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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
improve 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:
It is becoming necessary to go beyond the direct sales force to sell complex products. With the advent of personal computers
and the Internet, new possibilities for reaching manufacturing clients have opened up, and new sales opportunities have become
available. (...)
Excerpt related to
improve selling:
It is becoming necessary to go beyond the direct sales force to sell complex products. With the advent of personal computers
and the Internet, new...
Published:
2007-11-12
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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
improve 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
improve 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:
Benchmarking, as defined by the dictionary, is "a standard against which something can be measured or assessed." But what
is benchmarking? What does it do? Why should I do it? What do I benchmark? And how can it help me? (...)
Excerpt related to
improve selling:
Benchmarking, as defined by the dictionary, is "a standard against which something can be measured or assessed."
But what is benchmarking? What do...
Published:
2006-06-26
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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
improve 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:
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
improve 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
improve 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:
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
improve 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:
To remain competitive, retailers must improve costs, differentiate the shopping experience, and ensure effective promotions.
Many retailers are asking how to improve vital business processes while offering customers more. Learn about key trends in
the retail sector and how business process management (BP (...)
Excerpt related to
improve selling:
... Source: Wipro Technologies. Document Type: White Paper Description: To remain competitive, retailers
must improve costs, differentiate the shopping experience ...
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
improve selling:
... must get their eyes back on the value ball, with five value-selling maturity levels
that tie in to sales effectiveness. Learn how to improve your revenues ...
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
improve selling:
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
-
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
improve selling:
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:
Business Agility for Communication Services Providers: a Few Simple Steps are a Great Way to Start. Download Free Technology
Study White Papers In Relation to Business Agility for Communication Services Providers. In today’s market, customers have
no patience for companies that let their size and comple (...)
Excerpt related to
improve selling:
Business Agility for Communication Services Providers: a Few Simple Steps are a Great Way to Start. Download Free Technology
Study White Papers In ...
Published:
2010-03-11
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Abstract:
Customer relationship management (CRM) has become increasingly popular, and provides enormous benefits to businesses that
adopt it. So why does it encounter so much “what’s-in-it-for-me” resistance from frontline salespeople? Often, the reason
is because they view CRM as strictly a management tool. (...)
Excerpt related to
improve selling:
... tool. With Oracle CRM On Demand, however, you can minimize data entry—allowing your salespeople to spend
more time selling. Download ...
Published:
2010-03-11
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Abstract:
A Stronger Field Sales Force and Better Internet Sales. IT Guides and Other Software Program to Use In Your System Related
To Stronger Field Sales Force and Better Internet Sales. Endress+Hauser (e+h), an international group of specialists for measurement
devices and automated solutions for industrial pro (...)
Excerpt related to
improve selling:
A Stronger Field Sales Force and Better Internet Sales. IT Guides and Other Software Program to Use In Your System Related
To Stronger Field Sales ...
Published:
2010-03-11
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Abstract:
Most retailers might say that they are customer-centric, but what does that really mean? After all, there is a huge difference
between simply serving a customer and centering on a customer's specific needs and satisfaction. (...)
Excerpt related to
improve selling:
Most retailers might say that they are customer-centric, but what does that really mean? After all, there is a huge difference
between simply serv...
Published:
2006-06-23
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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
improve selling:
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:
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
improve 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:
Modern quote-to-order suites provide customers and suppliers access to design, planning, and material data. This enables
users to proactively understand various aspects of a project, as well as reduce planning time, document activities, and promote
communication throughout the engagement cycle. (...)
Excerpt related to
improve selling:
Modern quote-to-order suites provide customers and suppliers access to design, planning, and material data. This enables users
to proactively unde...
Published:
2007-11-14