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"A corporate law firm may sell to a low volume of high-value customers, while a mobile operator  will deal with a high volume of low-value customers. Both could use the same package, but it will be configured differently."
PETER  BULL, SALES AND  MARKETING 
CONSULTING, PA CONSULTING GROUP

Salesforce automation: Cultural change can be the hardest kind to implement

Jessica Twentyman
Financial Times
16 March 2011

Peter Bull, sales and marketing expert at PA Consulting Group, has contributed to an article in the Financial Times The Connected Business special report. The article looks at how a large number of companies customise their salesforce automation tools so that they reflect the individual company’s size, sales processes and customer base.

Peter points out that "a corporate law firm may sell to a low volume of high-value customers, while a mobile operator selling to consumers will deal with a high volume of low-value customers. Both companies could use the same package, but the way it is configured will need to reflect these differences."

You can read the article in full here.


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