Getting Back to Selling

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 the mechanics of deal-making. Learn more about the strategies that best-in-class (BIC) companies are employing to improve sales effectiveness, boost productivity, and ultimately remain competitive.

Featured Software Research:

Three Types of Field Service Scheduling Software

  • Source: IFS
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There are three distinctly different approaches to solving the puzzle of getting the right people to the right place at the right time. This white paper describes the three strategies for better field service scheduling plans--manual processes, traditional scheduling automation, and real-time scheduling automation--and explains why each approach matches different needs. Which strategy is right for you? Read More

Selling Smarter with CRM

CRM is no longer a fancy, expensive tool for large enterprises looking to make their telemarketing efforts more effective. Rather, it’s an essential element of a successful, integrated sales strategy. Whether a company relies on inbound or outbound marketing, referrals and word of mouth, or some hybrid strategy for attracting customers and generating sales, the right CRM application can make the difference between profit and loss, or success and failure in any market. This paper examines several... Read More

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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-selling maturity levels that tie in to sales effectiveness. Learn how to improve your revenues while reducing sales effort and costs. Read More

The Multimodal Warehouse: Getting the Mobile Worker in the Loop

The final loop of information from a warehouse management system (WMS) to a warehouse worker and back is most critical—but in most systems, it’s also the weakest. Hand-held devices, such as touch-screens, bar code scanners, and RFID readers, can result in error-filled transactions. Learn how you can use multiple mobile devices more effectively to help improve the accuracy of your order fulfillment and inventory processes. Read More

Challenges of the Future: The Rebirth of Small Independent Retail in America

By any measure, retailers are overwhelming small businesses. More than 95 percent of all retailers have only one store. Almost 90 percent have sales less than $2.5 million (USD), and more than 98 percent have fewer than 100 employees. To compete, small businesses need to be innovative, and understand both personalization and value, and how to execute best practices to build success. Read More
 
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