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Focus on Corporate Governance Requires a Business-Oriented Selling Approach
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

team selling approach  the sales and evaluation teams closer together focusing on a common goal—determining how much value will be derived from that investment. There is a great piece on How to Get Your Project Funded in Appendix 2 of How Winners Sell . Get in front of the board if you possibly can. You want to be in control of your destiny—in this case, the opportunity to present your proposal to the board. If you have been selling too low, you'll have no one with enough credibility and influence to get you that Read More
CRM for Financial and Insurance Markets
Customer relationship management (CRM) focuses on the retention of customers by collecting data from all customer interactions with a company from all access points (by phone, mail, or Web, or&n...
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Documents related to » team selling approach


Evaluating Enterprise Software - Business Process or Feature/Function-Based Approach? All the above, Perhaps?
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

team selling approach  number of man-hours your team had to forsake to do this, the time it takes the outside consultant to come up to speed, and the hefty invoice for consultants' valuable hours, you may want an alternate approach. In a somewhat better case scenario, you might be paying a less exorbitant amount of money for a slightly tweaked request for information/proposal (RFI/RFP) document that has already been used many times before elsewhere. When these criteria have eventually been pinpointed and submitted to Read More
What’s With Ariba Selling Its Sourcing Services Team to Accenture?
My recent series about the merger of JDA Software and i2 Technologies raised the issue whether any independent software vendor (ISV) can at the same time be

team selling approach  Selling Its Sourcing Services Team to Accenture? My recent  series about the merger of JDA Software and i2 Technologies raised the issue whether any independent software vendor (ISV) can at the same time be a successful professional service provider  (even without considering a possible conflict with its service provider partners). Coincidentally or not, in early October Ariba sent a message to the market that its focus going forward will be on becoming a trading partner network provider with its Read More
Improving Customer Relationships: An Integrated Approach
It’s a simple idea: get a better understanding of your customers’ wants and needs, deliver on their expectations, and your revenue will increase. But more than

team selling approach  Economist Intelligence Unit’s editorial team executed the survey, conducted the interviews and wrote the report. The findings and views expressed do not necessarily reflect the views of the sponsor. Jeff Siegel was the author of the report, and Debra D’Agostino was the editor. Richard Zoehrer was responsible for layout and design. Our research drew on two main initiatives. We conducted a global online survey in August 2007 of 114 executives from various industries. To supplement the results, we Read More
Harness the Power of Your Virtual Sales Team
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

team selling approach  campaign—you're driving bumper cars. Team selling isn't new. Its growth has been spurred not only by the proliferation and complexity of goods and services but by many other trends over the years: multiple and diverse buying influences, user empowerment in organizations, globalization, commoditization, economic uncertainty, and companies springing up and crashing down almost randomly. It all adds up to a hard reality: we can't do all the selling alone. This is Part One of a two-part note. Part Two will Read More
Chronus—A Development Approach to Talent Management
This post features Seattle-based software company Chronus, and discusses the vendor's unique approach and solutions to helping organizations deliver effective

team selling approach  Chronus, talent management, mentoring, corporate mentoring, talent development, corporate coaching, Chronus Mentor, Chronus Coach, Chronus Learn, Chronus talent development suite Read More
Lawson's Approach to the Retail Market
Lawson Retail Operations Suite solutions are built for high-volume retail enterprises and encompass a range of activities, including the management of item

team selling approach  enterprise retail software,inventory management system,point of sale retail,point of sale system,point of sale systems,pos system,pos systems,retail business software,retail computer software,retail enterprise software,retail inventory management,retail inventory management system,retail inventory software,retail management,retail management software Read More
The New Approach to Health Care Enterprise Information Management
The cost of enterprise information management (EIM) can be staggering—preventing many health care organizations from leveraging enterprise information when

team selling approach   Read More
Social Networking in the Business World: A Strategic Approach
Is a total ban on workplace social networking a good idea? Companies should take more calculating points of view and look at how to turn the negative effects of

team selling approach   Read More
A Unified Approach to Workload Life Cycle Management
Traditionally, data centers have been seen as a mix of servers, operating systems, applications, and data. Moreover, the data, applications, and operating

team selling approach   Read More
A Clear-cut Approach to Collections Is Essential for Profitability
In 2002, US suppliers wrote off more than $18 billion (USD) in bad checks. And the bankruptcy picture has certainly not improved since then. Companies that act

team selling approach  profitability,profitability accounting,profitability analysis,profitability company,profitability definition,profitability growth,profitability index,profitability management,profitability objectives,profitability performance,profitability planning Read More
Running and Optimizing IT: A Best-practice Approach
IT has long been one of the best ways to address business challenges. Yet significant obstacles at the level of IT infrastructure stand in the way. Siloed IT

team selling approach  for business and application teams to orchestrate key ALM activities in a collaborative fashion. Such a platform should allow IT to collaborate effectively with the business to capture requirements and implement them in the form of new applications or changes to existing applications. Changes should be traceable and governed according to automated approval workflows that help the organization exert control over the change process. Where possible, an ALM platform should also support the orderly deployment Read More
Customer Relationship Management Strategies Part One: Changing Your Approach
Mid-sized companies have the agility of small businesses, and are resource-rich enough to handle CRM implementation. However, without comprehensive planning

team selling approach  Management Advisory Systems Corporation,InfoWorld,Health South,World Com,Enron stocks,META group,ERP,enterprise,metrics,implementation,mid-sized companies,medium companies,CRM,customer relationship management Read More
The PLM Program An Incremental Approach to the Strategic Value of PLM
Companies that took an early adopter approach to PLM are beginning to show significant reductions in new product introduction lead times and to benefit from

team selling approach  putting in cross-functional design teams, others may see higher benefit from involving suppliers or customers in their product designs. Summary The bottom line is that companies that have had early success in implementing PLM strategies have decided to start small, but they have also decided to plan for a big ROI. By mapping out their PLM strategies and breaking it down into multiple projects they have been able to quickly adopt new practices that provide a return to the business. These returns can then Read More

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