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Sales Team Engagement Models
Posted By: pieter.devilliers* on 11/22/2004 11:25 PM (CST) 250 Points
Looking for different types of sales engagement models in the IT industry

Posted by: SRyan ;] Member Response
11/23/2004 5:41 AM (CST)
Can you be more specific? "The IT industry" is rather broad.
 
Posted by: leskennedy Member Response
11/23/2004 8:11 AM (CST)
Are you looking for the sales strategy? the sales channel structure? the sales process?

Les
 
Posted by: elambert Accepted Answer
11/23/2004 9:07 AM (CST)
Hi pieter.devilliers:

Below are five good books which I used to help develop sales processes and frameworks (models) in prior technology companies. Some of them are very detailed giving example call-scripts, letters, etc.

Solution Selling
http://www.amazon.com/exec/obidos/tg/detail/-/0786303158/104-3209585-722471...

The New Solution Selling
http://www.amazon.com/exec/obidos/tg/detail/-/0071435395/qid=1082737564/sr=...

Strategic Selling
http://www.amazon.com/exec/obidos/tg/detail/-/0446673463/ref=pd_bxgy_img_2/...

Consultative Selling
http://www.amazon.com/exec/obidos/tg/detail/-/081447215X/qid=1101217918/sr=...

Conceptual Selling
http://www.amazon.com/exec/obidos/tg/detail/-/0446674494/ref=pd_bxgy_img_2/...

If this is not what you are looking for, please provide clairification on what you mean by "sales engagement models."

Good luck.

Ernie
 
Posted by: telemoxie Accepted Answer
12/1/2004 11:35 PM (CST)
I agree with the chorus above, we can be more specific if we know more about your situation, and more about just what you are looking to do...

... but I would say, as a general rule, that sales people are very good at closing qualified opportunities, and generally poor at finding or creating them. I have heard that the oldest coin ever found was inscribed, "find a need, and fill it". If we define marketing as finding a prospect with a need, and give them sufficient time and resources to do the job... if you can provide a steady stream of qualified leads, and limit the sales role to closing business, you can have a relatively inexpensive, largely commission oriented sales force.

You might also want to check some recent questions:
http://www.marketingprofs.com/ea/qst_question.asp?qstID=3864
http://www.marketingprofs.com/ea/qst_question.asp?qstID=2122

and some of the content from the main page, e.g.
http://www.marketingprofs.com/4/doerr7.asp
 
Posted by: tom.mclellan* Accepted Answer
12/4/2004 12:30 AM (CST)
I agree with above titles and was especially impressed with Mike Bosworth's follow-up book Customer Centric Selling at http://www.customercentricsystems.com/. I found this useful as it offered a strong model for integrating the marketing and sales functions through common "sales-ready messaging" and a clear definition of a lead.

The New England Technology Sales, Marketing, & Bus Dev Executives Association also has a good reading list at http://www.netsea.org/knowledge_bookslinks.shtml.

Tom
 
Posted by: elambert Member Response
12/14/2004 12:38 AM (CST)
As I indicated above, Michael Bosworth (author of Solution Selling and Customer Centric Selling) is one of the foremost authorities in this area.

Ernie
 
Posted by: tour_prof* Member Response
1/2/2005 7:21 PM (CST)
To loosely answer your query (while recommending a book) I suggest you browse the Customer Centered Selling of XEROX,INC.

I am from the Philippine office (FUJI XEROX PHILIPPINES,INC. of the organization and i'd like to think that we have been delving on the matter for decades now.

Regards.

aris
(tour_prof@yahoo.ie)
 
Posted by: Val (Moderator)* Moderator Response
1/3/2005 4:51 PM (CST)
Hello all. I am closing this question, since its more than two weeks old. We do this to make sure members' contributions are rewarded in a timely manner and to improve the visibility of newer questions. Thanks, so much, for participating!

Val (Moderator)
 


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