-
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
sales cycle:
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:
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
sales cycle:
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:
Failed projects do not bode well for the vendor. It can cause their sales cycle costs only to rise even more and their reputation
to suffer or, at least, become suspect. Surely, the consequences can be much more severe for the client where an incorrect
software selection can lead to business losses. Acco (...)
Excerpt related to
sales cycle:
Failed projects do not bode well for the vendor. It can cause their sales cycle costs only
to rise even more and their reputation to suffer or, at... ...
Published:
2005-05-16
-
Abstract:
Failed projects do not bode well for the vendor. It can cause their sales cycle costs only to rise even more and their reputation
to suffer or, at least, become suspect. Surely, the consequences can be much more severe for the client where an incorrect
software selection can lead to business losses. Acco (...)
Excerpt related to
sales cycle:
Failed projects do not bode well for the vendor. It can cause their sales cycle costs only
to rise even more and their reputation to suffer or, at... ...
Published:
2005-05-16
-
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
sales cycle:
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:
A well-thought out, comprehensive ROI (return on investment) marketing and sales program is becoming a must in today's difficult
business to business (B2B) software market. However, few companies seem to be investing appropriately. The first mistake they
make is to try to keep costs down by attempting to (...)
Excerpt related to
sales cycle:
... According to an Ernst & Young study, only two percent of the buyers say vendors are exceeding their
expectations for ROI justification during the sales cycle. ...
Published:
2004-03-30
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Abstract:
ROI Systems' strategy in terms of enhancing its product only in tune with ensuring its customers' delight has apparently
been paying off in terms of staffing and resellers expansion and company growth. This should come as welcome news these days
when even much bigger competitors that have traditionally t (...)
Excerpt related to
sales cycle:
ROI Systems' strategy in terms of enhancing its product only in tune with ensuring its customers' delight has apparently
been paying off in terms ...
Published:
2003-06-02
-
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
sales cycle:
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
-
Excerpt related to
sales cycle:
... midstream. Consequently, promises are often made in the sales cycle
that cannot be met for the agreed-upon price and timeline. In ...
Published:
2009-12-11
-
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
sales cycle:
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:
Concur began as a vendor of shrink-wrapped travel and expense tracking software, but is now making a play to be a major provider
of self-service Internet-enabled applications, including offerings in E-purchasing and Human Resources. (...)
Excerpt related to
sales cycle:
Concur began as a vendor of shrink-wrapped travel and expense tracking software, but is now making a play to be a major provider
of self-service I...
Published:
2000-03-01
-
Abstract:
Cincom's latest product release covers many new bases, is architecturally adequate and remains a well-attuned offering for
ETO and MRO enterprises. While it is a competitive product that will create buzz in its markets, the road to success is by
no means guaranteed. (...)
Excerpt related to
sales cycle:
... Sales Cycle Support. Outside of the conventional realm of an ERP system,
Cincom rounds out the solid CRM/SFA capability throughout ...
Published:
2002-05-24
-
Abstract:
Cincom's latest product release covers many new bases, is architecturally adequate and remains a well-attuned offering for
ETO and MRO enterprises. While it is a competitive product that will create buzz in its markets, the road to success is by
no means guaranteed. (...)
Excerpt related to
sales cycle:
... Sales Cycle Support. Outside of the conventional realm of an ERP system,
Cincom rounds out the solid CRM/SFA capability throughout ...
Published:
2002-05-24
-
Abstract:
By determinedly executing a number of both prudent and bold initiatives, including some that encroach into the new frontiers
of enterprise applications (such as business process management and business activity monitoring), Exact Software may have
gotten the wherewithal to almost be reckoned with uniform (...)
Excerpt related to
sales cycle:
By determinedly executing a number of both prudent and bold initiatives, including some that encroach into the new frontiers
of enterprise applica...
Published:
2004-02-26
-
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
sales cycle:
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
-
Abstract:
Having reached its first decade of existence, Intuitive Manufacturing Systems, a stealth mid-market ERP provider, has long
taken the plunge of rewriting its system onto the pure Microsoft .NET managed code framework, which might bear fruits in the
long run, if not immediately. (...)
Excerpt related to
sales cycle:
Having reached its first decade of existence, Intuitive Manufacturing Systems, a stealth mid-market ERP provider, has long
taken the plunge of rew...
Published:
2004-06-22
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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
sales cycle:
Many organizations find it challenging to adopt sales force automation and customer relationship management solutions. Formal
sales training and t...
Published:
2006-05-23
-
Excerpt related to
sales cycle:
... program targets the software acquisition process and captures prospective customers’ interest much earlier
in the sales cycle than Oracle Accelerate does. ...
Published:
2010-01-14
-
Abstract:
Walker Interactive is putting itself through a transformation. Its goal is to bring integrated eBusiness to its very demanding
customers. (...)
Excerpt related to
sales cycle:
Walker Interactive is putting itself through a transformation. Its goal is to bring integrated eBusiness to its very demanding
customers.
Published:
2000-10-10
-
Abstract:
Today's enterprise applications are required as a matter of course to address more than the processes taking place within
the walls of an enterprise. Almost all traditional ERP vendors (small and big alike) had to experience a wake-up call and
have long been trying to expand their product offering in tu (...)
Excerpt related to
sales cycle:
Today's enterprise applications are required as a matter of course to address more than the processes taking place within
the walls of an enterpri...
Published:
2004-01-31