Sales Force Automation: Using the Latest Technology to Make Your Sales Force More Competitive

Of course, this book doesn't cover the Internet since it was written before the explosion of that particular phenomenon. (In fact, Colombo's newer book covers the Internet in depth.) What this book does cover is a process that companies can use to successfully implement what is now referred to as CRM technology. No question about the fact that some of this book is dated. Even so, many of the principles it outlines are still valid. Moreover, this book addresses the sorts of mistakes that companies are still making as they implement this kind of technology. Colombo's book is a minor classic. It may show its age in a few places, but it's remarkable how much he got right back in 1994!