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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
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:
Getting Sales Back to Selling. Find IT Solutions and Other Information Associated with the Sales Back. Faced with longer sales
cycles, declining sales productivity, and increasingly discerning customers, companies are being forced to streamline and
automate how sales information is processed, and change t (...)
Excerpt related to
selling:
Getting Sales Back to Selling. Find IT Solutions and Other Information Associated with the Sales Back. Faced
with longer sales cycles, declining sa...
Published:
2010-03-11
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Abstract:
In the face of global economic volatility, increasing competition, and changing customer needs, business leaders are challenged
to protect their business now, while ensuring it is able to thrive in the future. Despite the dire need to act, the positive
repercussions from making the right changes now will (...)
Excerpt related to
selling:
Strategic Selling: The Lifeline to Your Future. Source: Applied Vision Works, Inc. ... Download
<strong>Strategic Selling: The Lifeline to Your Future</strong>. ...
Published:
2010-03-11
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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:
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:
If you are selling products or services that are critical to your prospect’s success or for that matter, their very survival,
your proposal will likely be elevated to the board of directors level for final approval. How do you sell at the board level? (...)
Excerpt related to
selling:
If you are selling products or services that are critical to your prospect’s success or for that matter,
their very survival, your proposal will l... ...
Published:
2002-11-25
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Abstract:
If you are selling products or services that are critical to your prospect’s success or for that matter, their very survival,
your proposal will likely be elevated to the board of directors level for final approval. How do you sell at the board level? (...)
Excerpt related to
selling:
If you are selling products or services that are critical to your prospect’s success or for that matter,
their very survival, your proposal will l... ...
Published:
2002-11-25
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Abstract:
VerticalNet will acquire the capability to add state-of-the-art digital marketplaces to its collection of vertically oriented
content sites. (...)
Excerpt related to
selling:
VerticalNet will acquire the capability to add state-of-the-art digital marketplaces to its collection of vertically oriented
content sites.
Published:
2000-03-28
-
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
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
-
Excerpt related to
selling:
... you’re suddenly going to have a billion-strong market, there are certainly a good 300 million customers
who may be in the market for what you’re selling. ...
Published:
2008-10-30
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Abstract:
For many manufacturers, distributors and retailers with a mishmash of disparate back-office business applications, Sterling
Commerce, a traditional integration and communication provider, has recently unveiled a package designed to automate web-based
commerce all the way from order capture to fulfillment (...)
Excerpt related to
selling:
For many manufacturers, distributors and retailers with a mishmash of disparate back-office business applications, Sterling
Commerce, a traditiona...
Published:
2009-07-24
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Abstract:
For many manufacturers, distributors and retailers with a mishmash of disparate back-office business applications, Sterling
Commerce, a traditional integration and communication provider, has recently unveiled a package designed to automate web-based
commerce all the way from order capture to fulfillment (...)
Excerpt related to
selling:
For many manufacturers, distributors and retailers with a mishmash of disparate back-office business applications, Sterling
Commerce, a traditiona...
Published:
2009-07-24
-
Excerpt related to
selling:
Discussing Enterprise Software and Selection.
Published:
2010-11-02
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Abstract:
In compliance with the August arbitrator’s report on the conflict between Arthur Andersen and Andersen Consulting, the consulting
firm has announced its new name to be Accenture. It wants this new identity to fully brand it in the marketplace, a task we
think will be harder than Accenture admits. (...)
Excerpt related to
selling:
In compliance with the August arbitrator’s report on the conflict between Arthur Andersen and Andersen Consulting, the consulting
firm has announc...
Published:
2000-11-08
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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:
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:
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
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:
Infor cites continued organic growth, license revenue from new customers, and install base cross-selling and up-selling as
key growth drivers for the group. The acquisition of Formation Systems and Geac can only fuel Infor growth. (...)
Excerpt related to
selling:
Infor cites continued organic growth, license revenue from new customers, and install base cross-selling
and up-selling as key growth drivers for ...
Published:
2006-05-01
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Abstract:
Providers of complex products, systems, and services should view quote-to-order (Q2O) systems as enablers that can improve
competitive advantage. At the same time, users should remember that Q2O solutions are not necessarily advantageous for all
manufacturing departments or businesses. (...)
Excerpt related to
selling:
Providers of complex products, systems, and services should view quote-to-order (Q2O) systems as enablers that can improve
competitive advantage. ...
Published:
2007-11-26
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Abstract:
Providers of complex products, systems, and services should view quote-to-order (Q2O) systems as enablers that can improve
competitive advantage. At the same time, users should remember that Q2O solutions are not necessarily advantageous for all
manufacturing departments or businesses. (...)
Excerpt related to
selling:
Providers of complex products, systems, and services should view quote-to-order (Q2O) systems as enablers that can improve
competitive advantage. ...
Published:
2007-11-26
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Abstract:
Business-to-business (B2B) selling has proven to be more intricate than business-to-consumer (B2C) selling, as B2B involves
dealing with longer-term contracts and complex products with specific requirements that are not needed in the consumer world. (...)
Excerpt related to
selling:
Business-to-business (B2B) selling has proven to be more intricate than business-to-consumer (B2C) selling,
as B2B involves dealing with longer-te...
Published:
2004-11-06
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Abstract:
USi Delivers Complete Set of ASP Enterprise Solutions for Buying and Selling over the Internet. (...)
Excerpt related to
selling:
USi Delivers Complete Set of ASP Enterprise Solutions for Buying and Selling over the Internet.
Published:
2000-03-29