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Sales Outsourcing
- How to Utilize Sales Outsourcers
- Think about the structure of your sales force. Where can you utilize the assistance of professional sales outsourcing company? There are many areas within your sales organization that can be outsourced. (Read article)
- 11 Benefits of Outsourcing
- Most outsourcing decisions begin with cost-cutting - but rarely end there. Once the efficiencies of outsourcing are in place, companies find ways to use them for a broad range of improvements to processes and performance. (Read article)
- Sales Outsourcing Overview
- In the past, sales outsourcing was used by companies to expand into new territories or in lieu of developing a sales team around a new product or sales approach. This is still the case; however, companies are now also utilizing sales outsourcing as a vital strategy for their sales plan. (Read
article)
Best Practices
- Train Your Sales Team Using an Effective Sales
Process
- They say "good salespeople are born, not made." But that's
false. In fact, selling is mostly a science,
not an art. (Download PDF)
- Success in CRM Sales Rollouts
- It's amazing that surveys are still revealing poor results from sales
rollouts of CRM. Take for example, a December
2004 survey conducted by CRMGuru.com, which
found that few of the people surveyed believed
that their firms--and, specifically, their
sales teams--were achieving significant performance
gains from CRM. (Download
PDF)
- Data Alone Won't Help You Understand Customer Relationships
- Available data, such as is captured through retail loyalty programs,
will not deliver the insight needed to guide
relationship development. Such data is, by
definition, transactional and behavioral-not even close
to the complexity that relationships imply.
Such data tells us nothing about the health
of customer relationships; it tells us little
of the "why" that
lies behind the behavior. (Download
PDF)
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