@article {491,
	title = {A Sales Execution Strategy Guide for Technology Startups},
	journal = {Technology Innovation Management Review},
	volume = {1},
	year = {2011},
	month = {10/2011},
	pages = {32-36},
	publisher = {Talent First Network},
	address = {Ottawa},
	abstract = {The majority of startups fail to consider sales execution as part of their overall strategy. This article demonstrates how a sales execution strategy can help a company take a product or service to market more efficiently and effectively by focusing on the customers that are key to generating revenue. Combined with techniques for recruiting effectively and measuring sales outcomes, a sales execution strategy helps technology startups exceed growth aspirations and potentially reduce or even eliminate the requirement for external investment. 

In this article, we first describe the focus of assistance currently given to startups and the reasons why sales execution strategies are often overlooked. Next, we outline recommendations for developing, implementing, and supporting a sales execution strategy. Finally, we summarize the key points presented in the article. },
	keywords = {entrepreneurs, sales, sales execution strategy, sales strategy, startups},
	issn = {1927-0321},
	doi = {http://doi.org/10.22215/timreview/491},
	url = {http://timreview.ca/article/491},
	author = {Ian Gilbert and Stephen Davies}
}
@article {386,
	title = {Building a Business-to-Business Sales Process},
	journal = {Open Source Business Resource},
	year = {2010},
	month = {10/2010},
	publisher = {Talent First Network},
	type = {Articles},
	address = {Ottawa},
	abstract = {A sales strategy is not just about closing deals, it is about defining a sales process that accurately reflects an organization, its customers, and the products or solutions that it sells. By truly understanding its customers and by actually solving its customers{\textquoteright} problems, a company can define and execute a sales process that will increase the likelihood of reaching its ultimate objective: a closed deal and money in the bank.

This article describes the steps to create a business-to-business (B2B) sales process and shows how these steps are used to build a sales funnel. It also provides tips for effective and consistent execution of that process to get initial sales and improve upon them. 
 },
	issn = {1913-6102},
	url = {http://timreview.ca/article/386},
	author = {Stephen Davies}
}
