Sales Automation Done Right: Selling in the Digital Age

Sales Automation Done Right resurrects and embodies the notion that the computer and the sales process are a perfect fit. It also attempts to disentangle the ever present, and often dangerous, confusion that exists with the terms SFA and CRM.

All aspects of sales automation are explored, including the management of territory, accounts and contacts. But, most importantly, the heart of the book centers on the sales opportunity and the sales cycle, with in-depth analysis of sales methods, that...