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Abstract:
Sales and operations planning (S&OP) provides the visibility and agility to improve product management and promotional planning,
minimize unnecessary buildups of inventory, and predict revenue more effectively. S&OP works because it develops a well-coordinated
operating plan in support of your customer d (...)
Excerpt related to
strategy sales:
Sales and Operations Planning: Choosing the Optimal Strategy for Your Business. Source:
Hitachi Consulting. Document Type: White Paper ...
Published:
2010-03-11
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Abstract:
Acquiring, validating, and managing sales tax and use tax exemption certificates can be challenging. However, the appropriate
exemption certificate management (ECM) strategy can help avoid sales tax audit risk while lowering audit assessments and penalties.
Learn how to find the right solution for your o (...)
Excerpt related to
strategy sales:
... However, the appropriate exemption certificate management (ECM) strategy can help avoid
sales tax audit risk while lowering audit assessments and penalties. ...
Published:
2010-03-11
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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
strategy sales:
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
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Abstract:
Data-driven, science-based price management is an emerging market. Therefore, vendors should be made to prove whether and
how they can enable a company to achieve and measure margin lift, or return on investment, of their price management applications. (...)
Excerpt related to
strategy sales:
Data-driven, science-based price management is an emerging market. Therefore, vendors should be made to prove whether and
how they can enable a co...
Published:
2007-05-28
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Abstract:
A customer relationship management (CRM) system is inherently valuable for supporting customer acquisition and retention
by gathering data from each contact with customers and prospects. Collecting data, however, cannot be isolated from a strategy
for actually using that data. Here is an overview of how (...)
Excerpt related to
strategy sales:
A customer relationship management (CRM) system is inherently valuable for supporting customer acquisition and retention by
gathering data from ea...
Published:
2003-07-03
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Abstract:
Dell Computer announced its plans to provide Internet-based, automated customer support. (...)
Excerpt related to
strategy sales:
... 0. Read Comments Dell Unveils Internet-Enabled Customer Support Strategy RA Krause ...
should eventually yield it significant payback in terms of sales and market ...
Published:
1999-09-03
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Abstract:
The Internet has changed the buying process for enterprise level solutions and sales departments must learn to adapt to today's
self-directed buyer. The new, competitive sales high ground is to effectively manage a convenient on-line/off-line buy cycle
experience at every point of contact. (...)
Excerpt related to
strategy sales:
The Internet has changed the buying process for enterprise level solutions and sales departments must learn to adapt to today's
self-directed buye...
Published:
2006-03-31
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Abstract:
During the last few years, Made2Manage has evolved from a vendor of traditional MRP/ERP software to a provider of ‘one-stop-shop’
enterprise business applications. (...)
Excerpt related to
strategy sales:
During the last few years, Made2Manage has evolved from a vendor of traditional MRP/ERP software to a provider of ‘one-stop-shop’
enterprise busin...
Published:
2003-01-21
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Abstract:
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed
buyers delay sales contact and pre-qualify solutions via the Internet. Sales can leverage this medium by understanding the
buy cycle to deliver value and begin an influential on (...)
Excerpt related to
strategy sales:
Traditional enterprise-level sales strategies are no longer sufficient in bringing new customer accounts. Today's self-directed
buyers delay sales...
Published:
2006-03-30
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Abstract:
We generally believe that, in the long run, market winners will be those vendors with an established large customer base
and with huge financial and human resources that would make them more responsive to any future challenges such as sudden market
trends and/or technology paradigm shifts. (...)
Excerpt related to
strategy sales:
We generally believe that, in the long run, market winners will be those vendors with an established large customer base and
with huge financial a...
Published:
2001-10-09
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Abstract:
In business-to-business (B2B) software marketing, you'll get little debate about the importance of positioning. Yet few B2B
software companies do it well, thus failing to set themselves apart from their competitors. There are many reasons for this
void, and this column will help fill one big one by descr (...)
Excerpt related to
strategy sales:
... A strong message strategy will accelerate the marketing-sales process,
because it will heighten awareness and convey the reasons that lift you into the top ...
Published:
2004-09-18
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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
strategy sales:
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
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Abstract:
Adonix marks its strategy with two catchwords: "growth" and "independence". It has carefully assessed and added acquisitions
to broaden Adonix X3 suite's functional scope, licenses and services; and continues nurture internal development with its
own resources. (...)
Excerpt related to
strategy sales:
Adonix marks its strategy with two catchwords: "growth" and "independence". It has carefully assessed
and added acquisitions to broaden Adonix X3 ...
Published:
2005-09-20
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Abstract:
Aligning information technology (IT) with corporate strategy is key to maximizing the business impact of IT investments.
Tree Top's structured process of reviewing proposed IT investments will allow an enterprise to understand this alignment,
and prioritize investments. (...)
Excerpt related to
strategy sales:
Aligning information technology (IT) with corporate strategy is key to maximizing the business impact of IT investments. Tree
Top's structured pro...
Published:
2006-04-05
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Abstract:
In anatomic terms, J.D. Edwards has been showing some muscles on top of its solid but unexciting ERP skeleton and XPI-based
connective tissue, chords and cartilages. (...)
Excerpt related to
strategy sales:
In anatomic terms, JD Edwards has been showing some muscles on top of its solid but unexciting ERP skeleton and XPI-based
connective tissue, cho...
Published:
2002-01-16
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Abstract:
What is vertical marketing? Vertical marketing is product and promotion efforts targeted at specific industries. Many benefits
are derived from vertical marketing. These include messages that are better received, credibility, marketing budgets that
go farther, less competition, etc. A common mistake is t (...)
Excerpt related to
strategy sales:
What is vertical marketing? Vertical marketing is product and promotion efforts targeted at specific industries. Many benefits
are derived from ve...
Published:
2004-12-09
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Abstract:
ROI marketing is just starting to become mainstream. ROI selling is already out there, further advanced in adoption because
of its perceived relevance to the selling process. It won't be long before several B2B software companies position their products
as providing a superior ROI. Read on to find out if (...)
Excerpt related to
strategy sales:
ROI marketing is just starting to become mainstream. ROI selling is already out there, further advanced in adoption because
of its perceived relev...
Published:
2004-06-01
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Abstract:
A prospect is listening to many different people at the same time. While you are doing your best to influence the decision,
the prospect sees you as only a single input to decision-making. Prospects listen to many, with each type of influence having
a different degree of trust and therefore of influence. (...)
Excerpt related to
strategy sales:
A prospect is listening to many different people at the same time. While you are doing your best to influence the decision,
the prospect sees you ...
Published:
2004-11-15
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Abstract:
One of the most effective and efficient ways to develop a successful marketing position for B2B software is to begin with
the sales channel, especially if you have limited time and resources. (...)
Excerpt related to
strategy sales:
One of the most effective and efficient ways to develop a successful marketing position for B2B software is to begin with
the sales channel, espec...
Published:
2005-02-28
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Abstract:
Infor's latest acquisitions and vertically-focused "assembler strategy" are furthering its goal to be number three (after
SAP and Oracle) in the world of enterprise resource planning vendors. (...)
Excerpt related to
strategy sales:
Infor's latest acquisitions and vertically-focused "assembler strategy" are furthering its goal to be number
three (after SAP and Oracle) in the w...
Published:
2006-04-27