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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

sales workshops  help achieve these critical sales tasks and help close sales. About the Authors: Wayne Thompson is TEC's director of research, and has over 15 years of IT experience in the private and public sectors, with extensive expertise in IT procurement. Formerly, Thompson spent eight years with Gartner and worked for the US Federal Trade Commission as an antitrust investigator, performing analyses of IT vendors and markets. Throughout his career, he has led best-practice workshops on technology procurement in 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 » sales workshops


The Role of Sales Training Requirements Definition and Requests for Proposals in the Success of Technology Companies
The first step in choosing an effectiveness service provider (ESP) that best meets your company's needs is to develop a requirements definition. When used as a

sales workshops  up and down the sales chain of command Prospecting Gaining and maintaining access to senior-levels Closing Getting to the right buyer Devising strategies and tactics to win against a specific competitor? Can the group to be trained be divided into groups based upon the broad categories listed above? Event Requirements Geography Dates and timing Language—facilitation and materials Learning objectives Customization of workshops and case studies, training materials, and specific content Read More...
4 Essential Components for Successful Sales
Most companies are aware that the buying processes of the world and its buyers are changing, but many have yet to recognize the need to make changes within

sales workshops  four integrated process components, sales professionals will have the tools and skills to achieve spectacular results. They will be the eagles of the new millennium, better prepared to analyze, consult, differentiate, communicate, compete, and win. Credits: Michael J. Nick is President and founder of ROI4Sales and author of How to Build the Perfect ROI, ROI Selling, and coauthor of Why Johnny Can't Sell ... and What to Do About It (August 2006 release). Michael speaks on ROI and conducts several public Read More...
As the Economy Rebounds, Will Your Organization Be Ready for New and Increasing Demand? A Summary of the 2009 APICS Conference
Companies can get the latest on supply chain management trends—from inventory management, forecasting, and sales and operations planning—at the annual APICS

sales workshops  Demand Management, Forecasting, and Sales and Operations Planning (S&OP). These were further divided into six focused sessions: case studies, global sessions, advanced level sessions, emerging issues, mini workshops, and specific issues. The two of us, Khudsiya and Gabriel, represented Technology Evaluation Centers ' (TEC's) analysts at the conference. We went to a mix of the learning paths and sessions. Each learning path followed a consistent theme, such as: doing more with less, changes in global Read More...
Author Attacks Harvard! (Sort of... well, not really... OK, not at all)
Editors' Picks: Vendors submit. We review. ... white papers from whitepapers.technologyevaluation.com.White paper: Why One Number Is Not EnoughEditor A (the

sales workshops  customer to get the sales rep out of his hair, or was his impetus for making the recommendation based on his desire to communicate his true satisfaction with the service and the product? As the white paper points out, “the success of an organization is a complex issue and rarely the result of one factor.” As my aunt would say, “Darling, you have flair for the obvious.” Let it also be said that the success of a white paper is a complex issue, and rarely the result of a one-dimensional academic Read More...
Sales Tax Compliance and the CFO: What Automation Means for Risk Management
It’s time C-level executives take a closer look at how sales tax is managed within their organizations. This report highlights what finance and accounting

sales workshops  closer look at how sales tax is managed within their organizations. This report highlights what finance and accounting professionals know (and don’t know) about managing sales tax, and more importantly, why risk of non-compliance is more important in this legislative climate. This report draws upon a recent study by Wakefield Research, which investigates what leading and emerging companies in the U.S. know about sales tax compliance. Read More...
Global Leader in Destination Resort Sales and Marketing Delivers On Corporate Vision and Increases Sales
Founded in 2001, Playground is a destination resort sales and marketing company headquartered in Vancouver, British Columbia (Canada). The worldwide success of

sales workshops  Leader in Destination Resort Sales and Marketing Delivers On Corporate Vision and Increases Sales Founded in 2001, Playground is a destination resort sales and marketing company headquartered in Vancouver, British Columbia (Canada). The worldwide success of Playground is based on intellectual property—including information about resorts, selling history, target markets, prospects, and past customers. How does it capture this information and use it—safely and securely—to help sell and market real Read More...
Sales Force Automation, Customer Relationship Management, and Sales Training: A Fusion of Methodology and Technology
Many organizations find it challenging to adopt sales force automation and customer relationship management solutions. Formal sales training and the related

sales workshops  Customer Relationship Management, and Sales Training: A Fusion of Methodology and Technology Commentary Key sales training vendors are increasingly integrating sales methodology, sales force automation (SFA) technology, and customer relationship management (CRM) systems. These vendors range from The Complex Sale , with its GPS software suite, to OnTarget and Wilson Learning with their relationship with Oracle / Siebel 's CRM suite, to Knowledge Advantage and their sales automation process. Some Read More...
Improving Sales Pipeline Performance through Enhanced Visibility: Leveraging Analytics to Focus on the Right Opportunities
The consequences of fleeting customer attention@as companies with complex sales cycles know only too well@include lengthening sales cycles, stalled

sales workshops  Sales Pipeline Performance through Enhanced Visibility: Leveraging Analytics to Focus on the Right Opportunities Improving Sales Pipeline Performance through Enhanced Visibility: Leveraging Analytics to Focus on the Right Opportunities If you receive errors when attempting to view this white paper, please install the latest version of Adobe Reader. Look into the powerful ways that companies with complex sales cycles can improve revenue growth with analytics that support sales pipeline Read More...
Sales and Operations Planning: A Journey That’s Worth the Effort
In the consumer goods (CG) industry, there has been a notable focus on sales and operations planning (S&OP). This renewed interest is noteworthy because of the

sales workshops  a notable focus on sales and operations planning (S&OP). This renewed interest is noteworthy because of the impressive benefits that have been attributed to S&OP. Research indicates that S&OP process improvements are a primary starting point for companies seeking to be more demand-driven. This white paper looks at the results of a survey of S&OP in the CG industry. Read More...
Sales and Operations Planning: the Key to Demand Satisfaction
There is a better way, and you can learn about it in the white paper sales and operations planning: the key to continuous demand satisfaction.

sales workshops  demand Chances are, your sales and operations planning (S&OP) is to blame. And chances are, your company is using a static and insular S&OP process, one based more on logistics and historical performance than on strategy. There is a better way, and you can learn about it in the white paper Sales and Operations Planning: The Key to Continuous Demand Satisfaction . Here you’ll discover a dynamic, integrated S&OP approach—one that brings together sales, marketing, finance, manufacturing, and logistics Read More...
Global CRM: Managing the Multinational Sales Force
Customer relationship management (CRM) solutions have changed. What was once used to help sales personnel maintain records of contacts, sales-related activities

sales workshops  CRM: Managing the Multinational Sales Force Customer relationship management (CRM) solutions have changed. What was once used to help sales personnel maintain records of contacts, sales-related activities, and individual team progress has now become so much more. But since CRM is now intertwined with other sales management solutions, it has left businesses that have implemented it in a bit of a quandary when it comes to the global sales market. Find out why. Read More...
Sales Force Automation (SFA) Software Evaluation Report
Sales Force Automation (SFA) systems help sales and marketing teams with functions related to taking orders, generating proposals or quotes, managing

sales workshops  (SFA) Software Evaluation Report 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 contact data. Systems often include various levels of analytic and reporting capabilities. Read More...
Have You Ever Asked Yourself, 'Is My Company Experiencing a Sales Breakdown?'
No matter how strong or experienced you are as a sales professional, sales executive or smaller company CEO, if the infrastructure supporting your sales effort

sales workshops  My Company Experiencing a Sales Breakdown?' Introduction No matter how strong or experienced you are as a sales professional, sales executive or smaller company CEO, if the infrastructure supporting your sales effort is not in place, achieving your revenue targets will be like attempting to climb Mt. Everest wearing running shoes. One of the challenges strong sales people face is being part of an organization that is stumbling along from a sales support perspective. If you are one out of let's say 25 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

sales workshops  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 People will Read More...

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