-
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 team management:
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:
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 team management:
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:
Enterprise incentive management is an emerging field, and a number of players have entered the market. Callidus recently
expanded its service offerings by introducing two new strategic service programs both to woo customers and to survive in this
emerging field. (...)
Excerpt related to
sales team management:
Enterprise incentive management is an emerging field, and a number of players have entered the market. Callidus recently expanded
its service offe...
Published:
2006-12-13
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Abstract:
In addition to growing at a breakneck pace for the last few years, Vendavo has recently rounded out its suite for price and
margin management. The market should take notice, while the competition should indeed watch out. (...)
Excerpt related to
sales team management:
In addition to growing at a breakneck pace for the last few years, Vendavo has recently rounded out its suite for price and
margin management. The...
Published:
2008-05-02
-
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 team management:
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
-
Abstract:
Emptoris, an upbeat provider of strategic sourcing software for the global 5000 companies, announced its acquisition of spend
management specialist Zeborg. However, despite a good fit, enlarged customer base, and improved cross-selling opportunity,
some challenges and product gaps will have to be overcom (...)
Excerpt related to
sales team management:
Emptoris, an upbeat provider of strategic sourcing software for the global 5000 companies, announced its acquisition of spend
management specialis...
Published:
2003-11-18
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Abstract:
Surado Solutions aims to provide a complete customer relationship management suite. We'll analyze Surado CRM 5.0 from the
perspectives of core functionality, its distinguishing factors, and the challenges users may face when considering the Surado
solution. (...)
Excerpt related to
sales team management:
Surado Solutions aims to provide a complete customer relationship management suite. We'll analyze Surado CRM 5.0 from
the perspectives of core fun...
Published:
2006-08-17
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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 team management:
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:
The combined company's possibly biggest challenge remains a lack of awareness of the need for sourcing/spend management.
While many people have realized the power of e-commerce on the consumer side, there is still plenty of education to be conducted
by all the SRM vendors to prove how much leverage their (...)
Excerpt related to
sales team management:
The combined company's possibly biggest challenge remains a lack of awareness of the need for sourcing/spend management.
While many people have re...
Published:
2003-11-20
-
Abstract:
The idea behind the Callidus TrueComp's initial design was for it to be sophisticated enough to tackle and manage the most
complex and variable compensation plans, and yet simple enough to administer without heavy reliance on information technology
(IT) resources. (...)
Excerpt related to
sales team management:
... key performance indicators (KPIs), management reports, and ad ... and
explore multidimensional elements including sales performance by region, team, product,
...
Published:
2006-12-12
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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 team management:
... be made without referring to the engineering team. With the right tools, such as a product
streaming and data management application, sales representatives can ...
Published:
2008-11-28
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Abstract:
Companies with large sales forces, huge product portfolios, and complex incentive plans with many variables need to offer
variable pay. This has created opportunities for a new enterprise software category called enterprise incentive management
(EIM), or incentive compensation management (ICM). (...)
Excerpt related to
sales team management:
Companies with large sales forces, huge product portfolios, and complex incentive plans with many variables need to offer
variable pay. This has c...
Published:
2006-11-30
-
Abstract:
Enterprise incentive management is an emerging field, and a number of players have entered the market. Callidus recently
expanded its service offerings by introducing two new strategic service programs both to woo customers and to survive in this
emerging field. (...)
Excerpt related to
sales team management:
Enterprise incentive management is an emerging field, and a number of players have entered the market. Callidus recently expanded
its service offe...
Published:
2006-12-13
-
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 team management:
... be made without referring to the engineering team. With the right tools, such as a product
streaming and data management application, sales representatives can ...
Published:
2008-11-28
-
Abstract:
For every vendor, focus often results with more value to its targeted customers. Two highly focused vendors that also remain
profitable and growing even in these difficult economic times, Ross Systems and Prescient Systems, are thus seemingly poised
to offer enriched combined value proposition to their (...)
Excerpt related to
sales team management:
For every vendor, focus often results with more value to its targeted customers. Two highly focused vendors that also remain
profitable and growi...
Published:
2002-08-05
-
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 team management:
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:
The enterprise incentive management and sales performance management market is evolving rapidly. Callidus Software remains
the vendor of choice for some of the largest companies in the world. The vendor is aiming to cement its leadership within
the insurance sector. (...)
Excerpt related to
sales team management:
The enterprise incentive management and sales performance management market is evolving rapidly. Callidus Software remains
the vendor of choice fo...
Published:
2007-07-20
-
Abstract:
Global Logistics Technologies (G-Log) will soon launch its Internet-based logistics software business for the transportation
industry. G-Log is a new beginning for CEO Mitchell Weseley. (...)
Excerpt related to
sales team management:
Global Logistics Technologies (G-Log) will soon launch its Internet-based logistics software business for the transportation
industry. G-Log is a ...
Published:
2000-03-06
-
Abstract:
The combined company's possibly biggest challenge remains a lack of awareness of the need for sourcing/spend management.
While many people have realized the power of e-commerce on the consumer side, there is still plenty of education to be conducted
by all the SRM vendors to prove how much leverage their (...)
Excerpt related to
sales team management:
The combined company's possibly biggest challenge remains a lack of awareness of the need for sourcing/spend management.
While many people have re...
Published:
2003-11-20
-
Abstract:
A sales portal is one of many tools that can be used to help transform a business, especially a consumer packaged goods company.
In this article, key structural and functional elements, as well as the advantages of implementing and effectively using a
sales portal, are discussed. (...)
Excerpt related to
sales team management:
A sales portal is one of many tools that can be used to help transform a business, especially a consumer packaged goods company.
In this article, ...
Published:
2008-09-15