-
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
tools sales 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
-
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
tools sales management:
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
-
Abstract:
Deltek recognizes that most organizations run their enterprises by using a sort of closed-loop, corrective action process.
However, most product-based businesses still need solutions to replace manual workarounds, and Deltek has embarked on a mission
to garner a one-stop-shopping portfolio. (...)
Excerpt related to
tools sales management:
Deltek recognizes that most organizations run their enterprises by using a sort of closed-loop, corrective action process.
However, most product-b...
Published:
2006-07-12
-
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
tools sales management:
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:
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
tools sales 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:
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
tools sales management:
... Ultimately, the right 3-D tools and product data management tools
can help achieve these critical sales tasks and help close sales. ...
Published:
2008-11-28
-
Abstract:
Customer relationship management (CRM) can be a tool for positive change in businesses' operations. Or CRM can—unintentionally—cause
a host of problems, from lost employee time to lost customer data. But with the right information, implementing CRM allows
evolution without the upset of revolution. (...)
Excerpt related to
tools sales management:
Customer relationship management (CRM) can be a tool for positive change in businesses' operations. Or CRM can—unintentionally—cause
a host of pro...
Published:
2007-09-24
-
Abstract:
Major vendors are noting the growing demand for software as a service. However, smaller providers are forging new ground
by offering services for inventory and collaborative planning. (...)
Excerpt related to
tools sales management:
Major vendors are noting the growing demand for software as a service. However, smaller providers are forging new ground by
offering services for ...
Published:
2006-03-16
-
Abstract:
Pure-play enterprise incentive management (EIM) vendors who have focused on providing the capability to manage highly complex
compensation systems will be well positioned to take advantage of the major growth projected in the EIM market. (...)
Excerpt related to
tools sales management:
... It should also automate many compensation management processes that drain away staff
resources ... Forecasting tools also help sales executives perform what-if
...
Published:
2006-12-01
-
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
tools sales management:
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
-
Abstract:
The core components of a retail information system are inventory management, inventory optimization, revenue management,
sales management, and reports and inquiries. Non-core components can include financial, supply chain management, enterprise
resource planning, customer relationship management, and war (...)
Excerpt related to
tools sales management:
The core components of a retail information system are inventory management, inventory optimization, revenue management, sales
management, and rep...
Published:
2006-03-13
-
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
tools sales management:
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:
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
tools sales management:
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
-
Abstract:
Business performance management (BPM) includes setting key performance indicators, using data mining to discover data patterns
and using software to help drive business decisions and develop corporate strategy. For an organization, there are many benefits
to implementing a BPM solution. (...)
Excerpt related to
tools sales management:
... in order to enable management to identify factors that may be causing low sales
or other performance challenges. These are some of the tools offered by BPM ...
Published:
2009-04-27
-
Abstract:
The distinction between business performance management and operational business intelligence is sometimes unclear. Many
vendor offerings overlap in terms of features and functionality, making it difficult to distinguish between the two. However,
there are some differences worth exploring. (...)
Excerpt related to
tools sales management:
The distinction between business performance management and operational business intelligence is sometimes unclear. Many vendor
offerings overlap ...
Published:
2009-07-31
-
Abstract:
This is an examination of Pronto Software's ERP solution. By looking at how areas where the Pronto product fulfills a large
portion of selection criteria, companies can determine if it is worthwhile to pursue a relationship with Pronto. We ask the
question, all things being equal, which modules contribut (...)
Excerpt related to
tools sales management:
This is an examination of Pronto Software's ERP solution. By looking at how areas where the Pronto product fulfills a
large portion of selection c...
Published:
2003-04-11
-
Abstract:
Despite technological advances, users are dissatisfied with customer relationship management (CRM) systems. Ambiguous terms
do not provide the vocabulary for concrete action and measurable expectations. Thus, CRM is perceived to be about intangibles,
and is approached with a let's-hope–for-the-best men (...)
Excerpt related to
tools sales management:
Despite technological advances, users are dissatisfied with customer relationship management (CRM) systems. Ambiguous terms
do not provide the voc...
Published:
2008-09-29
-
Abstract:
At last week's eBusiness Conference & Expo, SAP AG updated attendees on its supply chain management application, Advanced
Planner and Optimizer (APO). (...)
Excerpt related to
tools sales management:
At last week's eBusiness Conference & Expo, SAP AG updated attendees on its supply chain management application, Advanced
Planner and Optimizer (A...
Published:
1999-12-22
-
Abstract:
Creating specific CRM strategies means developing measurable goals and calculating your ROI to achieve them. These in addition
to a technical framework, sales and marketing strategies, including Internet strategies, and customer satisfaction metrics
will create a smooth running CRM machine in your compan (...)
Excerpt related to
tools sales management:
Creating specific CRM strategies means developing measurable goals and calculating your ROI to achieve them. These in addition
to a technical fram...
Published:
2005-02-17
-
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
tools sales management:
... data mining, digital cockpits, and dashboards to portals and other broadcasting tools.
... Nowadays, popular uses of BI include management dashboards and balanced ...
Published:
2005-06-28