Getting It Right: Product, Quality, Timing, and Price
by P.J. Jakovljevic
The most important factor in industry is no longer the mere price of the product. Increasingly, the purchaser's task has become to obtain the right product of the right quality at the right time—and for the right price. Read the Article…
Web-enabled Sales Tactics
by Emmett Holt
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… Read the Article…
The Web-Enabled Sales Process
by Emmett Holt
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… Read the Article…
Major Vendors Adapting to User Requirements
by P.J. Jakovljevic
SAP and Microsoft have finally realized that their products will increasingly be evaluated by how well they interconnect, how flexible they are, and how intuitive their user interfaces are. However, these trends have… Read the Article…
Sales Force Performance
by Glen Petersen
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… Read the Article…
What Drives Profitability
by Glen Petersen
Growing customer sophistication and lifetime value means managing customer behavior is key to long-term profitability. Customer profitability and customer behavior metrics enable an organization to create alignment… Read the Article…
Assessing the Drivers of Sales Performance
by Glen Petersen
Outmoded measures are being used to develop marketing strategies and allocate resources. Existing go to market models often fail to consider the customer's total experience, and provides little information for planning.… Read the Article…
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