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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,

proposal it  - Discussion of the proposal with the client and possible review of terms/prices. Closed: Won - Deal is won and contracts are signed Closed: Lost - Deal is not awarded or has been awarded to another vendor. Reasons for loss should be identified to enhance future bids There are several analysis processes that can assist you in managing your sales pipeline: Probability Analysis - A determination of the probability of the success of a bid based on all the various factors. The probability should increase as Read More...
Sales Force Automation (SFA)
Sales Force Automation (SFA) systems help sales and marketing teams with functions related to taking orders, generating proposals or quotes, managing territories, managing partners, and maintaining...
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Documents related to » proposal it


Instead of Discounting, Back Some Value Out of Your Proposal
Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy

proposal it  Value Out of Your Proposal Introduction Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company's margins and leave you digging a deeper and deeper hole in which your company will ultimately bury itself. I don't want to give you the impression that discounting is never appropriate. Read More...
How To Write a Winning Proposal
Your proposal should prove your case, and motivate the client to buy your services or applications. But all too often, reading a proposal is almost as painfully

proposal it  up front in our proposal that the customer cares about the most. It means don't send a boilerplate cover letter. Don't write an executive summary that's all about you. And don't call your proposal something generic and pointless, like Proposal. The Solution The primacy principles tells us that it's vitally important to understand the client and then structure the message correctly. Put the customer's most important business issues first. Put the goal or outcome they want the most first in your list of Read More...
Success Keys for Proposal Automation
Proposal writing has become a common requirement throughout the entire business world. And for many sales people, they are a necessary evil. If you're thinking

proposal it  your current sales and proposal methodology. It needs to be easily configurable to adapt to your business. It needs to support and manage security permissions for large groups of users. And it needs to be easily accessible via your corporate intranet. About the Author Tom Sant , founder of The Sant Corporation and author of Persuasive Business Proposals , is internationally recognized as an expert on proposal writing. Sant's website is http://www.santcorp.com . Read More...
Vendors Beware! It’s Not What You Say, It’s How You Say It.
A study from Iowa State University’s Department of Electrical and Computer Engineering suggests that the format and organization of a proposal can significantly

proposal it  the form of a proposal has a relationship to its likelihood of success. Knowing that there is a relationship does not tell us what that relationship was. That is, we can't tell whether it was the use of contrasting headings that made a difference or just that the people who were successful tended to be the ones who used contrasting headings. Were early submissions more successful because the early submission impressed the judge, because the judge had more time to read it, because people who get their Read More...
Best Practices and Processes for Improving the Business Value of IT
Understanding, measuring, and managing against return on investment of a company’s IT investment (ROIT) enables IT leaders to quantitatively frame their

proposal it  Practices and Processes for Improving the Business Value of IT Understanding, measuring, and managing against return on investment of a company’s IT investment (ROIT) enables IT leaders to quantitatively frame their contribution to the business and justify initiatives they seek to undertake. Read about concrete practices, processes, and recommendations to drive ROIT investment via key areas for improvement, the value of improvement, and guidelines for evaluating potential projects. Read More...
It Pays to Understand the Total Cost of Ownership (TCO) for Mobile Computers
One of the first and seemingly simple questions that companies ask when making IT investments is “how much does it cost?” Many often find themselves wondering

proposal it  Pays to Understand the Total Cost of Ownership (TCO) for Mobile Computers One of the first and seemingly simple questions that companies ask when making IT investments is “how much does it cost?” Many often find themselves wondering why—even after a successful implementation—their costs keep going up. When evaluating a mobile workforce automation project, companies should take the time to conduct a thorough total cost of ownership (TCO) analysis to detect hidden costs—and avoid nasty Read More...
Should It Be Renamed 'Unobtainium'?
Reports indicate that Intel will delay the release of its 64-bit 'Itanium' processor yet again.

proposal it  It Be Renamed 'Unobtainium'? Should It Be Renamed 'Unobtainium'? R. Krause - August 2, 2000 Event Summary Intel executives have said in a financial briefing during July that Intel will push back the release of its 64-bit Itanium processor (formerly known as Merced ), recently slated for October, 2000, by a quarter. This means the first Itanium-based products should not arrive until early in 2001 - somewhat later than the original schedule of 1999. The first products are expected to be servers and Read More...
Columbus IT
Columbus IT is a global technology consulting and software development company dedicated to improving your operations. You can count on Columbus for low

proposal it  IT Columbus IT is a global technology consulting and software development company dedicated to improving your operations. You can count on Columbus for low risk implementations of ERP, BI, and CRM systems and faster ROI. At Columbus, software development is not an afterthought – you get the benefit of an entire division that is completely focused on the development of high quality industry solutions. Underscoring our leadership in the industry, we have been recognized as ‘Global Partner of the Read More...
Pund-IT, Inc.
Pund-IT provides analysis publications including market trend reports, white papers, commentary on breaking events, and a weekly newsletter. The company was

proposal it   Read More...
Take It or Leave It: Moving Your Business VoIP System
Telephony is mission critical. Whether you view this as a necessary burden or an opportunity to adopt leading-edge technology, you need to look beyond the

proposal it  It or Leave It: Moving Your Business VoIP System Telephony is mission critical. Whether you view this as a necessary burden or an opportunity to adopt leading-edge technology, you need to look beyond the simple utility of your voice over IP (VoIP) system. This guide provides the perspective to ensure that your business gets full value from VoIP. Read More...
IT Investment Decision Making: Getting to
Many technology sales cycles get bogged down in the IT department. But while it is unlikely that a sale will get anywhere without IT management buy-in, IT

proposal it  buy in to the proposal. A common gripe of the sales-team as they go through this process is that the decision makers have never heard of the vendor being represented and/or the products being proposed. This is the challenge of the vendor’s marketing team, whose job it is to prime the market so that the sales-people are wooing a receptive audience. Who are the most important people in the IT investment decision making process and how do the marketeers reach them to make sure they are receptive when the Read More...
CRM: What Is It and Why Do It? Part One: Historical Background
Many consultants, vendors, and analysts today define CRM in terms of being a customer-centric business strategy that is enabled by a set of applications that

proposal it  and more satisfied customers. Proposal Generators . These applications typically reduce the time to assemble proposals, RFPs, RFIs, etc., but more importantly they enhance the quality and consistency of the response. The result is a higher quality document generated in less time that leverages the ratio of deals closed to the proposals generated. Team Selling . These capabilities facilitate a coordinated and collaborative sales effort that improves win and loss ratios. However, the tools are only Read More...
IDC MarketScape: Worldwide IT Education and Training 2012 Vendor Analysis
This study assesses key technology vendors participating in the IT education market as a line of business (LOB) to support the sale of their technologies. Based

proposal it  MarketScape: Worldwide IT Education and Training 2012 Vendor Analysis This study assesses key technology vendors participating in the IT education market as a line of business (LOB) to support the sale of their technologies. Based on IDC's research, observations, and interviews with many of the key participants in the market, this document provides several dozen practices or approaches to successfully building, maintaining, and growing a training business. Know the key research findings. Read More...
Building Your Business Case for Best-practice IT Services Delivery
Whether it’s for an in-house delivery model or an on-demand model, a business case needs to justify the total value of a solution. This ensures that the

proposal it  Your Business Case for Best-practice IT Services Delivery Whether it’s for an in-house delivery model or an on-demand model, a business case needs to justify the total value of a solution. This ensures that the selected delivery model will help reduce operational costs and drive continuous value from IT investments. Learn how to properly prepare a business case that includes a total cost of ownership (TCO) analysis to assess both cost impacts and line-of-business impacts. Read More...

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