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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
selling techniques:
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
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Abstract:
IT Sales Lead Generation. Download Free IT Report on the IT Sales Lead Generation. The sales lead generation process for technology
companies is very different from lead generation in other industries. Technology sector needs are more precise, and the target
market is almost exclusively business-to-busine (...)
Excerpt related to
selling techniques:
IT Sales Lead Generation. Download Free IT Report on the IT Sales Lead Generation. The sales lead generation process for technology
companies is ve...
Published:
2010-03-11
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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
selling techniques:
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:
A total reward management system can help companies leverage their most complex and volatile asset: its human capital. Partnerships
between human resources and line managers, and using collaborative platforms to communicate incentives and goals can increase
strengthen a company's competitive advantage. (...)
Excerpt related to
selling techniques:
... HR must enforce the communication and internal selling techniques and
communicate their importance to everybody. Building the Collaborative Platform. ...
Published:
2005-06-30
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Abstract:
A total reward management system can help companies leverage their most complex and volatile asset: its human capital. Partnerships
between human resources and line managers, and using collaborative platforms to communicate incentives and goals can increase
strengthen a company's competitive advantage. (...)
Excerpt related to
selling techniques:
... HR must enforce the communication and internal selling techniques and
communicate their importance to everybody. Building the Collaborative Platform. ...
Published:
2005-06-30
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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
selling techniques:
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:
The challenge facing many sales managers and business owners is the transfer of selling skills that made them top sales producers.
When you take on the role of a sales manager, it’s no longer about what you can produce—it’s about what you can get others
to produce. The driven sales manager listens (...)
Excerpt related to
selling techniques:
... The driven sales manager listens and invests even more time and energy on teaching selling
skills and techniques. Find out more. ...
Published:
2010-04-30
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Abstract:
Zilliant, a data-driven, price management software provider, aims to enable business-to-business companies to optimize revenue
and margins through decision support and automation software that delivers more effective discount guidelines, in-depth price
analytics, intelligent deal management, and successf (...)
Excerpt related to
selling techniques:
Zilliant, a data-driven, price management software provider, aims to enable business-to-business companies to optimize revenue
and margins through...
Published:
2007-06-06
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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
selling techniques:
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:
Zilliant, a data-driven, price management software provider, aims to enable business-to-business companies to optimize revenue
and margins through decision support and automation software that delivers more effective discount guidelines, in-depth price
analytics, intelligent deal management, and successf (...)
Excerpt related to
selling techniques:
Zilliant, a data-driven, price management software provider, aims to enable business-to-business companies to optimize revenue
and margins through...
Published:
2007-06-06
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Abstract:
It is now imperative that businesses be prudent. With rising volumes of data, traditional analytical techniques may not be
able to discover valuable data. Consequently, data mining technology becomes important. Here is a framework to help understand
the data mining process. (...)
Excerpt related to
selling techniques:
It is now imperative that businesses be prudent. With rising volumes of data, traditional analytical techniques may not be
able to discover valuab...
Published:
2009-06-19
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Abstract:
Business intelligence (BI) is evolving as it grows in popularity. Within BI, there is a shift from traditional analytics
to predictive analytics, and predictive analytics is emerging as a distinct new software sector. (...)
Excerpt related to
selling techniques:
Business intelligence (BI) is evolving as it grows in popularity. Within BI, there is a shift from traditional analytics to
predictive analytics, ...
Published:
2005-12-24
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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
selling techniques:
... not just making the sale. Product complexity has emerged as the dark horse in the selling
process. As product depth and breadth ...
Published:
2010-03-11
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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
selling techniques:
... not just making the sale. Product complexity has emerged as the dark horse in the selling
process. As product depth and breadth ...
Published:
2010-03-11
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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
selling techniques:
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
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Abstract:
A guide to the benefits, technology and implementation essentials of CRM & SFA solutions.Secure Documents and Other Software
Dynamic System to Use In Your Dynamic System of CRM & SFA solutions. Companies spend staggering investments to make and
keep their offerings competitive. By providing a cent (...)
Excerpt related to
selling techniques:
A guide to the benefits, technology and implementation essentials of CRM & SFA solutions.Secure Documents and Other Software
Dynamic System to ...
Published:
2010-03-11
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Abstract:
Your Challenge: Get Decision Makers' Approval for Demand-Driven Strategies. Specific, Measurable, Achievable, Relevant and
Time-Bound. Many manufacturing companies have adopted or are considering the adoption of a demand-driven strategy. However,
if you want to be demand-driven, you aren’t going to achi (...)
Excerpt related to
selling techniques:
Your Challenge: Get Decision Makers' Approval for Demand-Driven Strategies. Specific, Measurable, Achievable, Relevant
and Time-Bound. Many manufac...
Published:
2010-03-11
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Abstract:
Your Challenge: Get Decision Makers' Approval for Future Sales Force. Specific, Measurable, Achievable, Relevant and Time-Bound.
Most companies are aware that the buying processes of the world and its buyers are changing, but many have yet to recognize
the need to make changes within their own sales force (...)
Excerpt related to
selling techniques:
Your Challenge: Get Decision Makers' Approval for Future Sales Force. Specific, Measurable, Achievable, Relevant and Time-Bound.
Most companies are...
Published:
2010-03-11
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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
selling techniques:
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:
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
selling techniques:
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