Verified Document

Sales As The Heart Of Essay

com (Campbell-Kelly, 2009). Salesforce.com is the leading provider of Software-as-a-Service (SaaS) applications for Customer Relationship Management (CRM) and Marketing Automation applications. The company was founded by a series of sales executives from Oracle Corporation who realized that the future of enterprise software was going to shift drastically away from on-premise, expensive licensing agreements and migrate to being able to lease only the applications needed. This is the essence of the SaaS business model, which the sales executives who founded Salesforce.com helped to define as they grew their business (Campbell-Kelly, 2009). Would Salesforce.com be as successful as they are right now without having sales executives driving the development of the application? Most likely not because the highly specific needs of enterprise software buyers for CRM systems needed to be understood in detail for the company to build such effective applications. Sales executives from Oracle who now run Salesforce.com marketing drive their marketing campaigns with personalized strategies instead of relying purely on the digital techniques so many marketers prefer. Conclusion

Sales owns the majority of marketing direction in companies where the needs of customers change rapidly, are highly complex, and require an intensive level of expertise to meet over time. In challenging economic times sales often ends up running marketing because sales professionals spend more time with customers...

Marketing has often resorted to orchestrated, well-coordinated and choreographed strategies yet often they lack the voice of the customer and an appreciation of what is needed to be successive. Sales in difficult economic times also has a much higher level of focus on making marketing as efficient as possible and closing business (Campbell-Kelly, 2009). With a large percentage of their incomes on the line, sales will often go to extraordinary lengths to ensure the success of a selling strategy (Paparoidamis, Guenzi, 2009)
References

Boaz, N., Murnane, J., & Nuffer, K.. (2010). How basic behaviors drive sales success. The McKinsey Quarterly,(3), 25.

Campbell-Kelly, M.. (2009). The Rise, Fall, and Resurrection of Software as a Service. Association for Computing Machinery. Communications of the ACM, 52(5), 28.

Edelman, D.. (2010). Gaining an edge through digital marketing. The McKinsey Quarterly,(3), 129.

Nicholas G. Paparoidamis, & Paolo Guenzi. (2009). An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness. European Journal of Marketing, 43(7/8), 1053-1075.

Roger Turner, Christophe Lasserre, & Pascal Beauchet. (2007). Marketing Metrics; Innovation in field force bonuses: Enhancing motivation through a structured process-based approach. Journal of Medical Marketing, 7(2),…

Sources used in this document:
References

Boaz, N., Murnane, J., & Nuffer, K.. (2010). How basic behaviors drive sales success. The McKinsey Quarterly,(3), 25.

Campbell-Kelly, M.. (2009). The Rise, Fall, and Resurrection of Software as a Service. Association for Computing Machinery. Communications of the ACM, 52(5), 28.

Edelman, D.. (2010). Gaining an edge through digital marketing. The McKinsey Quarterly,(3), 129.

Nicholas G. Paparoidamis, & Paolo Guenzi. (2009). An empirical investigation into the impact of relationship selling and LMX on salespeople's behaviours and sales effectiveness. European Journal of Marketing, 43(7/8), 1053-1075.
Cite this Document:
Copy Bibliography Citation

Related Documents

Sales Contracts and Products Liability
Words: 696 Length: 2 Document Type: Article Review

(O'Reilly, 2003, p.2) But the company is not legally liable if it did all necessary testing, warning, and reasonable evaluation of safety, if for example, an unexpected result occurs through the use of the product. O'Reilly finds the reasonable person standard troubling, as the reasonable 'average' consumer will not have specialized knowledge that a manufacturer should have about the product he or she is selling. He believes government agencies have

Sales Organization Evaluates Its Sales Team. The
Words: 2540 Length: 8 Document Type: Essay

sales organization evaluates its sales team. The organization I am using is Carton Bros. Ireland it is a poultry distribution company. The question in more specific terms is intention to discover what are the different methods of performance appraisals this organization uses in order to evaluate how their sales team are performing?' About the company Carton Brothers is the name of the company that produce Manor Farm chicken. It dates back

Hearts Desire a Case Study
Words: 2469 Length: 8 Document Type: Case Study

changing nature of digital printing, info-imaging, and to determine the steps Heart's Desire Printing and Design Co. must take in order to remain viable and profitable in the competitive business printing marketplace. Until the recent years, upgrades at the company have involved purchases of printing presses, which may have included computerized controls. Computers have been utilized in the different debarments for separate functions. Accounting and invoicing were handled by

Managing Advertising Sales Promotion Public Relation and Direct Marketing...
Words: 4174 Length: 14 Document Type: Term Paper

Managing Advertising, Sales Promotion, Public Relation and Direct Marketing Hundreds of theories exist that examine, outline, define and analyze the best methods for managing advertising, sales promotion, public relations and direct marketing campaigns. Slick advertising agencies offer manufacturers and retailers a variety of tools that do in fact support the advertising and sales promotion process. The primary key element however, that is common among all of these areas, and the one

IT Strategy Bike Sales and Service List
Words: 860 Length: 3 Document Type: Questionnaire

IT Strategy Bike Sales and Service List 3 strategic goals for Ted's business and provide an explanation of each. Reduce Overhead -- lower his expenses Make better use out of part-time employee scheduling Match supply and demand in the various locations Identify 5 specific types or categories of information that Ted needs to run his business and explain why they are important to him. Sales data -- he needs to know specifically what drives his revenue Employee costs

Customer Relationship Management and Its Link to Sales Performance...
Words: 6951 Length: 25 Document Type: Term Paper

CRM and Car Buying The world of business has come a long way since the only maxim was "The customer is always right." One of the most important new versions of that age-old wisdom is the model of "customer relationship management" or CRM. This paper examines that strategy, which is a model of doing business in which various techniques are used to learn more about the needs and behaviors of the

Sign Up for Unlimited Study Help

Our semester plans gives you unlimited, unrestricted access to our entire library of resources —writing tools, guides, example essays, tutorials, class notes, and more.

Get Started Now