Part III

Marketing and Driving Sales

In this part . . .

The best way to turn leads into customers is to dangle your products in front of them with marketing. But in order to really manage sales, you need to motivate your salespeople by giving them leads, quotas, and, of course, commissions. Meanwhile, you need sales forecasts that help you take an accurate pulse on the revenue.

Chapter 8 helps you hone your marketing efforts while Chapter 9 helps sales managers and administrators put sales force automation in place, with territories, quotas, and commissions. Important for all concerned, Chapter 10 helps sales reps turn leads into customers.