November 2001 Section Meeting
Topic: Looking For a Competitive Edge in Today's Sales Environment
The goal was to help you analyze your company’s current sales process.
Global spending
on sales force automation topped $2 billion last year; projected to double by 2004. Adoption
rates of Customer Relationship Management (CRM) and Sales Force
Automation (SFA) software are staggering, with 60% growth each year.
Discussed why
this market is growing at such an explosive rate?
·
Companies down sizing
·
Increase in technology adoption
·
Decrease in technology cost
· Companies needing to better manage the sales
process
Dived
into details of
this market of team selling software; reviewed & discussed:
·
History of SFA/CRM
·
Technology on the market today
·
Things to consider when evaluating
software for your sales team
·
Key elements of success
·
How
do you justify this into your sales team
Lectured Focus
on sales
companies that:
·
Sell and support multiple products or
services
·
Those products or services have medium
to long sales cycles
·
There are typically multiple
influencers involved in the sales pursuit
·
Multiple
people in the sales organization are touching the customer
PHOTOS FROM THE MEETING
Speaker:
Brian Gardner – President and Co-Founder of Selltis
