By Bob Thompson
CEO, CustomerThink Corp.
This paper was made possible with the sponsorship of Microsoft Dynamics CRM and interviews with four of its customers: Equinox Fitness, Jones Lang LaSalle, Nortel and Sasfin Bank. We also sincerely thank these experts for sharing their insights: Barry Rhein, Barry Rhein & Associates; Jim Dickie and Barry Trailer, CSO Insights; Dick Lee, High-Yield Methods; Mike Ehrensberger, Sales Force Systems; Andrew Rudin, Outside Technologies; and Chris Stiehl, StiehlWorks. Last, but not least, we greatly appreciate the input of CustomerThink community members in an online survey about improving sales productivity, which provided much of the statistical information included in this paper.
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