Friday, September 3, 2010

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Automating the Whole Sales Cycle

By Brian Gardner, President, Selltis, LLC.

"Team selling. Too many of us in industrial sales emphasize the selling before we emphasize the team. Not that we don't deploy a team - we throw inside and outside sales reps, managers, technical specialists, and customer service people at every selling opportunity. Yet all too often, elements of our team act independently because they can't efficiently share information. Inside sales is not on the same page as outside sales. Opportunities are not followed up on in a timely manner. Project management is only something talked about. Customer service completes its third pass at an unresolved problem right before the sales person calls on the customer to check in. Best practices in one territory aren't shared with others until six months after the fact - if you're lucky."

Brian's paper discusses the five key questions to ask yourself when looking for ways to automate your process and increase your team's sales effectiveness. Download the complete paper at http://www.selltis.com/frontendselling.html.

Brian Gardner is President and co-Founder of Selltis, a developer of team-selling software created specifically for industrial and technical sales teams. In his prior life, Brian was VP of Sales at a large industrial distributor. For more information, see http://www.selltis.com.