Although born out of technology called sales force automation, traditional CRM tools have offered few benefits for salespeople. Most CRM sales applications manage the salespeople
—that is, they are of benefit mainly to sales management. The tools help create forecasts, build pipeline models, segment territories, etc. Organizations have recognized that frontline salespeople need help automating the processes of actual selling.
Join Frost & Sullivan and our panel of experts as we explore how Sales Enablement CRM tools assist with adherence to formalized sales methodologies, increase reuse of sales materials and keep salespeople where they belong—away from their desks and out in front of prospective customers. Share and exchange your internal challenges and experiences during our live interactive Question and Answer session.
, Moderator - Sales & Marketing Management Magazine
Christopher Hosford is editor-in-chief of Sales & Marketing Management
magazine, the multiaward-winning professional business magazine serving the
needs of executives with direct responsibility for sales, marketing, strategic
, Strategic Analyst, Contact Center/CRM Growth Opportunities Service, Frost & Sullivan
Customer Relationship Management systems, despite their nomenclature, do not revolve around customers, but rather around the companies that sell to the customers. In a similar manner, sales force automation (SFA) <More>
Jeff Summers, Senior Vice President Marketing, The Savo Group
Traditional SFA provides management with visibility into sales activity, while falling short on actively enabling front-line salespeople to sell more efficiently and effectively. Now, more than ever, organizations are increasingly focused on enabling their sales teams to clearly articulate the value and differentiation of their solutions. <More>