Research and publish the best content.
Get Started for FREE
Sign up with Facebook Sign up with X
I don't have a Facebook or a X account
Already have an account: Login
Shipley Asia Pacific
950 views |
+0 today
Shipley Asia Pacific: Business Development - Support leaders improve their BD as a process, not a job description. e.g. full BD-CMM - aka Market Entry, Segment Positioning, Capture Planning & Coaching, Bid and Proposal Planning and Management, Customer Success Stories
Curated by
Jeremy Pollard
 Your new post is loading...
Your new post is loading...
|
Scoop.it!
Jeremy Pollard's insight:
Sure, they're flogging a product, but this is a good example of 'troubling' content to inspire changed thinking and behaviour on the part of prospects. I have to declare up front I think CRMs are an ironically named rip-off. Designed by technologists, and bought by CFOs to keep track of those pesky sales people. The irony ? CRMs are nothing to do with the customer, they are an attempt to justify nonsense revenue forecasts by loading up all the stuff people want to sell, and aligning that to prospect names in an attempt at forecasting credibility. Seriously, ask what anyone's CRM has ever actually DONE FOR A CUSTOMER? 
Marteq's curator insight,
September 13, 2013 6:59 AM
|
Ok - you own a sales process. Revenue targets. Sales Managers & reps, commission scheme, forecasting. Maybe even some lead generation. But for the last decade the biggest shift has been outside your control. And it's not your competitors. It is the rise & rise of the trained, professional buyer. Do yourself a huge favour. Read this book. Learn how the other side thinks. Understand why the procurement discipline is handing the old-school sales discipline a big can of whoop-ass.