-
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
business to business selling:
Focus on Corporate Governance Requires a Business-Oriented Selling Approach. Dave Stein
- November 25, 2002. Comments: 0. Read Comments ...
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
business to business selling:
Focus on Corporate Governance Requires a Business-Oriented Selling Approach. Dave Stein
- November 25, 2002. Comments: 0. Read Comments ...
Published:
2002-11-25
-
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
business to business 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:
Chemical company H.B. Fuller has leveraged the Internet to increase their ability to sell. (...)
Excerpt related to
business to business selling:
Chemical company HB Fuller has leveraged the Internet to increase their ability to sell.
Published:
2001-10-01
-
Abstract:
Many software services companies are not able to turn their individual project successes into a line of business that brings
in additional revenue streams. At the root of this is the simplistic assumption that "if you build, they will come." (...)
Excerpt related to
business to business selling:
Many software services companies are not able to turn their individual project successes into a line of business that brings
in additional revenue...
Published:
2006-09-14
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Abstract:
Microsoft Business Network (MBN) has the potential to deliver the never really (or hardly ever) realized benefits of early
dot-com era Internet trading exchanges or networks that could reasonably and effectively link customers to their trading partners. (...)
Excerpt related to
business to business selling:
... not be surprised by MBS' recent, more upbeat results in a great part from up-selling
so-called "surrounding" applications like Microsoft Business Network (MBN ...
Published:
2004-09-02
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Abstract:
A growing measure of business performance is financial performance management. Leveraging business intelligence (BI) to map
business performance goals requires integrating and consolidating information. Systems Union is embarking on a strategy to
triumph in this market. (...)
Excerpt related to
business to business selling:
A growing measure of business performance is financial performance management. Leveraging business intelligence (BI) to map
business performance g...
Published:
2005-07-18
-
Abstract:
There is certainly room to ask the fundamental question of whether the traditional practice of RFI/RFP-based selection processes
has been adequate for the task of selecting complex systems. The record indicates there is much room for improvement. In essence,
for complex selections like in the case of ent (...)
Excerpt related to
business to business selling:
There is certainly room to ask the fundamental question of whether the traditional practice of RFI/RFP-based selection processes
has been adequate...
Published:
2003-10-27
-
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
business to business 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
-
Abstract:
While most of its applications co-opetitors have been licking their wounds and dreading another financial quarterly report,
cash amassed Microsoft has recently shown a flair for aptly devising and executing a strategy for its Microsoft Business Solutions
(MBS) division portfolio, to its partners and cust (...)
Excerpt related to
business to business selling:
While most of its applications co-opetitors have been licking their wounds and dreading another financial quarterly report,
cash amassed Microsoft...
Published:
2002-11-01
-
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
business to business selling:
The distinction between business performance management and operational business intelligence is sometimes unclear. Many vendor
offerings overlap ...
Published:
2009-07-31
-
Abstract:
Owing to learning from the past experiences and to the help of specialized selection service providers, selecting an enterprise
package has to a degree, become a routine occurrence in the life of an IT organization. Recently however, there has been much
noise created by some pundits and vendors belittlin (...)
Excerpt related to
business to business selling:
Owing to learning from the past experiences and to the help of specialized selection service providers, selecting an enterprise
package has to a d...
Published:
2003-10-25
-
Abstract:
MBS is both a threat and an opportunity for the most nimble vendors, and mid-market CRM vendors might have acquired another
lease of life extension in the medium term to redefine their value proposition, especially given that some have recently secured
new funds and/or found solace in a partnership with (...)
Excerpt related to
business to business selling:
MBS is both a threat and an opportunity for the most nimble vendors, and mid-market CRM vendors might have acquired another
lease of life extensio...
Published:
2002-11-05
-
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
business to business 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
-
Abstract:
SAP seems to have grasped that the key to success in the SMB market is brand awareness and an apt product, since SMBs are
looking for support from incumbent vendors, with intimate knowledge of their vertical and business processes, ample local
resources, and the commitment to support them both off- and o (...)
Excerpt related to
business to business selling:
SAP seems to have grasped that the key to success in the SMB market is brand awareness and an apt product, since SMBs are
looking for support from...
Published:
2004-05-10
-
Abstract:
The University of Illinois provides a good example of extensive integration of its business intelligence (BI) solution and
data warehousing environment with its enterprise resource planning (ERP) solution. (...)
Excerpt related to
business to business selling:
The University of Illinois provides a good example of extensive integration of its business intelligence (BI) solution and
data warehousing enviro...
Published:
2006-10-27
-
Abstract:
SAP adds functionality to its role-based workplace portals. (...)
Excerpt related to
business to business selling:
SAP adds functionality to its role-based workplace portals.
Published:
2000-01-07
-
Abstract:
USi Delivers Complete Set of ASP Enterprise Solutions for Buying and Selling over the Internet. (...)
Excerpt related to
business to business selling:
USi Delivers Complete Set of ASP Enterprise Solutions for Buying and Selling over the Internet.
Published:
2000-03-29
-
Abstract:
Microsoft Business Network (MBN) has the potential to deliver the never really (or hardly ever) realized benefits of early
dot-com era Internet trading exchanges or networks that could reasonably and effectively link customers to their trading partners. (...)
Excerpt related to
business to business selling:
... not be surprised by MBS' recent, more upbeat results in a great part from up-selling
so-called "surrounding" applications like Microsoft Business Network (MBN ...
Published:
2004-09-02
-
Abstract:
Ross Systems' transition from ERP to e-commerce continues to be daunting. On November 14, the company announced yet another
disappointing quarterly report owing to all but dried up license revenue. The company also announced how it plans to turn
the tide. (...)
Excerpt related to
business to business selling:
Ross Systems' transition from ERP to e-commerce continues to be daunting. On November 14, the company announced yet another
disappointing quarterl...
Published:
2000-12-22