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Software Functionality Revealed in Detail
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 credibility


Technology Vendor--Can You Afford Credibility?
For Technology vendors, credibility is the ability to sell. Credibility is vital, is hard to build, and easy to lose. Building credibility doesn't have to be

credibility  Credibility? Introduction Webster defines credibility as the ability to be believed. Technology vendors need to define credibility as the ability to sell. Research by The Credibility Forum ( www.thecredibilityforum.com ) shows that technology vendors are weak in understanding the impact credibility has on their efforts, knowing how to gauge their own credibility, and utilizing methods to build and maintain credibility. Defining credibility as the ability to sell means that you cannot afford to be

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Software Functionality Revealed in Detail

We’ve opened the hood on every major category of enterprise software. Learn about thousands of features and functions, and how enterprise software really works.

Get free sample report
Compare Software Solutions

Visit the TEC store to compare leading software by functionality, so that you can make accurate and informed software purchasing decisions.

Compare Now

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Leveraging 3-D for Sales Automation


It’s no longer acceptable for salespeople to respond to customers’ inquiries with “I’ll get back to you.” In the time it takes to respond, a competitor with stronger product knowledge, customized proposals, or better pricing will win your business. Find out how to provide your salespeople with the ability to explain complex manufacturing processes and other key factors—before you lose your sales to your competitors.

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If Software Is A Commodity...Then What?


Many, if not most categories of software have become commodities. Vendors hate to hear it, but most of the products in a category produce the same results, pretty much in the same way. If this is true, how do user select the right vendor? How does a vendor get selected?

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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 elevated to the board of directors level for final approval. How do you sell at the board level?

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CRM: Creating a Credible Business Case and Positioning It with the CEO Part Two: Linking CRM with Organizational Direction


An effective business case must link CRM with achieving organizational objectives; but this step is just the beginning. Credibility implies that the document clearly delineates assumptions regarding cause and effect plus the mechanism that will be used to assess results and declare success.

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Fixing Security Backdoors: Red Hat 1, Microsoft 0


April is the cruelest month for operating system security holes. Red Hat posted a fix within six hours, but Microsoft leaves us… still waiting!

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Server Platform Situational Analysis: IBM AS/400


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What CRM Should Have Taught IT (although not getting the message is not entirely IT's fault)


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President Proposes Security of Medical Records


President Clinton has announced plans to ensure the privacy of patient medical records. This initiative will prove to be extremely expensive, and will pose a number of technology challenges. How can vendors get a piece of the pie? Who will administer the security of such a large infrastructure development and what products will be used? What organization is best positioned to evaluate the products such a project may require?

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TEC Certification Explained


If you’ve been to the TEC Vendor Showcase recently, you’ve probably seen this symbol. If you wondered what it means, you might have clicked it, and read this: “TEC Certified Vendors have met the stringent requirements set forth by our analysts. Associate vendors have taken the first step toward their TEC certification by completing our extensive request for information (RFI).” Concise

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Knowing Your Prospect's Influencers


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. Understanding where you stand and how to influence the influencers can help you win.

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