clients, nurture and retain those the company already has, entice former clients back into the fold, and reduce the costs of marketing and client service. 1 Once simply a label for a category of software tools, today, it generally denotes a company-wide ...
I recently re-read an old, but yet still very relevant article by Philip Kotler, Neil Rackham and Suj Krishnaswamy from the July-August 2006 issue of Harvard Business Review. Entitled “Ending the War between Sales and Marketing,” the article talks about the chasm that normally exists between sales and marketing functions within most organizations and how to resolve the conflict. Coming out of this very deep recession, I imagine the “blame game” has been going on in many organizations throughout the world: with disappointing sales, marketing blames the sales force ... Read More
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