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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 force technology:
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:
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
sales force technology:
... A twice annual sales training event approaches the total information technology
(IT) cost for a typical midsize manufacturing company. ...
Published:
2005-11-04
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Abstract:
For Technology vendors, credibility is the ability to sell. Credibility is vital, is hard to build, and easy to lose. Building
credibility doesn't have to be costly. This article touches on the concepts you can employ to build your credibility. These
concepts are the basis for a seminar presented by Th (...)
Excerpt related to
sales force technology:
For Technology vendors, credibility is the ability to sell. Credibility is vital, is hard to build, and easy to lose. Building
credibility doesn'...
Published:
2004-04-10
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Abstract:
Most manufacturing businesses have invested in technology to combat some of their challenges, but primarily to increase efficiency
and productivity. However, many have not yet discovered the value of a Web presence—or they use the Web in a very limited
way. More than simply serving a marketing role, a (...)
Excerpt related to
sales force technology:
Using Web Technology for Competitive Advantage: How Manufacturers Leverage the Web for Internal Efficiency,
Enhanced Customer Service, and Increased Sales. ...
Published:
2011-09-01
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Abstract:
A major consulting firm recently unveiled an E-Procurement selection tool that helps its clients select technologies that
enable their business objectives. The tool combines the consulting firm’s knowledge of various E-Procurement solutions with
TEC’s decision support technologies. (...)
Excerpt related to
sales force technology:
... selection methodologies promises to shorten the sales cycle and reduce sales
costs by properly matching clients with appropriate technology solutions with ...
Published:
2002-07-22
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Abstract:
The integration solutions market will be an interesting area of growth. IBS has an attractive offer for companies with complex
and expensive business software at the group and headquarters level, wanting to lower costs and quicken implementation in
their subsidiaries. (...)
Excerpt related to
sales force technology:
The integration solutions market will be an interesting area of growth. IBS has an attractive offer for companies with complex
and expensive busin...
Published:
2005-09-08
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Abstract:
When compared to leading vendors, Ramco suffers from size, funding, and market awareness comparisons. However, it appears
to be at least equal in functionality (if not even stronger in certain industries of focus), superior in technology and leading
in vision. Of course, more than functional capabiliti (...)
Excerpt related to
sales force technology:
When compared to leading vendors, Ramco suffers from size, funding, and market awareness comparisons. However, it appears
to be at least equal in...
Published:
2003-03-30
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Abstract:
SynQuest, Inc. has paired with InterWorld in a joint marketing alliance aimed at manufacturers with extended distribution
networks. Their pact reflects a trend among vendors of customer-facing applications and back-end fulfillment products to
expand their solutions. (...)
Excerpt related to
sales force technology:
SynQuest, Inc. has paired with InterWorld in a joint marketing alliance aimed at manufacturers with extended distribution
networks. Their pact re...
Published:
2000-05-05
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Abstract:
Dell Computer Corporation spent millions preparing to deploy an ERP system before realizing that the solution to one set
of issues created a more severe problem. Note based on discussion among Michael Dell, Kevin Rollins, and Morten Topfer of
Dell Computer Corporation and Dell’s Platinum Counsel of c (...)
Excerpt related to
sales force technology:
... Dimension. Essential Capability. Technology Requirement. ... Online
credit authorization. Sales Associate pricing override. Buyer over/undership authorization. ...
Published:
2002-05-31
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Abstract:
In the battle between Microsoft Business Solutions (MBS) and the UK-based the Sage Group for the small-to-medium enterprise
(SME) market segment, technology choices will be a major factor. (...)
Excerpt related to
sales force technology:
In the battle between Microsoft Business Solutions (MBS) and the UK-based the Sage Group for the small-to-medium enterprise
(SME) market segment, ...
Published:
2005-08-27
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Abstract:
Food and beverage manufacturers rely on information technology to meet market demands. However, food is one market where
most enterprise applications show a number of "fatal flaws"—capabilities whose omission can impede operations to the extent
of complete failure. (...)
Excerpt related to
sales force technology:
Food and beverage manufacturers rely on information technology to meet market demands. However, food is one market where most
enterprise applicati...
Published:
2006-11-08
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Abstract:
Aligning information technology (IT) with corporate strategy is key to maximizing the business impact of IT investments.
Tree Top's structured process of reviewing proposed IT investments will allow an enterprise to understand this alignment,
and prioritize investments. (...)
Excerpt related to
sales force technology:
Aligning information technology (IT) with corporate strategy is key to maximizing the business impact of IT investments. Tree
Top's structured pro...
Published:
2006-04-05
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Abstract:
Sagent Technology has been hit with a class action complaint for violation of the Securities Exchange Act of 1934. According
to the complaint, company officers misrepresented Sagent’s 1999 and 2000 sales prospects to give them time to sell over $8
million of their own stock. The officers sold their s (...)
Excerpt related to
sales force technology:
Sagent Technology has been hit with a class action complaint for violation of the Securities Exchange Act of 1934. According
to the complaint, co...
Published:
2000-11-07
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Abstract:
Intense product architecture rejuvenation, functional enhancements cycles, and market consolidation exert pressure on all
mid-market vendors offering ERP and warehouse management solutions. Adonix must carefully allot research and development funds
and screen its new assets to increase its competitive ed (...)
Excerpt related to
sales force technology:
Intense product architecture rejuvenation, functional enhancements cycles, and market consolidation exert pressure on all
mid-market vendors offer...
Published:
2005-09-22
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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 force technology:
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:
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
sales force technology:
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:
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 force technology:
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:
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 force technology:
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:
Applications are more often outsourced than infrastructure, and this is increasingly done through software as a service (SaaS).
Vendors such as WebEx, Webcom, MCA Solutions, and Ariba are delivering applications as SaaS. (...)
Excerpt related to
sales force technology:
Applications are more often outsourced than infrastructure, and this is increasingly done through software as a service (SaaS).
Vendors such as We...
Published:
2006-03-17
-
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
sales force technology:
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