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IT Sales Lead Generation: Understanding the Complex Sales Needs of the IT Industry
The sales lead generation process for technology companies is very different from lead generation in other industries. Technology sector needs are more precise,

generating sales leads  way of maximising sales. Generating sales can be a long and complicated process, so avoiding the loss of sales in your pipeline should be a top priority. In addition, managing existing sales properly is a very effective way of generating additional sales. There are many stages of a sale, and knowing what stage in the pipeline each lead is at will help you reduce sales leakage and manage sales effectively. A lead will flow through several stages in your sales pipeline: Prospecting - The lead is in the Read More
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Documents related to » generating sales leads


How to Outsell the Competition: The Benchmarking Edge for Successful Sales Execution
Benchmarking is a process where companies compare their performance over time against their competition. In doing so, they can identify where their strengths

generating sales leads  the return they are generating for each sales dollar spent and do not understand how their return compares objectively to their external competitors. Bringing the discipline of benchmarking to the sales and marketing functions can solve this problem. The benefit of mastering this technique can be can be found in manufacturing companies using Six Sigma statistics to benchmark product quality, in finance functions using financial ratios such as return on equity to benchmark capital efficiencies, or in Read More
Converting Service Calls into Sales with Real-time Offer Management
To achieve sustainable success in selling a product or service, you only need to present the right offer to the right customer via the right channel@at the

generating sales leads  is particularly important for generating offers that continually improve, because the decision engine is updated with the most recent orders and offer responses. Moreover, integration with the CRM interaction center functionality is essential, especially in large-scale implementations with scores of agents and thousands of customers. Here, integration ensures relevancy of the offer to the interaction context and visibility into real-time customer preferences. Also, integration of decision data with the Read More
Turn the Internet into a Strategic Sales and Interaction Channel
With the emergence of the Internet, the business environment has changed for many organizations, and will change to an even greater extent in the future. Indeed

generating sales leads  lot of money on generating traffic, very often the Web site and the company behind it suffer from operational unreliability and execution flaws. You need to keep in mind that on your Web site, you expose all your weaknesses. Because customers are on their own when interacting online, even minor flaws can add up to major business problems. When customers can't navigate smoothly, can't find the right information, get stuck in the checkout process, or can't complete a sales transaction, customer Read More
Web-enabled Sales Tactics
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

generating sales leads  their marketing department for generating so many junk Internet leads. Why, because the sales lead qualification process has been so unproductive to the point where it's actually counterproductive. We all know there is gold in those Internet registrations. Panning for that gold however, requires a different qualification process with a new set of metrics, so the message to marketing should be turn up the volume of those Internet registrations! During the Understanding stage, as described in Part One . Read More
Is Social Media Going to Kill Sales Cold Calling?
Are you still using cold calling for sales? Do you have a strategy when approaching potential customers over the phone or is it mostly a shot in the dark? Are

generating sales leads  Social Media Going to Kill Sales Cold Calling? Are you still using cold calling for sales? Do you have a strategy when approaching potential customers over the phone or is it mostly a shot in the dark? Are you aware that you can use social media for sales, which has advantages over cold calling? In order to answer these questions, let’s take a look at how cold calling and social media can help you with three of the most important rules of selling. People Like to Buy—But Don’t Like to Be Sold Read More
Sales: Maximize Profitability, Improve Performance, and Deliver Customer Value
Effective sales organizations do more than just meet revenue goals. They find new ways to achieve their goals while ensuring their sales professionals maintain

generating sales leads  Maximize Profitability, Improve Performance, and Deliver Customer Value Effective sales organizations do more than just meet revenue goals. They find new ways to achieve their goals while ensuring their sales professionals maintain focus on activities that foster profitable customer relationships. Learn how a customer relationship management (CRM) solution can help your sales force acquire and cultivate profitable customer relationships, use their time efficiently, and achieve top performance. Read More
5 Ways to Improve Outbound Sales Performance: Best Practices to Increase Your Pipeline
There’s a quality-based prospecting approach that is gaining traction among sales professionals these days. It’s not about finding someone willing to listen to

generating sales leads  Ways to Improve Outbound Sales Performance: Best Practices to Increase Your Pipeline There’s a quality-based prospecting approach that is gaining traction among sales professionals these days. It’s not about finding someone willing to listen to you; instead, it’s about finding someone who wants to collaborate with you. The goal becomes about developing relationships that can yield ongoing results. By applying the strategies in this paper, you can transform the dynamic of outbound sales. Read More
InfiniteKM: Knowledge Management for Sales Channels and Contact Centers
InfiniteKM, a cloud (and on-premise)-based sales and service enablement platform, helps organizations’ sales channels and contact centers run smoothly and

generating sales leads  Knowledge Management for Sales Channels and Contact Centers InfiniteKM,  a cloud (and on-premise)-based sales and service enablement platform , helps organizations’ sales channels and contact centers run smoothly and optimally. The platform has been developed by Infinite Media, and has evolved over the 15 years of experience the vendor has amassed working with some of the best-known brands in the world, such as Xerox, GE Mabe, ScotiaBank, John Hancock, Microsoft, LG, etc., helping companies Read More
How to Select a Sales and Operations Planning (S&OP) System
Mature sales and operations planning (S&OP) is more than a sales forecasting or tactical planning tool. S&OP is a decision-making mechanism for aligning

generating sales leads  to Select a Sales and Operations Planning (S&OP) System Mature sales and operations planning (S&OP) is more than a sales forecasting or tactical planning tool. S&OP is a decision-making mechanism for aligning strategic plans with sales, operational, and financial plans. Download this TEC executive brief for pointers on selecting an S&OP system, information about how mature S&OP processes can help tackle critical business issues, and key S&OP system capabilities to look for. Read More
Vendor Selection Checklist for Sales and Product Configurators
Choosing the right sales and product configurator is daunting. Complex products, services, and processes can contain hundreds of thousands of possibilities. To

generating sales leads  Selection Checklist for Sales and Product Configurators Choosing the right sales and product configurator is daunting. Complex products, services, and processes can contain hundreds of thousands of possibilities. To be effective, your sales and product configurator solution needs to have at least four key characteristics, including the flexibility to model your products and processes. Discover how to get the best configurator vendor and how to make the most of implementation. Read More
Value-selling Maturity Model: Key to Sales in Tough Times
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

generating sales leads  selling Maturity Model: Key to Sales in Tough Times 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
Sales 2.0: Faster Sales in a Sluggish Economy
The Internet offers a wealth of information for buyers, who can window-shop from their desks. Power has shifted to buyers, who no longer need to rely on

generating sales leads  2.0: Faster Sales in a Sluggish Economy The Internet offers a wealth of information for buyers, who can window-shop from their desks. Power has shifted to buyers, who no longer need to rely on salespeople for information. But sales managers can use Sales 2.0 to tap into these new buying habits to instantly interact with prospects and provide personalized service. Find out how Sales 2.0 can help you instantly view and serve prospects entering your online store. Read More
Optimizing Sales Tax Exemption Management Strategy
Acquiring, validating, and managing sales tax and use tax exemption certificates can be challenging. However, the appropriate exemption certificate management

generating sales leads  Sales Tax Exemption Management Strategy 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 organization. Read More
SAP Customers Support Sales-effective Processes and Technologies with Enhanced Data Analysis
In recent Aberdeen studies focused on sales effectiveness, the importance of providing sales and corporate leaders with real-time intelligence about its

generating sales leads  Customers Support Sales-effective Processes and Technologies with Enhanced Data Analysis In recent Aberdeen studies focused on sales effectiveness, the importance of providing sales and corporate leaders with real-time intelligence about its business has proven to be a best-in-class attribute. Combining technology with strong analytical capabilities helps top performers achieve better business results. This Aberdeen Analyst Insight addresses the trends among SAPs customers in adopting these practices. Read More

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