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Abstract:
The challenge facing many sales managers and business owners is the transfer of selling skills that made them top sales producers.
When you take on the role of a sales manager, it’s no longer about what you can produce—it’s about what you can get others
to produce. The driven sales manager listens (...)
Excerpt related to
closing sales:
Emotional Intelligence and Sales Results: Closing the Knowing and Doing Gap. Source: SalesLeadership.
Document Type: White Paper Description ...
Published:
2010-04-30
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Abstract:
Your Challenge: Get Decision Makers' Approval for Future Sales Force. Specific, Measurable, Achievable, Relevant and Time-Bound.
Most companies are aware that the buying processes of the world and its buyers are changing, but many have yet to recognize
the need to make changes within their own sales force (...)
Excerpt related to
closing sales:
Your Challenge: Get Decision Makers' Approval for Future Sales Force. Specific, Measurable, Achievable, Relevant and Time-Bound.
Most companies are...
Published:
2010-03-11
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Abstract:
IT Sales Lead Generation. Download Free IT Report on the IT Sales Lead Generation. The sales lead generation process for technology
companies is very different from lead generation in other industries. Technology sector needs are more precise, and the target
market is almost exclusively business-to-busine (...)
Excerpt related to
closing sales:
IT Sales Lead Generation. Download Free IT Report on the IT Sales Lead Generation. The sales lead generation process for technology
companies is ve...
Published:
2010-03-11
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Abstract:
Reliability driven maintenance (RDM) focuses on understanding the "asset health" to determine what maintenance work should
occur and when something should be done. It enables preemptive intervention before failure occurs, whereby failure would mean
that equipment is not delivering required performance re (...)
Excerpt related to
closing sales:
Reliability Driven Maintenance--Closing the CMMS "Value Gap"? ... management systems
(CMMS)/enterprise asset management (EAM) products, its sales and marketing ...
Published:
2005-01-18
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Abstract:
The first step in choosing an effectiveness service provider (ESP) that best meets your company's needs is to develop a requirements
definition. When used as a request for proposal, the requirements definition can be a powerful evaluation and negotiation
tool. (...)
Excerpt related to
closing sales:
... 1. Training objectives: Learning objectives; Desired outcome (eg sales increase per
participant, deals closing sooner, less discounting); ...
Published:
2005-11-04
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Abstract:
Using credit and A/R management as a sales tool requires defining goals and measuring results. Determining the competitive
landscape and using A/R management software with key features will help companies realize the full potential of credit and
A/R management. (...)
Excerpt related to
closing sales:
Using credit and A/R management as a sales tool requires defining goals and measuring results. Determining the competitive
landscape and using A/R...
Published:
2005-02-03
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Abstract:
Find out whyMakana, a startup SaaS vendor, found it difficult to reach profitiability in the SaaS marketplace. Great products
and a growing customer base are not enough to succeed in the SaaS ICM marketplace. Find out why Makana, a startup SaaS vendor,
found it difficult to reach profitability. (...)
Excerpt related to
closing sales:
... e-mail I received from a Salary.com representative, issuing a no-comment with respect to Makana, as Salary.com
intends to exit the sales compensation business. ...
Published:
2010-07-28
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Abstract:
Reliability driven maintenance (RDM) focuses on understanding the "asset health" to determine what maintenance work should
occur and when something should be done. It enables preemptive intervention before failure occurs, whereby failure would mean
that equipment is not delivering required performance re (...)
Excerpt related to
closing sales:
Reliability Driven Maintenance--Closing the CMMS "Value Gap"? ... management systems
(CMMS)/enterprise asset management (EAM) products, its sales and marketing ...
Published:
2005-01-18
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Abstract:
Creating Business Value with Communication-enabled CRM Processes: Enhancing Marketing, Sales, and Service. Find IT Solutions
and Other Applications for Your Decision Related to the Business Value with Communication-enabled CRM Processes Customer relationship
management (CRM) issues can often be traced to (...)
Excerpt related to
closing sales:
Creating Business Value with Communication-enabled CRM Processes: Enhancing Marketing, Sales, and Service. Find IT Solutions
and Other Applications...
Published:
2010-03-11
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Abstract:
How to Rise Above Today's Economic Challenges: Equip Your Sales Force with Mobile CRM. Download Free IT Comparison Guides
Linked to Mobile CRM. In today’s tough economic climate, companies need their sales teams operating at peak performance. But
traditional customer relationship management (CRM) may be (...)
Excerpt related to
closing sales:
How to Rise Above Today's Economic Challenges: Equip Your Sales Force with Mobile CRM. Download Free IT Comparison Guides
Linked to Mobile CRM. In ...
Published:
2010-03-11
-
Abstract:
How to Rise Above Today's Economic Challenges: Equip Your Sales Force with Mobile CRM. Download Free IT Comparison Guides
Linked to Mobile CRM. In today’s tough economic climate, companies need their sales teams operating at peak performance. But
traditional customer relationship management (CRM) may be (...)
Excerpt related to
closing sales:
How to Rise Above Today's Economic Challenges: Equip Your Sales Force with Mobile CRM. Download Free IT Comparison Guides
Linked to Mobile CRM. In ...
Published:
2010-03-11
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Abstract:
By harnessing Microsoft .NET possibly more keenly than its creator and by figuring out its bread-winning product groups,
amid difficult market conditions notwithstanding, Epicor might be showing us that ‘a clearer vision' can keep it in the mid-market
leadership race amongst a plethora of formidable op (...)
Excerpt related to
closing sales:
By harnessing Microsoft .NET possibly more keenly than its creator and by figuring out its bread-winning product groups, amid
difficult market con...
Published:
2003-06-12
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Abstract:
Channel partners are money-making sales and service arms for any vendor. Supporting partner leads can increase sales in difficult-to-reach
markets, and expand customer bases in existing sectors as well. Greater revenues and larger market shares are vital to survival
in today’s business world, but some (...)
Excerpt related to
closing sales:
... shares are vital to survival in today’s business world, but some simple tips can help maximize lead generation
and open the door to closing more sales. ...
Published:
2010-03-11
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Abstract:
In the featured white paper generate better leads for better sales results, CSO insights describes how you can produce better
quality leads, result... (...)
Excerpt related to
closing sales:
... paper Generate Better Leads for Better Sales Results, CSO Insights describes how you
can produce better quality leads, resulting in a better closing ratio, and ...
Published:
2010-03-11
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Abstract:
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed
buyers delay sales contact and pre-qualify solutions via the Internet. Sales can leverage this medium by understanding the
buy cycle to deliver value and begin an influential on (...)
Excerpt related to
closing sales:
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed
buyers delay sales...
Published:
2006-03-30
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Abstract:
Successful retailers focus their efforts on the unique attributes of each store in the chain. Tailored assortments, promotions,
and pricing create environments that foster increased sales. But how can orders to supplying warehouses reflect the intricate
details of store-level realities? Can time spent fo (...)
Excerpt related to
closing sales:
Synchronization of Stores and Warehouses: Closing the Profit Gap. ... Tailored assortments,
promotions, and pricing create environments that foster increased sales. ...
Published:
2010-03-11
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Abstract:
B2B Demand Generation: How Successful Companies Are Improving Sales and Marketing Results. Get Information and Other Solutions
Associated with B2B Demand Generation. For decades, solution-selling and marketing methodologies have used the principle of
identifying pains associated with business processes, i (...)
Excerpt related to
closing sales:
B2B Demand Generation: How Successful Companies Are Improving Sales and Marketing Results. Get Information and Other Solutions
Associated with B2B ...
Published:
2010-03-11
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Abstract:
The features available in today’s sales and operations planning (SOP) systems make these systems indispensable assets for
an organization. Reporting tools and graphical representations are just a couple of these key features. Find out what else
to look for in an SOP system. (...)
Excerpt related to
closing sales:
The features available in today’s sales and operations planning (SOP) systems make these systems indispensable assets for
an organization. Reporti...
Published:
2008-02-01
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Abstract:
Product knowledge is now readily available to buyers online, so it’s no surprise that salespeople are seeking new tools and
new skills to close sales. A powerful new set of tools has taken its place in the salesperson’s arsenal: 3-D applications. (...)
Excerpt related to
closing sales:
... interact with all the people who will influence the outcome of a sales opportunity.
... job in proposing if they are going to improve their odds of closing the sale ...
Published:
2008-11-28
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Abstract:
The metric of plant maintenance should now be in the ability of the plant to meet the strategic goals of the company beyond
customarily expected cost savings, such as improved plant output, performance predictability, product quality, customer service,
safety, environmental control, etc. (...)
Excerpt related to
closing sales:
Reliability Driven Maintenance--Closing the CMMS "Value Gap"? ... to breakdowns
would emanate from lost production, poor product quality, lost sales, poor safety ...
Published:
2005-01-17