IT Sales and Business Development
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Source : http://i.i.com.com
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last activity : 07 06 2010 20:18:04 +0000
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If your company uses a contact management or customer relationship management (CRM) system, you need to ask one additional key question. Does your CRM or contact management system tie your consultative sales, ROI analysis, and proposal production processes together?
This white paper discusses the value proposition for integrating these vital sales process components and explains why doing so is the key to building a competitive sales force.
Sales professionals fall into two classifications, eagles and journeypeople. The majority of sales organizations are composed of journeypeople who rely on their knowledge of the company and its offerings in sales calls.
Journeypeople are most comfortable talking about their company’s capabilities.
Now the question is Do our sales professional
Follow a consultative sales process designed specifically for our unique products or services? Have the ability to calculate an ROI for our specific products or services that is accurate, unbiased, and plausible? Write customer-centric sales proposals that help buyers make informed buying decisions?
These are the few questions that has to be answered before developing a Future sales force.
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Abhik I understand what you are saying but People need the work to be done and upto the time these acquired skills are working well no one is going to think about knowledge based skills. |
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