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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

win ratio  How to Improve Your Win Ratio by Selling Value Instead of Price There are lots of consultative sales methods around. You may have been trained in one, or read a book about one that you particularly like. Each has its unique strengths and techniques. But they all have at least one thing in common. They try to get sales people to focus on what matters to the customer. You build sales momentum by demonstrating that you are delivering an important solution to an important problem. That is the essence of all Read More...
Radio Frequency Identification (RFID)
Radio frequency identification (RFID) criteria cover tags and storage devices, readers, wireless hubs and servers, and the middleware necessary for evaluating an RFID system deployment. RFID sys...
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Documents related to » win ratio


The ROI Dilemma - Part 1 - Look at how bad you Look!
If you're going to use ROI in order to find new business or, justify your solution, be careful. ROI is a loaded gun and you might just shoot yourself.

win ratio  has become the fastest growing restaurant chain in the world. They've surpassed McDonalds in revenue growth! Now, does Subway spend their advertising budget each year focusing on how FAT Jared was when he ate other fast foods? Do they explain that, in addition to eating Subway sandwiches, he happened to be on an exercise program that helped him lose the 100 kilos? The answer is No and NO! It's a subtle difference but, an important one. Subway focuses on what Jared looks like today. He's thin, in condition 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

win ratio  this tool should increase win and loss ratios. Marketing Campaign Management . This application helps the marketing organization to improve the targeting and design of campaigns to enhance the ratio of response rate to the marketing dollars required to generate that response. The response rate should be correlated to revenue generation or profit contribution factors that allow the organization to relate cost to incremental profit generated. Call Center and Help Desk Inbound and Outbound Tools . There are Read More...
Improving Your Demo-To-Win Ratio - Bridge Building
Ask yourself this simple question: “Have I ever lost a deal to an inferior product?” If your answer is yes, I’ll guarantee that one of the prime reasons for

win ratio  we were sure to win the business. My company had the experience of successfully installing our product at another well-respected chainsaw distributor in Florida. The distributor in Florida was a close personal friend of our prospect in North Carolina. I swooped into North Carolina knowing I would knock their socks off with our software. For the next two days, my teammate and I showed them every feature and function in our software. After the demonstration was finished, we were told they preferred an Read More...
Catalyst Emerges Strong in 2000
Though Catalyst should be encouraged by its first quarter report card, the results do not yet indicate substantial growth in its business, an effect Catalyst

win ratio  example is Provia Software's win at Owens Corning. Owens signed on for warehouse and yard management, two systems offered by Catalyst, but chose Provia in part for its transportation management capabilities that might be needed in the future. User Recommendations For companies in retail, consumer packaged goods, or industrial technology, Catalyst WMS products offer a rich set of features and can be customized according to specific customer requirements. We encourage users to include Catalyst on a short li Read More...
Microsoft Hopes to Win Over Consumer Privacy Advocates
Microsoft aims to assist users understand privacy issues by embedding privacy agents into its web browser

win ratio  Hopes to Win Over Consumer Privacy Advocates Event Summary By announcing a beta version of several privacy and cookie management features, Microsoft responded to recent news stories against online advertisers and other parties who obtain aggregate data through clickstream technologies. In Microsoft's new browser privacy model, before reporting through any cookie, Microsoft's browser will tell the user what type of cookie. It also can be customized to request further permission before proceeding Read More...
Resistance is Futile: Computer Associates Assimilates yet another Major Software Firm
Once again, Computer Associates is executing the largest software acquisition in history, eclipsing its Platinum Technology buyout of 1999, which was the

win ratio  is Futile: Computer Associates Assimilates yet another Major Software Firm Event Summary ISLANDIA, NY and DALLAS, TX, February 14, 2000 -Computer Associates International, Inc. (NYSE: CA) announced an agreement to acquire Sterling Software, Inc. (NYSE: SSW), extending its arsenal of software and services to build, deploy, manage and secure eBusiness solutions. The $4 billion stock-for-stock acquisition, which would be the largest ever in the history of the software industry, has been approved Read More...
Kamstrup Selects Aras and Minerva for Global PLM
Aras, an open source product lifecycle management (PLM) software solution provider, and its major European Gold Certified Partner Minerva have carved out a

win ratio  A week after the  win at Consilium Marine , Aras has announced a  win at Kamstrup A/S , a global provider of innovative metering solutions for energy and water consumption, headquartered in Skanderborg, Denmark. Represented in 50 countries, Kamstrup is a manufacturer of system solutions for smart energy and water metering. The company selected Aras for its ability to manage complex, multidiscipline product development processes involving mechanical, electrical, and software components. Kamstrup will Read More...
Efore Selects Epicor ERP for Operations in Finland and China
Efore, a Finland-based company that develops and manufactures customized power products for electronics, has selected the Epicor enterprise resource planning

win ratio  Epicor was able to win over this customer with operations in Finland and China, because multi-site and multi-language capabilities have always been one of Epicor's priorities. Compare Epicor ERP  with other solutions for discrete manufacturing. Read More...
Intuit’s December Small Business Indexes and 2012 Recap
Intuit recently released its “December Small Business Employment and Revenue Indexes” as well a special 2012 look back report. All data cited in the blog post

win ratio  December Small Business Indexes and 2012 Recap Intuit recently released its “December Small Business Employment and Revenue Indexes” as well a special 2012 look back report. All data cited in the blog post  and year-end report are based on a combination of government data and an anonymized subset of Intuit QuickBooks Online, Intuit Online Payroll , and QuickBooks Online Payroll users. Intuit’s online payroll products enable it to anonymize and report on payroll data. Here are some Read More...
Astra Airlines Selects Ramco Aviation on Cloud
Ramco Systems has announced a new order win from Astra Airlines Group, an emerging passenger airline operating out of Greece since 2008. With its cloud- and

win ratio  announced a  new order win from Astra Airlines Group , an emerging passenger airline operating out of Greece since 2008. With its cloud- and mobility-enabled business solutions, the vendor continues to  penetrate non-mainstream geographies .  The Astra win further fortifies Ramco’s position in the global maintenance, repair, and overhaul (MRO) segment. Under the agreement, Ramco will provide its MRO solution, which includes maintenance and engineering (M&E), aviation finance, technical records Read More...
Global versus Local Channel Approach, Who Will Win?
There is a clear distinction between the market dynamics within the respective MBS and Sage/Best channels.

win ratio  Channel Approach, Who Will Win? MBSThe Global Channel Approach On one hand, super or mega value-added resellers (VAR), or resellers that are morphing into mighty systems integrators (SI), are developing for MBS products to the point that it looks like a new level of distribution is being created that should help with the impending internationalization and verticalization of some MBS products. For example, the 3,000-person large Seattle, WA-based Avanade , which is owned almost equitably by Accenture Read More...
Manufacturers Win Customers with Improved Configurability
In the executive guide to configurability strategy, learn how the two phases of a successful configurability strategy can dramatically improve your...

win ratio  Win Customers with Improved Configurability If you're a manufacturer, you know that today's demand-driven environment is forcing companies like yours to customize your products in order to gain a competitive edge. But are your configurability processes really optimized to meet these rigorous market demands? In the Executive Guide to Configurability Strategy , learn how the two phases of a successful configurability strategy can dramatically improve your customer win rate . Learn about the Read More...
A Clear-cut Approach to Collections Is Essential for Profitability
In 2002, US suppliers wrote off more than $18 billion (USD) in bad checks. And the bankruptcy picture has certainly not improved since then. Companies that act

win ratio  other managers are always viewing the most current data. For more information on the SYSPRO Collection Module, call 1-800-369-8649. A variety of reports can also be generated to provide management insight into the status of collections. Glossary of Terms Accounts Receivable A record of monies owed by each customer for services performed or goods delivered. Ageing Report A report of customers and monies owed organized into categories, including current and past due accounts according to defi ned time Read More...

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