Explaining Salesforce.com to the CEO: Top 5 Misconceptions
By David Taber, author of
Salesforce.com Secrets of Success
The CEO's most dangerous misconceptions, which may be shared by sales and marketing, won't be about Salesforce.com itself but about how it should be deployed and used. Because an SFA or CRM system without relevant, up-to-date information is just an empty shell, the value of the system comes from the customer data it holds.
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Resilience During the Recession: Focusing on the 3Rs
By Donovan Neale-May, Executive Director of the Chief Marketing Officer (CMO) Council and CLOSE
Now, more than ever, it is critical for marketing to do a better job of identifying and targeting predisposed prospects, delivering sales-ready opportunities into the pipeline, and optimizing the value and return on customer relationships. The sales force, in turn, must rely on marketing for more relevant messaging, content and campaigns that trigger buying and repeat purchase.
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Books »
A Seat at the Table: How Top Salespeople Connect and Drive Decisions at the Executive Level
Customers only care about one thing: value. And the only proven way to increase sales productivity is to deliver new and different forms of value. Salespeople must become experts in their customers' businesses and help them generate better results. Readers will learn that evolving from "salespeople" to "businesspeople who sell" will earn them a seat at the table--the place reserved for those select people who guide the strategic direction of an enterprise. When they can do this, salespeople will be in a position to create demand for their products and services, protect their core business, and close more sales.
Available from Amazon »
The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them
Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market can have such different results? Using Eric Berne's Transactional Analysis, Sandler devised a selling system and distilled forty-nine unforgettable rules that are frank, sometimes fun, and always easy to put to use.
Available from Amazon »
Losing Loyalty
Protection from Brand Infection
Marketing Outlook 2009
Calibrate How You Operate
Giving Customer Voice More Volume
The Consumer Defection Dilemma
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Marketing's Fight Against Frauds, Fakes and Infringements
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The CMO Council Annual Global Benchmarking Study
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Improving Marketing Yield, Visibility and Process
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How companies measure and optmize customer experience
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Published montly, the CLOSE eJournal offers noteworthy articles, tips and news to add to your sales arsenal.
June 2009: Proactive Selling
• Editor's Cut: Businesses Losing Loyalty
• Sales Tips for Being Proactive
• Getting Affluent Households to Buy
• Explaining Salesforce.com to the CEO
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Getting a Business Lift from Loyalty will assess the operation and innovation in loyalty club programs and the mobilization of loyalty club members as advocates for new or repeat business.

