Conceptually, this discussion rages on independent of the CRM system in use. However, let’s examine a lead process and discuss conceptually what a lead actually is. In any SFA (sales force automation) implementation of a CRM system, careful consideration must be taken to properly set up the supporting modules.
Expertise in the product you are selling is a key success factor to wining deals and achieving sales excellence. However, sales professionalism is still part of the overall process and simply having product knowledge does not guarantee a deal. A common mistake made by the super knowledgeable sales person is to start rattling off all [...]