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John Maller
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Very god article. The way I see it, there are a couple of parallel threads in the sales process. The sales management is one, and an important one. Another important one is the "connecting the right product to this customers needs". That is an area that sales reps typically turn to sales engineers and other support. It would be invaluable to empower a sales person to self-serve on the product. All CRM tools have focussed on contact and and opportunity management. Empowering the sales rep with product knowledge is a gap. Emcien offers a solution that fills that gap.
http://www.emcien.com
Sales reps can now punch in a few features that customers want, and quickly see the product choices they can offer the customer. They can also put in a budget and see what they can sell this customer.
http://www.emcien.com/EmcienMatch
This site describes the self serve tool for sales reps
Ten Success Factors for Sales Lead Management
What makes some sales organizations close more deals in the same market, with a similar product and a similar value proposition? During the last Sales 2.0 Conference, we noticed a significant surge in interest in sales lead management. In November, 2008, Aberdeen surveyed 213 organizations and...
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