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What’s With Ariba Selling Its Sourcing Services Team to Accenture?
My recent series about the merger of JDA Software and i2 Technologies raised the issue whether any independent software vendor (ISV) can at the same time be

team selling  Selling Its Sourcing Services Team to Accenture? My recent  series about the merger of JDA Software and i2 Technologies raised the issue whether any independent software vendor (ISV) can at the same time be a successful professional service provider  (even without considering a possible conflict with its service provider partners). Coincidentally or not, in early October Ariba sent a message to the market that its focus going forward will be on becoming a trading partner network provider with its Read More...

Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price
There are many consultative sales methods. Each has unique strengths and techniques, but they all try to focus on what matters to the customer. To improve your

team selling  part of the decision team. 3. What objectives does the client have in mind for a successful solution? How will the client measure success? In terms of business or financial performance? In terms of improvements in the technology infrastructure? Or in terms of customer loyalty or employee morale? Each of these areas—business results, technical outcomes, and social relationships—is potentially important. Which leads us to the next question: 4. Which of those objectives is most important? They may all Read More...
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Documents related to » team selling


Harness the Power of Your Virtual Sales Team
Early in the campaign, the important thing is to get all your team members on the same page, share available knowledge, and plan ways to gather other required

team selling  campaign—you're driving bumper cars. Team selling isn't new. Its growth has been spurred not only by the proliferation and complexity of goods and services but by many other trends over the years: multiple and diverse buying influences, user empowerment in organizations, globalization, commoditization, economic uncertainty, and companies springing up and crashing down almost randomly. It all adds up to a hard reality: we can't do all the selling alone. This is Part One of a two-part note. Part Two will Read More...
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

team selling  the sales and evaluation teams closer together focusing on a common goal—determining how much value will be derived from that investment. There is a great piece on How to Get Your Project Funded in Appendix 2 of How Winners Sell . Get in front of the board if you possibly can. You want to be in control of your destiny—in this case, the opportunity to present your proposal to the board. If you have been selling too low, you'll have no one with enough credibility and influence to get you that Read More...
Achieving Growth: New Accounts versus Up-selling to Existing Accounts
A recent survey of chief executive officers has found that growth is again the number one priority, overtaking cost-cutting as their previous top concern. Can

team selling  marketing, support, and implementation teams are oriented towards selling and installing new accounts, whereas in a love thy customer culture, the same departments are required but their skill sets and attitudes can be very different. Therefore, for any willing vendor, changing skill sets and attitudes is by no means easy since these two strategies require a different mentality. Further, if unsuccessful, the existing customer will likely suffer the consequences of less experienced, less knowledgeable Read More...
BigMachines
The BigMachines Selling Engine helps companies sell products and services faster, easier and more accurately. Most companies have sales processes that are

team selling  The BigMachines Selling Engine helps companies sell products and services faster, easier and more accurately. Most companies have sales processes that are complicated, poorly defined, time consuming and often produce inaccurate quotes. BigMachines solves those problems and helps you sell more and sell faster, and it scales as your business grows. Read More...
Stratotec LLC
Stratotec designs and implements end-to-end solutions for your manufacturing business. Our team of skilled consultants puts over 25 years of experience in

team selling  your manufacturing business. Our team of skilled consultants puts over 25 years of experience in manufacturing, accounting, information technology, and operations to work for your business. We know what it takes to make technology work for you. Read More...
Five Steps to Better Sales Performance: How to Coach Your Sales Team to Higher Performance
A giant gap exists in most organizations between the highest performing sales reps and everyone else. Much depends on the critical role of sales managers. This

team selling  to Coach Your Sales Team to Higher Performance A giant gap exists in most organizations between the highest performing sales reps and everyone else. Much depends on the critical role of sales managers. This paper reveals the proven methods the best sales managers rely on to close the sales performance gap between average performers and all-stars. Read more about the key sales performance behaviors you can put into practice to transform your sales teams. Read More...
Stemcell Technologies
Before purchasing a complete CRM solution, StemCell's, sales and marketing managers met with the sales team and support staff to discuss their requirements and

team selling  met with the sales team and support staff to discuss their requirements and to gain insight into what information each department needed, how they wanted to work, and how their working styles impacted each others departments. Read More...
Globally Distributed Software Testing Team Enhances Communication and Simplifies Issue Management with ProjectLocker
TESTCo was accustomed to managing its issue tracking for software testing using Microsoft Excel or one of its customers’ homegrown solutions. But as operations

team selling  Distributed Software Testing Team Enhances Communication and Simplifies Issue Management with ProjectLocker TESTCo was accustomed to managing its issue tracking for software testing using Microsoft Excel or one of its customers’ homegrown solutions. But as operations expanded, the company realized it needed a better system to manage this process—one that could monitor issues and ensure they were resolved and documented. Using ProjectLockers Issue Manager, TESTCo has benefited by saving on Read More...
How to Start and Finish a No-fail Project, Part 2: Improving Team Communication
Statistics show that nearly one-fifth of IT projects make it to the finish line@so project planners need to be aware of the primary factors that can ruin a

team selling  Project, Part 2: Improving Team Communication Statistics show that nearly one-fifth of IT projects make it to the finish line—so project planners need to be aware of the primary factors that can ruin a project, and how to prevent them from happening. One of the biggest obstacles is poor team communication, even when you have the best talent and a good work environment. Learn about the top three techniques that can help you get your people working together as a team. Read More...
Oracle Fusion Human Capital Management-Work as a Team
This demo shows how Oracle Fusion Human Capital Management allows organizations to harness their human resources by working together in teams.By viewing this

team selling  Capital Management-Work as a Team Read More...
It’s All about the Salesperson: Taking Advantage of Web 2.0
Selling roles have changed. For many companies, selling is more about relationship-building and less about transactional order activities. In spite of the

team selling  All about the Salesperson: Taking Advantage of Web 2.0 Selling roles have changed. For many companies, selling is more about relationship-building and less about transactional order activities. In spite of the promised benefits of customer relationship management (CRM) solutions, the cost of sales for many companies is rising while sales effectiveness is decreasing. Learn why—and how you can leverage “social CRM” to help overcome the challenges facing your sales force today. Read More...
Case Study: Security Benefit
Security Benefit is a financial services company based in Topeka, Kansas (US). The company’s outside sales team operates from remote locations nationwide. For

team selling  The company’s outside sales team operates from remote locations nationwide. For years, the company used an internally developed contact management system to support its remote sales force. But, field sales staff couldn’t stay connected to the most relevant business data. Learn about the solution that gave the company access to real-time data. Read More...
Laurier CIM Group
Group Laurier@s team of distribution consulting experts has provided Canadian wholesale distributors with leading distribution software technology and

team selling  CIM Group Group Laurier’s team of distribution consulting experts has provided Canadian wholesale distributors with leading distribution software technology and exceptional service for over 20 years. Group Laurier supports Infor10 Distribution (SX.enterprise), a full set of ERP modules designed to meet the ever changing needs of a wholesale distributor. The combination of Infor10 Distribution and Laurier’s team of distribution consulting experts will lead your company to the next level. Read More...

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