-
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
inside sales:
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
-
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
inside sales:
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
-
Abstract:
Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and
plan ways to gather other required information. The first few meetings should be formal, with a printed agenda, including
clear goals and time constraints (showing respect for team (...)
Excerpt related to
inside sales:
Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and
plan ways to gather ot...
Published:
2005-07-01
-
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
inside 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
-
Abstract:
All the recent management trends from Continuous Improvement to Business Process Re-engineering have had the same issue we
see with E-Business. They have enterprise-wide implications and tend to become part of the corporate department that started
the initiative. This article recommends a more strategi (...)
Excerpt related to
inside sales:
Should E-Business Be Inside or Outside of IT? ... do not usually capitalize departments
in the context of an article, for example, marketing, sales, operations, etc ...
Published:
2003-07-05
-
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
inside sales:
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
-
Abstract:
The nature of an S&OP game plan depends on several factors, such as the need to anticipate demand and the item's primary
source of supply. Consideration of these factors can be illustrated with four common scenarios. This is an excerpt from the
book Managing Your Supply Chain Using Microsoft Navision. (...)
Excerpt related to
inside sales:
The nature of an S&OP game plan depends on several factors, such as the need to anticipate demand and the item's primary
source of supply. Conside...
Published:
2003-12-12
-
Abstract:
While the existing loyal client base and affiliate channel remains MAPICS’ trump card in these difficult times, the recent
partnership initiatives bundled with a unified product branding might be the way to more effectively sell beyond the current
XA client base, which is the must for the long-term via (...)
Excerpt related to
inside sales:
While the existing loyal client base and affiliate channel remains MAPICS’ trump card in these difficult times, the recent
partnership initiatives...
Published:
2001-10-08
-
Abstract:
You may not have heard of master data management (MDM), but it can help an organization cut costs while strengthening its
sales and marketing efforts. Find out how MDM can help boost your company's bottom line in this latest podcast. (...)
Excerpt related to
inside sales:
... We have seen customers reduce the cost of generating a lead and of managing a lead through their inside
sales process because they now know exactly how to take ...
Published:
2007-10-03
-
Abstract:
The transformation to a new supply chain technology market wave is already occurring. That’s good news for some and bad for
others. This article describes the next wave--SmallSmartFast--and its impact on end users and vendors. (...)
Excerpt related to
inside sales:
The transformation to a new supply chain technology market wave is already occurring. That’s good news for some and bad for
others. This article ...
Published:
2004-07-31
-
Abstract:
Although the recent spate of acquisitions in the business intelligence market, especially marked with Business Object’s acquisition
of Crystal, Hyperion’s acquisition of Brio, and Actuate’s acquisition of Nimble, may bear resemblance to the raging consolidation
in the ERP market, the underlying rea (...)
Excerpt related to
inside sales:
Although the recent spate of acquisitions in the business intelligence market, especially marked with Business Object’s acquisition
of Crystal, Hy...
Published:
2003-08-17
-
Excerpt related to
inside sales:
... In addition to growing both its inside sales and direct sales
teams (ie, “the feet on the street”), Plex is also seeking sales and service partners in ...
Published:
2010-06-25
-
Abstract:
Complete Guide to Sales Force Automation Get the buyer's guide that gives you everything you need to know about sales force
automation solutions. (...)
Excerpt related to
inside sales:
... The right SFA solution can dramatically boost efficiency and increase your sales. Get
the inside story on SFA, and how to find the right SFA solution for your ...
Published:
2010-11-15
-
Abstract:
All the recent management trends from Continuous Improvement to Business Process Re-engineering have had the same issue we
see with E-Business. They have enterprise-wide implications and tend to become part of the corporate department that started
the initiative. This article recommends a more strategi (...)
Excerpt related to
inside sales:
Should E-Business Be Inside or Outside of IT? ... do not usually capitalize departments
in the context of an article, for example, marketing, sales, operations, etc ...
Published:
2003-07-05
-
Abstract:
Although the recent spate of acquisitions in the business intelligence market, especially marked with Business Object’s acquisition
of Crystal, Hyperion’s acquisition of Brio, and Actuate’s acquisition of Nimble, may bear resemblance to the raging consolidation
in the ERP market, the underlying rea (...)
Excerpt related to
inside sales:
Although the recent spate of acquisitions in the business intelligence market, especially marked with Business Object’s acquisition
of Crystal, Hy...
Published:
2003-08-17
-
Abstract:
Our question is: the traditional hiring methodology does not work so why do we continue to use it with one of our most important
processes in the organization? We have to change our mindset and begin by focusing more on what a person needs to do, rather
than what they have. (...)
Excerpt related to
inside sales:
Our question is: the traditional hiring methodology does not work so why do we continue to use it with one of our most important
processes in the ...
Published:
2005-04-16
-
Abstract:
Global competition means more choice for consumers and increasing customer demands. Manufacturers and distributors must develop
a better understanding of what customers want so that they can configure, produce, and deliver products and services faster
and more cost-effectively. (...)
Excerpt related to
inside sales:
Global competition means more choice for consumers and increasing customer demands. Manufacturers and distributors must develop
a better understan...
Published:
2008-11-28
-
Excerpt related to
inside sales:
... already implemented BI. The product has excellent financial integration (we had a demo for finance/sales).
Implementation takes ...
Published:
2008-04-07
-
Abstract:
The Perfect Order measurement has proven to be a powerful measurement of a business. Should The Perfect Order be defined
from an internal point of view or from a customer point of view . . . inside-out or outside-in? (...)
Excerpt related to
inside sales:
The Perfect Order--Inside-Out or Outside-In? Olin Thompson ... does. An inside-out
Perfect Order metric looks at profitability of an order. Did ...
Published:
2005-05-09
-
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
inside sales:
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