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Table of Contents Selling is About More Than Sales Who Should Be Accountable for the Pipeline? And The Word Was Process When a Pencil is More Than a Pencil For previous Briefings and more articles check the Sales Effectiveness Briefing Archive as well as our White Papers including "The Selling Crisis" Questions and/or Feedback? We welcome your questions and feedback. What articles did you find particularly relevant and useful to your own situation? What topics would you like to read in our future Briefings? Would you like advice from our experts on these, or other, sales effectiveness topics? Contact us with your questions.		Selling is About More Than Sales Martyn Lewis Market-Partners Inc.
	I am constantly amazed at how companies - from start-ups through to the giants - think that the achievement of sales results falls solely within the domain of the sales organization. This often leads to the illogical conclusion that, if sales targets are not being met, then it must be the fault of sales. As a single, maybe extreme, example let me share with you the true story of Pete… Full Article
		Who Should Be Accountable for the Sales Pipeline: The VP of Sales or CEO/COO? Philip Lay Managing Director, Chasm Group
	Foreword by Martyn Lewis: In one of those interesting coincidences, two articles have come together in this month's Briefing with a similar theme. I wrote the article Selling is About More Than Sales and, in a separate initiative, our editorial team chose this article from Philip Lay. Lay puts forward the argument that it is not just the Chief Selling Officer who is responsible for filling the pipeline! Whereas the CSO may be the individual that is accountable for the selling activities that will generate sales opportunities, it is the COO or CEO sharing in the overall strategy that results in a healthy and full funnel. In my opinion, the two articles resonate soundly; both exploring the theme that a company cannot simply think that the achievement of revenue goals is the responsibility of the sales organization. This article was originally published in the May 2003 issue of Under the Buzz, an electronic "viewsletter" authored by Philip Lay, Managing Director at the Chasm Group, a Silicon Valley strategy consulting firm. It is included in this Briefing with permission. Full Article Subscribe to "Under the Buzz"
		And the Word Was Process Barry Trailer
	Senior management is looking for measurable, predictable, sustainable, continuously improving business results. Accountability is in here, too, and all of them are explained in this article, including how they can be attained. Second, in a three-part series, find out why process is becoming increasingly popular as it relates to sales. Full Article Did you miss Part One: Do You Believe in Magic?
		When a Pencil is More Than a Pencil Martyn Lewis Market-Partners Inc.
	Presenting another story from Sales Wise - this time exploring the reasons why it is not always the lowest price that prevails. Full Article From Martyn Lewis' upcoming book "Sales Wise - an anthology of selling stories, follies, and fables", each with a relevant and timely sales message. To be published later in 2003. If you wish to be notified of publication date, please e-mail us.
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