Special Report on
Sales Process Business Paper
Sales Process Business Paper - Trends
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By shifting to a web-based portal from iCentera to manage its marketing collateral, software company Infor has slashed the bill for printed materials from $130,000 per quarter to roughly $10,000 to $15,000 per quarter. That’s a reduction of 89 percent. At the same time, the CRM and enterprise asset management software company has made it simpler for its marketing and sales support team to FIND the right, most updated collateral, according to Infor vice president of global marketing services David Alampi. Wild goose chases for materials — which are often outdated anyway — were costing Infor hundreds of hours of ...
Frankly, the question confuses me, it assumes that sales goals and sales process are mutually exclusive. Geoffrey seems conflicted, as well. Later, using the example of an Olympic athlete, he states, “For the Olympic athlete, the process leads naturally and progressively towards the goal.” The whole point of a sales process is that it is goal directed. The best sales processes represent the organization’s best experience in winning business–achieving goals. The only reason to have a sales process is because it provides us a road map to effectively and efficiently achieve our goals. I ... Read More
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