Endorsements:

JoAnne Ravielli
Director
Dell Cloud Business Applications
 

Michelle Krans
SVP/Strategy and Dev.
Gannett Co, Inc.
 

Alex Shootman
Chief Revenue Officer.
Eloqua
 

Randy Illig
CEO
Ninety Five 5
 

Patrick Carmichael
Vice President
Best Practices Institute

SPARK!

Best practices for building a world-class sales culture leveraging the power of CRM as your corporate nervous system.

SPARK! is a practical guide that outlines eleven best practices critical for the success of any CRM enablement effort. SPARK! is NOT a technical guide because CRM enablement is not a technology problem; it is a behavioral problem. Technology solutions, by themselves, do not change behavior.

SPARK! unlocks some of the most stubborn behavioral obstacles of CRM adoption with fresh techniques and uncovers the hidden angles and avenues to CRM success. It injects new life into the conversation about CRM adoption by distilling the discussion down to only the most important, actionable concepts. The innovative new format of SPARK! makes for a crisp, quick read both piecemeal on the go or straight through cover to cover.

Even though CRM systems are deployed in nearly all industries and segments, adoption issues are fairly universal. It doesn’t matter if a company is large or small, in technology or healthcare, in the U.S. or abroad. There is a common pattern and formula—a recipe, if you will—for CRM success. This formula has eleven ingredients that will boost revenue and ensure CRM adoption:

	Best Practices:	SPARK! Videos by Walter Rogers:
	Gain Executive Leadership and Sponsorship With KPIs
	Map and Enable Your Customers’ Buying Processes
	Include Users in the Design and Deployment of the System
	Integrate Sales and Marketing
	Manage the Forward Pipeline
	Separate the Prospecting Cycle from the Sales Cycle
	Enable Collaboration and Support Tools
	Focus on Sales Management
	Deliver Effective Strategic and Tactical Training
	Include Non-Sales-Facing Functions
	Automate Reports and Alerts

Endorsements:

Maria Martinez
Executive Vice President, Customers for Life
salesforce.com
 

Mike Clayville
Vice President
North American Sales
VMware
 

Andy Lark
Chief Marketing & Online Officer
Commonwealth Bank
 

Chris Norton
Managing Director
Mentorgroup

Steve Horwitz
CEO
Astadia