9. E-Sales Success Building Blocks Sales Force Training Tele Sales Force Executive Sales Force Direct Sales Force Ideas & Plans Tele Sales Systems Customer Targeting Marketing Systems Customer Access Compelling Sales Success Performance Competitive Uncertainty
10. Corporate Success Foundations Strategic Uncertainty Leadership Execution Refinement Production Ideas & Planning Marketing Access $$$ Sales Process Strategy Access $$$ Strategy Process Success Performance
12. Sales Funnel Clusters Prospects Database Research Telesales Call or Web Positive e-Feedback Phone Conversation inPerson Extensions Positive Feedback Group Presentation Positive Feedback First Proposal Out Negotiation Verbal Agreement Contract Out Contract Agreement Order Forecast Build to Inventory Order Booking Product Shipment Acceptance A/R Cash Collection Warranty Reserve End Warranty Customers 0 30 60 90 120 150 180 210 240 270 300 330 360 390 X Y Z Lead Generation