How can IT help sales to inform, interact with, and impress customers? What tools can it provide, and how can it enable sales to use these tools more...
Author - Peter Ostrow
Peter Ostrow is the Research Director for the Sales Effectiveness practice at the Aberdeen Group, a leading provider of fact-based research focused on the global technology-driven value chain.
Peter has been focused on sales and marketing best practices for 25 years, beginning with a long-time stint at advertising firm JWG Associates. As JWG’s third employee, he participated in every aspect of the company’s sales growth, from $1M to $135M, until its acquisition by Monster Worldwide’s TMP AdComms division. Here, Ostrow deployed additional CRM, pipeline management, lead generation and competitive intelligence practices as VP, Global Sales Administration. He then spent five years as VP, Business Development with MarketOne International, a global provider of lead lifecycle management services to technology sales and marketing executives.
At Aberdeen, Peter leads the Sales Effectiveness practice, covering the technology, service and consulting enablers that enterprise sales forces deploy to become best-in-class organizations. His research is widely publicized and covers topics such as sales training, sales intelligence, CRM/SFA, sales performance management and integrating technologies around customer acquisition and retention.