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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 tools:
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
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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 tools:
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:
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 tools:
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:
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 tools:
... This is achieved through tools that help sales teams identify how to
align customers' needs with the right product data; provide accurate, functioning 3-D ...
Published:
2008-11-28
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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 tools:
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
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Abstract:
Quote-to-order (Q2O) systems can address the increasing demand for personalized and customized products. Complex product
specification, quoting, and ordering processes—as well as the software applications catering to those processes—can benefit
from the use of the Web, collaboration tools, and lean t (...)
Excerpt related to
sales tools:
Quote-to-order (Q2O) systems can address the increasing demand for personalized and customized products. Complex product specification,
quoting, a...
Published:
2008-08-18
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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 tools:
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:
Tools under the business intelligence (BI) umbrella combine to convert data into information, and information into decisions
for action. Dashboards and scorecards are two such tools. Though often confused, they have functional difference, especially
in modern BI suites. (...)
Excerpt related to
sales tools:
Contemporary Business Intelligence Tools. Olin Thompson and PJ Jakovljevic - June 28, 2005. Comments: 0.
Read Comments Contemporary BI Tools. ...
Published:
2005-06-28
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Abstract:
On December 6, SAP revealed it had entered into a partnership with Recognition Systems Group of the United Kingdom to add
marketing-planning and campaign-management features to its customer-relationship management suite. (...)
Excerpt related to
sales tools:
On December 6, SAP revealed it had entered into a partnership with Recognition Systems Group of the United Kingdom to add
marketing-planning and c...
Published:
1999-12-08
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Abstract:
When a technology vendor focuses on a tightly defined market of, the value received by its customers is typically greater.
Stratyc seems to be the case in point. (...)
Excerpt related to
sales tools:
When a technology vendor focuses on a tightly defined market of, the value received by its customers is typically greater.
Stratyc seems to be the...
Published:
2002-03-19
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Abstract:
Effective game plans lead to improved firm performance and bottom line results. Metrics include reductions in stock-outs,
delivery lead-time, missed shipments, partial shipments, expediting efforts, and improvements in customer service. This is
an excerpt from the book Managing Your Supply Chain Using Mi (...)
Excerpt related to
sales tools:
Effective game plans lead to improved firm performance and bottom line results. Metrics include reductions in stock-outs,
delivery lead-time, miss...
Published:
2003-12-13
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Abstract:
Targeting your best customers and personalizing your relationship with them, implies an in-depth understanding of their behavior. (...)
Excerpt related to
sales tools:
Targeting your best customers and personalizing your relationship with them, implies an in-depth understanding of their behavior.
Published:
2002-12-21
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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
sales tools:
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
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Abstract:
Jamcracker, an ASP providing business services for HR management, expense management and sales force automation solutions
has announced a new program to increase sales. Jamcracker’s Channel Program offers sales and implementation training to its
new channel partners. (...)
Excerpt related to
sales tools:
Jamcracker, an ASP providing business services for HR management, expense management and sales force automation solutions
has announced a new prog...
Published:
2000-08-09
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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 tools:
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:
Take a tip from the professionals about sales force automation.You'll wonder how you ever managed without it.Free download!
No matter how effective your sales staff is, there’s always room to boost efficiency and increase sales. But how you go about
doing so may be a point of contention. Sales force aut (...)
Excerpt related to
sales tools:
Take a tip from the professionals about sales force automation.You'll wonder how you ever managed without it.Free download!
No matter how effective...
Published:
2010-03-11
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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 tools:
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
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Abstract:
Many consultants, vendors, and analysts today define CRM in terms of being a customer-centric business strategy that is enabled
by a set of applications that support customer-facing functions and management decision making. That may capture the essence
of what CRM is, but it does not begin to capture why (...)
Excerpt related to
sales tools:
Many consultants, vendors, and analysts today define CRM in terms of being a customer-centric business strategy that is enabled
by a set of applic...
Published:
2004-11-08
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Abstract:
Biomet, a manufacturer of orthopedic medical products needed to support its worldwide need for sales information. (...)
Excerpt related to
sales tools:
Biomet, a manufacturer of orthopedic medical products needed to support its worldwide need for sales information.
Published:
2001-09-25
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Abstract:
After a long history as a contact management and relationship tracking tool, ACT! 2005, is expanding to offer more sales
force automation features for small to midsize businesses. Now available in a workgroup version, it offers new templates,
enhanced opportunity management, additional security, contact (...)
Excerpt related to
sales tools:
After a long history as a contact management and relationship tracking tool, ACT! 2005, is expanding to offer more sales force
automation features...
Published:
2004-08-31