-
Abstract:
Many organizations find it challenging to adopt sales force automation and customer relationship management solutions. Formal
sales training and the related reinforcement tools can make the difference. We examine the key challenges and propose some
solutions. (...)
Excerpt related to
customer sales tools:
Many organizations find it challenging to adopt sales force automation and customer relationship management solutions. Formal
sales training and t...
Published:
2006-05-23
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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
customer sales tools:
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:
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
customer sales tools:
... during face-to-face customer interactions. Ultimately, the right 3-D tools
and product data management tools can help achieve these critical sales tasks and ...
Published:
2008-11-28
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Abstract:
Customer relationship management (CRM) can be a tool for positive change in businesses' operations. Or CRM can—unintentionally—cause
a host of problems, from lost employee time to lost customer data. But with the right information, implementing CRM allows
evolution without the upset of revolution. (...)
Excerpt related to
customer sales tools:
Customer relationship management (CRM) can be a tool for positive change in businesses' operations. Or CRM can—unintentionally—cause
a host of pro...
Published:
2007-09-24
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Abstract:
With sales being the lifeblood of virtually any company, selling should be an accurately accountable process forming the
basis of overall strategic objectives. Still, the question remains: how much enterprise incentive management (EIM) do enterprises
need, and in what form? (...)
Excerpt related to
customer sales tools:
With sales being the lifeblood of virtually any company, selling should be an accurately accountable process forming the basis
of overall strategi...
Published:
2006-11-28
-
Abstract:
Major vendors are noting the growing demand for software as a service. However, smaller providers are forging new ground
by offering services for inventory and collaborative planning. (...)
Excerpt related to
customer sales tools:
Major vendors are noting the growing demand for software as a service. However, smaller providers are forging new ground by
offering services for ...
Published:
2006-03-16
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Abstract:
One of the most effective and efficient ways to develop a successful marketing position for B2B software is to begin with
the sales channel, especially if you have limited time and resources. (...)
Excerpt related to
customer sales tools:
One of the most effective and efficient ways to develop a successful marketing position for B2B software is to begin with
the sales channel, espec...
Published:
2005-02-28
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Abstract:
Outmoded measures are being used to develop marketing strategies and allocate resources. Existing go to market models often
fail to consider the customer's total experience, and provides little information for planning. The solution is to reorient
performance metrics to become value-driven. (...)
Excerpt related to
customer sales tools:
Outmoded measures are being used to develop marketing strategies and allocate resources. Existing go to market models often
fail to consider the c...
Published:
2006-03-20
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Abstract:
Tools under the business intelligence (BI) umbrella combine to convert data into information, and information into decisions
for action. Dashboards and scorecards are two such tools. Though often confused, they have functional difference, especially
in modern BI suites. (...)
Excerpt related to
customer sales tools:
... The term business intelligence (BI) thus represents all the tools and systems ...
these systems will illustrate BI in the areas of customer profiling, customer ...
Published:
2005-06-28
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Abstract:
For many reasons, SAS's alliance with Amdocs and partnership with Aprimo might be some of a few vendor partnerships where
customers and the vendors benefit. (...)
Excerpt related to
customer sales tools:
For many reasons, SAS's alliance with Amdocs and partnership with Aprimo might be some of a few vendor partnerships where
customers and the vendor...
Published:
2005-08-12
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Abstract:
Quote-to-order (Q2O) systems can address the increasing demand for personalized and customized products. Complex product
specification, quoting, and ordering processes—as well as the software applications catering to those processes—can benefit
from the use of the Web, collaboration tools, and lean t (...)
Excerpt related to
customer sales tools:
Quote-to-order (Q2O) systems can address the increasing demand for personalized and customized products. Complex product specification,
quoting, a...
Published:
2008-08-18
-
Abstract:
On December 6, SAP revealed it had entered into a partnership with Recognition Systems Group of the United Kingdom to add
marketing-planning and campaign-management features to its customer-relationship management suite. (...)
Excerpt related to
customer sales tools:
On December 6, SAP revealed it had entered into a partnership with Recognition Systems Group of the United Kingdom to add
marketing-planning and c...
Published:
1999-12-08
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Abstract:
Targeting your best customers and personalizing your relationship with them, implies an in-depth understanding of their behavior. (...)
Excerpt related to
customer sales tools:
Targeting your best customers and personalizing your relationship with them, implies an in-depth understanding of their behavior.
Published:
2002-12-21
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Abstract:
Creating specific CRM strategies means developing measurable goals and calculating your ROI to achieve them. These in addition
to a technical framework, sales and marketing strategies, including Internet strategies, and customer satisfaction metrics
will create a smooth running CRM machine in your compan (...)
Excerpt related to
customer sales tools:
Creating specific CRM strategies means developing measurable goals and calculating your ROI to achieve them. These in addition
to a technical fram...
Published:
2005-02-17
-
Abstract:
Despite technological advances, users are dissatisfied with customer relationship management (CRM) systems. Ambiguous terms
do not provide the vocabulary for concrete action and measurable expectations. Thus, CRM is perceived to be about intangibles,
and is approached with a let's-hope–for-the-best men (...)
Excerpt related to
customer sales tools:
Despite technological advances, users are dissatisfied with customer relationship management (CRM) systems. Ambiguous terms
do not provide the voc...
Published:
2008-09-29
-
Abstract:
Lean manufacturing is a transformational exercise that requires an organization to cast aside long-held beliefs and business
processes. The five main steps to achieving lean transition are defining value, mapping the value stream, making the activities
flow, responding to customer demand, and continuous (...)
Excerpt related to
customer sales tools:
Lean manufacturing is a transformational exercise that requires an organization to cast aside long-held beliefs and business
processes. The five m...
Published:
2006-02-15
-
Abstract:
Developing the competitive edge involves information gathering and communicating. Using a continuous feedback loop that incorporates
sales, service, and customer satisfaction, will help you realize the benefits of a CRM system. (...)
Excerpt related to
customer sales tools:
Developing the competitive edge involves information gathering and communicating. Using a continuous feedback loop that incorporates
sales, servic...
Published:
2005-02-16
-
Abstract:
The customer relationship management (CRM) market is changing. Over half the market is served by small vendors. Fully integrated
business suites like NetSuite standalone solutions like salesforce.com, are heeding the demand for software as a service,
but they are approaching the market with very differen (...)
Excerpt related to
customer sales tools:
The customer relationship management (CRM) market is changing. Over half the market is served by small vendors. Fully integrated
business suites l...
Published:
2005-12-06
-
Abstract:
thinkAnalytics signs a partnering agreement with one of the largest information technology services companies in North America.
Why does CGI expect thinkAnalytics’ software to make a difference to its customers? (...)
Excerpt related to
customer sales tools:
thinkAnalytics signs a partnering agreement with one of the largest information technology services companies in North America.
Why does CGI expe...
Published:
2000-09-22
-
Abstract:
Siebel is making a big push into the mid-market with the introduction of eBusiness 2000 MidMarket Edition. This product
promises mid-size businesses a more affordable, scaled down version of Siebel’s top tier application suite. (...)
Excerpt related to
customer sales tools:
Siebel is making a big push into the mid-market with the introduction of eBusiness 2000 MidMarket Edition. This product promises
mid-size busines...
Published:
2000-08-21