Title: When the Going Gets Tough, the Tough Get Selling 

Author: Cindy Barnes

White Paper considering the issue of selling effectively in a recessionary market. 

This paper differentialtes between transactional selling (the result of 10,000 years of sales style development based on product, features and price) and the alternative of adopting a consultative style of customer interaction based on value.  In a recessionary market, the sales proposition defined by price and substitutibility deteriorates rapidly to a commodity position with low margins, and terminal decline. But there is hope!!  Read on.

[PDF here for downloading]

Title: Learning From CRM Success and Failure

Author: David Jefferson

White Paper exploring reasons for CRM Project success and failure in B-2-B enterprises.

This paper is based on observations of senior management following CRM project failures.  Their explanations are not always the ones reported for public consumption. This produces some exciting insights into the CRM project imperatives especially dealing with packaged software solutions, keeping consultants on track, and putting the customer into a central position in the business growth strategy before embarking on CRM. 

A must-read paper for any organisation planning to implement CRM.

[PDF here for downloading]

Title: Building the 'R' in CRM

Author: David Jefferson

Originally published in PMP Consultants Conspectus.

[PDF here for downloading]

Title: It's People That Make Systems Work

Author: David Jefferson

Originally published in Sales Direction Magazine

[PDF here for downloading]