Value Delivered> Enablement ?

Questions to Ask >>

Talk to Peter

What resources are available by sales stage for the Field?
What is the utilization of the sales tools that have been provided?
What resources do the most successful Field people use?
Is there an overall plan of how to approach a prospect and move them to close?
Have the roles for all supporting functions to the sales process been identified?
Has the Sales Representatives time been optimized to spend the majority of their time in-front of prospects and/or customers?
Is there an automated, self-service infrastructure to supply what the Field needs, when they need it and in the format that they require?
Is there a feedback mechanism to evaluate, update and create new resources for use in the sale cycle?
Are there metrics to evaluate the effectiveness of resources?
Are there metrics to evaluate the efficiency of resources?

Peter Buscemi

Ensured organizational readiness by mapping functional needs against the new product development process and specifying specific deliverables, owners and timelines.

Continuously collaborate with Sales, Presales and Services to understand what is happening in the Field so that adjustments can be made in real-time to content, delivery mediums and systems so that the organization retains competitive advantage.

	415-269-4834
	peter@fourquadrant.com