White
Papers
| CRM Best Practices: A Framework For An Industry Renaissance | |
| This white paper offers a perspective on the history or best practices and offers a framework for best practices that embraces the key leadership and organizational implications of CRM that ultimately define success. It potentially offers a rallying point that all sides can leverage to achieve the type of win-win that should be the cornerstone of the industry. | |
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| Five Drivers of CRM Success ROI | |
| This is a 20 page white paper that outlines the key drivers of ROI from an industry perspective. The reality is that to achieve a return on investment, many elements must come together in a synergistic way. This document provides a no-nonsense view of how to achieve demonstrable results in an industry that is fraught with failed attempts. | |
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| Sales and Marketing Performance White Paper | |
| This white paper explores the issues to taking a traditionally oriented sales and marketing organization and making it customer centric. This may seem to be an oxymoron but the truth is that most sales and marketing organizations are indiscriminant in the acquisition and care of customers. | |
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| Sales Process White Paper | |
| This is one of Mr. Petersen’s most sought after white papers. It discusses the use of ROI as a sales tool. The white paper describes the creation and definition of a sales process and demonstrates the need to link the sales process with the prospect’s buy process. | |
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| Sales Quality | |
| This is a critical look at the role of quality as used in the sales process. This white paper is unique in its content and is one of the most sought after documents on this topic. The white paper is 40 pages in length and provides a number of examples of how the principles have been successfully applied. | |
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| SFA Value Chain Model | |
| This is an 18 page white paper written in the mid 1990s that addresses SFA from a Value Chain perspective. This was written before the CRM concept became well known. The white paper discusses the use of sales automation as a vehicle for delivering value to customers. It was written in an era that emphasized cost reduction as the vehicle to justify SFA. | |
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| Vendor Selection | |
| This white paper discusses the selection of sales force automation software but is generally applicable to CRM. The content is unique in that it discusses the role that vendor management plays in the creation of a positive relationship during implementation and beyond. Since this white paper does not deal with technology per se, it is as valid today as the day it was written. | |
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