-
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 articles:
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:
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 articles:
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
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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 articles:
Focus on Corporate Governance Requires a Business-Oriented Selling Approach. ... You'll
need to prepare yourself for selling to boards going forward. ...
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 articles:
Focus on Corporate Governance Requires a Business-Oriented Selling Approach. ... You'll
need to prepare yourself for selling to boards going forward. ...
Published:
2002-11-25
-
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 articles:
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
selling articles:
For many manufacturers, distributors and retailers with a mishmash of disparate back-office business applications, Sterling
Commerce, a traditiona...
Published:
2009-07-24
-
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 articles:
For many manufacturers, distributors and retailers with a mishmash of disparate back-office business applications, Sterling
Commerce, a traditiona...
Published:
2009-07-24
-
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 articles:
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 articles:
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:
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 articles:
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:
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 articles:
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:
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 articles:
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
-
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 articles:
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
-
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 articles:
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:
USi Delivers Complete Set of ASP Enterprise Solutions for Buying and Selling over the Internet. (...)
Excerpt related to
selling articles:
USi Delivers Complete Set of ASP Enterprise Solutions for Buying and Selling over the Internet.
Published:
2000-03-29
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Abstract:
Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and
plan ways to gather other required information. The first few meetings should be formal, with a printed agenda, including
clear goals and time constraints. This process, of course, (...)
Excerpt related to
selling articles:
Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and
plan ways to gather ot...
Published:
2005-07-02
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Abstract:
Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy.
Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every
deal will erode your company's margins and leave you (...)
Excerpt related to
selling articles:
Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy.
Employing a go-to-m...
Published:
2004-06-14
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Abstract:
Dell now has begun selling two models of its laptops with Linux preinstalled. (...)
Excerpt related to
selling articles:
... Comments Event Summary. 2/1/2000 [Cnet News] - Dell now has begun selling two models
of its laptops with Linux preinstalled. The ...
Published:
2000-02-18
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Abstract:
The merging vendors, Sage/Best and ACCPAC, have understood that a broad, impeccably integrated, horizontal offering with
selected vertical enhancements, a nurturing resellers network in addition to providing well-attuned pricing and catering to
the evolving scalability and migration needs of customers th (...)
Excerpt related to
selling articles:
... and to provide even more opportunities for training, financing, guaranteed lead-generation, and alliances
with loyal business partners selling other Best ...
Published:
2004-06-10
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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 articles:
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