The second item on the list of issues from my VP of Sales survey is accelerating opportunities and sharing best practices. As I mentioned in the first blog, I used my own judgment in creating categories and these two issues seemed to go well together. My evaluation of this issue led to enough good information to write a whitepaper on (new action item on my list!) Therefore, I am going to focus on what I found to be the key issue, the sales process and how that relates to sales automation.
My philosophy on sales processes is that there are a number of great templates out there from Miller Heiman to Solutions Selling to Customer Centric Selling and so on — and that none of these are right for you.