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Abstract:
Showing value has always been key to greater sales and higher prices. However, the bar has been raised. It’s often no longer
enough to claim value—now the customer has to see, believe, and care about the value. Sales organizations must get their
eyes back on the value ball, with five value-sellin (...)
Excerpt related to
sales selling:
Value-selling Maturity Model: Key to Sales in Tough Times. ... Download
<strong>Value- selling Maturity Model: Key to Sales in Tough Times</strong>.
Comments: ...
Published:
2010-03-11
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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 selling:
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:
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 selling:
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
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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 selling:
... on business to business selling, author of the Amazon best-seller , How Winners Sell,
and writer of the monthly "Smart Selling" column for Sales and Marketing ...
Published:
2005-11-04
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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
sales selling:
... Product knowledge, once the manufacturer sales representatives' main advantage in
the selling cycle, is now readily available to buyers. ...
Published:
2008-11-28
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Abstract:
Compaq Computer told financial analysts it plans to start selling more of its computers directly to customers, and this time
the company says it means it. (...)
Excerpt related to
sales selling:
... analysts in Houston, Compaq Computer stated it plans to start selling more of ...
Still, analysts who have heard Compaq talk about direct sales before say that the ...
Published:
2000-03-01
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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
sales selling:
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:
A recent survey of chief executive officers has found that growth is again the number one priority, overtaking cost-cutting
as their previous top concern. Can enterprise application providers to take advantage of this new focus? (...)
Excerpt related to
sales selling:
A recent survey of chief executive officers has found that growth is again the number one priority, overtaking cost-cutting
as their previous top ...
Published:
2005-04-21
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Abstract:
There are many consultative sales methods. Each has unique strengths and techniques, but they all try to focus on what matters
to the customer. To improve your win ratio, there are seven questions you must first be able to answer. (...)
Excerpt related to
sales selling:
There are many consultative sales methods. Each has unique strengths and techniques, but they all try to focus on what matters
to the customer. To...
Published:
2006-09-25
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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 selling:
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:
Leveraging 3-D for Sales Automation helps maximize your sales and your efficiency. Click here to download the white paper.
It’s no longer acceptable for salespeople to respond to customers’ inquiries with “I’ll get back to you.” In the time it takes
to respond, a competitor with stronger product (...)
Excerpt related to
sales selling:
... Product knowledge, once the manufacturer sales reps' main advantage in the selling
cycle, is now readily available to buyers. This ...
Published:
2010-03-11
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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 selling:
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:
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
sales selling:
... Product knowledge, once the manufacturer sales representatives' main advantage in
the selling cycle, is now readily available to buyers. ...
Published:
2008-11-28
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Abstract:
An effective sales and operations planning game plan results in fewer stock-outs, shorter delivery lead-times, higher on-time
shipping percentages, a manageable amount of expediting, and improved customer service. Several guidelines are suggested to
improve a firm's sales and operations planning process (...)
Excerpt related to
sales selling:
An effective sales and operations planning game plan results in fewer stock-outs, shorter delivery lead-times, higher on-time
shipping percentages...
Published:
2003-12-11
-
Abstract:
A recent survey of chief executive officers has found that growth is again the number one priority, overtaking cost-cutting
as their previous top concern. Can enterprise application providers to take advantage of this new focus? (...)
Excerpt related to
sales selling:
A recent survey of chief executive officers has found that growth is again the number one priority, overtaking cost-cutting
as their previous top ...
Published:
2005-04-21
-
Abstract:
Compaq Computer told financial analysts it plans to start selling more of its computers directly to customers, and this time
the company says it means it. (...)
Excerpt related to
sales selling:
... analysts in Houston, Compaq Computer stated it plans to start selling more of ...
Still, analysts who have heard Compaq talk about direct sales before say that the ...
Published:
2000-03-01
-
Abstract:
Chemical company H.B. Fuller has leveraged the Internet to increase their ability to sell. (...)
Excerpt related to
sales selling:
Chemical company HB Fuller has leveraged the Internet to increase their ability to sell.
Published:
2001-10-01
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Abstract:
A CRM solution, to be successful, has to support cross-business processes and a number of operations within the business,
from Marketing to Service, including Sales. This integration of what, historically, has been treated as very separate parts
of the organization, provides the opportunity to rethink e (...)
Excerpt related to
sales selling:
A CRM solution, to be successful, has to support cross-business processes and a number of operations within the business,
from Marketing to Servic...
Published:
2003-07-10
-
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. This process, of course, (...)
Excerpt related to
sales selling:
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:
2005-07-02
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Abstract:
ROI marketing is just starting to become mainstream. ROI selling is already out there, further advanced in adoption because
of its perceived relevance to the selling process. It won't be long before several B2B software companies position their products
as providing a superior ROI. Read on to find out if (...)
Excerpt related to
sales selling:
ROI marketing is just starting to become mainstream. ROI selling is already out there, further advanced in adoption because
of its perceived relev...
Published:
2004-06-01