Don’t solve problems: pursue opportunities.
This executive summary is the distillation of the best practices presented throughout the book, reframed from the perspective of VPs and CxOs (e.g., CEOs, COOs, CFOs, and CMOs) of a company that plans to implement a Salesforce.com system or radically expand an existing one. We designed it to be the only part of the book that every executive needs to read. If you’re not an executive, skip this executive summary, as you’ll find the more detailed information you need in later chapters that cover your specific organization.
Why should you bother reading this chapter?
How about competitive excellence? Lower customer churn? Higher win rates? Visibility? This chapter wasn’t ...