-
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
creating sales process:
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:
The Internet has changed the buying process for enterprise level solutions and sales departments must learn to adapt to today's
self-directed buyer. The new, competitive sales high ground is to effectively manage a convenient on-line/off-line buy cycle
experience at every point of contact. (...)
Excerpt related to
creating sales process:
The Internet has changed the buying process for enterprise level solutions and sales departments must learn to adapt to today's
self-directed buye...
Published:
2006-03-31
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Abstract:
An effective business case must link CRM with achieving organizational objectives; but this step is just the beginning. Credibility
implies that the document clearly delineates assumptions regarding cause and effect plus the mechanism that will be used to
assess results and declare success. (...)
Excerpt related to
creating sales process:
An effective business case must link CRM with achieving organizational objectives; but this step is just the beginning. Credibility
implies that t...
Published:
2004-11-09
-
Abstract:
CRM system can increase your profits and build customer loyalty by streamlining your processes and provide better quality
products and services. However, you first must be prepared to overcome lack of requirements, combat scope creep, and compensate
for lack of skills. (...)
Excerpt related to
creating sales process:
CRM system can increase your profits and build customer loyalty by streamlining your processes and provide better quality
products and services. H...
Published:
2005-02-15
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Abstract:
Many software services companies are not able to turn their individual project successes into a line of business that brings
in additional revenue streams. At the root of this is the simplistic assumption that "if you build, they will come." (...)
Excerpt related to
creating sales process:
Many software services companies are not able to turn their individual project successes into a line of business that brings
in additional revenue...
Published:
2006-09-14
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Abstract:
Companies need to implement serious yardstick work when seeking to evaluate CRM-software investments. This involves creating
a cost-benefit analysis, determining the tangible and intangible benefits, and the risks involved with CRM implementation. (...)
Excerpt related to
creating sales process:
Companies need to implement serious yardstick work when seeking to evaluate CRM-software investments. This involves creating
a cost-benefit analys...
Published:
2004-07-23
-
Excerpt related to
creating sales process:
... companies set up and define business process activities (including ...
include sending an e-mail message, creating a task ... so that, for example, new sales
leads or ...
Published:
2008-07-21
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Abstract:
Multichannel retailers must be able to flawlessly execute a full range of services to engage, transact, and fulfill on Web
placed orders. Hence, most successful multichannel retailers of today had to either build a complete set of the services in-house
or outsource some or all of them. (...)
Excerpt related to
creating sales process:
Multichannel retailers must be able to flawlessly execute a full range of services to engage, transact, and fulfill on Web
placed orders. Hence, m...
Published:
2005-04-12
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Abstract:
Because product marketing managers constantly juggle competing priorities, companies should consider implementing a formal
positioning process as a way of cloning their product marketing managers. Rationale documents and message strategies become
vehicles that transfer product knowledge to marketing and (...)
Excerpt related to
creating sales process:
... positioning process is a way of cloning your product marketing managers by documenting
all their knowledge relevant to marketing and sales, and then creating a ...
Published:
2007-02-12
-
Abstract:
CRM system can increase your profits and build customer loyalty by streamlining your processes and provide better quality
products and services. However, you first must be prepared to overcome lack of requirements, combat scope creep, and compensate
for lack of skills. (...)
Excerpt related to
creating sales process:
CRM system can increase your profits and build customer loyalty by streamlining your processes and provide better quality
products and services. H...
Published:
2005-02-15
-
Abstract:
Understanding market drivers is key to managing customer behavior. To do this, organizations must state and qualify their
assumptions about the real drivers of sales performance. An improvement strategy can then be created, and with integrated
budgets, success metrics, etc. (...)
Excerpt related to
creating sales process:
Understanding market drivers is key to managing customer behavior. To do this, organizations must state and qualify their
assumptions about the re...
Published:
2006-03-22
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Abstract:
A proof of concept (POC) should be completed as part of the selection process when the risk of project failure is comparatively
high. Risk can be measured by two key variables. These variables are complexity of requirements and level of expertise of
the selection/implementation team. The more complex the (...)
Excerpt related to
creating sales process:
A proof of concept (POC) should be completed as part of the selection process when the risk of project failure is comparatively
high. Risk can be ...
Published:
2004-07-13
-
Abstract:
An effective business case must link CRM with achieving organizational objectives; but this step is just the beginning. Credibility
implies that the document clearly delineates assumptions regarding cause and effect plus the mechanism that will be used to
assess results and declare success. (...)
Excerpt related to
creating sales process:
An effective business case must link CRM with achieving organizational objectives; but this step is just the beginning. Credibility
implies that t...
Published:
2004-11-09
-
Abstract:
This article explores how the proof of concept (POC) fits into the software selection process, when a POC should be undertaken,
structural variables, and the advantages and disadvantages of the POC from the client and value-added reseller point of view. (...)
Excerpt related to
creating sales process:
This article explores how the proof of concept (POC) fits into the software selection process, when a POC should be undertaken,
structural variabl...
Published:
2004-07-12
-
Abstract:
Many business-to-business (B2B) software companies don't have a formal positioning process, and it's costing them time, money,
and much more—a marketing message that misses the mark. This article explores the benefits of implementing a business process
for positioning. (...)
Excerpt related to
creating sales process:
... process. After all, isn't marketing—specifically product marketing—responsible for
creating the product message? Sure, but how often have your heard sales ...
Published:
2005-12-02
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Abstract:
Expand your knowledge about Business Process Management (BPM), read TEC's whitepaper entitled It's About Process. Because
business processes are often communicated in an ad hoc and unregulated manner, it can be difficult to standardize processes
across organizations, particularly larger ones. TEC analyst (...)
Excerpt related to
creating sales process:
Expand your knowledge about Business Process Management (BPM), read TEC's whitepaper entitled It's About Process.
Because business processes are of...
Published:
2010-03-11
-
Abstract:
Software selection is complex and time-consuming. Taking shortcuts or skipping steps in the process increases the risk of
making the wrong choice. But attending a virtual trade show can accelerate the selection process, increase vendor interaction,
and reduce this risk. (...)
Excerpt related to
creating sales process:
... you will need to engage the vendor's sales process. Like any good
sales organization, software vendors classify ... By establishing a budget, creating
a project ...
Published:
2008-01-02
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Abstract:
In business-to-business (B2B) software marketing, you'll get little debate about the importance of positioning. Yet few B2B
software companies do it well, thus failing to set themselves apart from their competitors. There are many reasons for this
void, and this column will help fill one big one by descr (...)
Excerpt related to
creating sales process:
... demonstrate how the process reduces the cost of creating marketing
materials. ... A strong message strategy will accelerate the marketing-sales process,
because it ...
Published:
2004-09-18
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Abstract:
A tightly focused vendor, IRM Corporation, has fine tuned its products, services, its sales process and even its commercial
terms to match the realities of its sole market – food manufacturers who sell to the foodservice and vending markets. (...)
Excerpt related to
creating sales process:
A tightly focused vendor, IRM Corporation, has fine tuned its products, services, its sales process and even its commercial
terms to match the rea...
Published:
2003-01-06
-
Abstract:
Making a CRM investment work is a two-step process that begins with unifying disparate systems by creating and managing standardized,
reusable business definitions mapped to the different CRM system schemas throughout the organization. (...)
Excerpt related to
creating sales process:
Making a CRM investment work is a two-step process that begins with unifying disparate systems by creating and managing standardized,
reusable bus...
Published:
2002-12-25