The Sales Automation Survival Guide : Everything You Need to Know, Before You Need to Know It

By Dick Lee

Why do 60% to 75% of sales automation implementations fail? Why do sales automation software sellers want you to mistake sales automation for software? This highly accessible, deliciously irreverent... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 188665607X
• ISBN13: 9781886656079
• Release Date: October 1998
• Publisher: Better Books
• Length: 203 Pages
• Weight: 0.70 lbs.
• Dimensions: 9.0" x 0.8" x 6.0"

Customer Reviews

A road map with the customer and sales person in mind!

What a novel idea! The Survival Guide keeps your organization focused on the customer by continually reminding you that you are implementing a Relationship Managment solution, not an automation solution. The process works from the customer back to the organization. The book helps you realize that software supports the solution - it is not the solution. Sales Force Automation is a jungle - don't go into the jungle without the SURVIVAL GUIDE!

You must read this book before you implement an SFA system.

After watching many of my clients spend millions of dollars attempting to solve thier SFA needs and fail I came upon this definitive guide. It outlines the elements necessary to make it work from a technological, cultural, and business process perspective. A must read.

A must read for everyone embarking on this journey.

No matter what level of knowledge you have, this book is sure to provide insights on what to do and what not to do to make sales automation a success in your organization. And it's not all "techno babble"...highly readable, often funny!

Catalyst to action

The clarity and candor of Dick's book helped get the implmentation team off the dime. It helped them understand is is not so much a software question as a compliance question. If you are having trouble reaching consensus, buy every member of the team a copy of the book. (Or, if you are cheap like me, highlight one copy and route it.)

A very good introduction to a complex subject

If you want a good introduction to "sales automation" , this is the book. It explain you the "what" and "why" and the challenges that you can expect. The "big lie" chapter alllowed me to understand the "confusion" between Sales automation and "close" topics and was very refreshing. The method described seems fine but some more details would not hurt. Dick, we are waiting for the "detailled guide" now !