click for their web site
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a selling example, click for their web site |
Processes employed:
 |
Budget for marketing. The President,
Peter de Bruyn Kops, sustained an M/E Ratio of 1, investing heavily in marketing along
with technology development. 
determined the benefits that mattered to customers. |
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Invest in developing a selling motion. Technical superiority alone utterly failed to gain sales or market share. | |
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Automate the selling PROCESS.
developed and automated a 28-step selling cycle. |
"Automated sequences of touches©" |
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LEADS |
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ORDERS |
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Process
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Well defined operations. | |
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Conditions describing the flow and branching among these operations. |
A process can be:
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Automated. | |
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Expanded and replicated. | |
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Measured and improved. | |
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Lower in (variable) cost with volume. |
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Product support.. | |
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Dissemination of product information around the World, with no sales force. |
| selling process | speaker |
| ""automated sequences of touches©" | Ralph E. Grabowski, marketingVP, http://marketingvp.com |
| virtual sales force, automated selling | Tom Siebel, Siebel Systems, http://www.siebel.com |
| D is for Distribution | Peter Zaballos, FTP Software, http://www.ftp.com |
| touch the customer | Thor Johnson, Juno Online Services, http://www.juno.com |
| access your market through the Web, augmenting your sales force | Ian Richmond, Nets Inc., http://www.industry.net |
Managing on the
Internet
© 1996-2005 Ralph E. Grabowski
