| 1. |
Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price ( Pages)
by Tom Sant
Sep 25, 2006
Abstract : 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, there are seven questions you must first be able to answer.
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| 2. |
Solomon Stands the Test of Time Despite Changing Masters Part Three: Product Differentiators ( Pages)
by P.J. Jakovljevic
Sep 5, 2003
Abstract : Of all the MBS' products, Solomon is apparently the purest in terms of a standard Microsoft technology stack, and without any proprietary additions. Furthermore, its sharp focus solely on Microsoft technology from ground up, coined in ''the power of one'' motto (one OS platform - Windows XP/NT/2000, one database platform - MS SQL Server, one development environment - MS Visual Basic, etc.), also presents an attractive, risk-adverse option for penny-pinching mid-market customers. Solomon IV has consequently been very competitive in speed of implementation, feasibility of customization, total cost of ownership (TCO), and price/performance ratio.
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| 3. |
Lose the Starry-Eyes, Analyze:An Ideal Customer for Relevant INFIMACS ( Pages)
by Josh Chalifour
Sep 7, 2002
Abstract : This is an example, using Relevant Business Systems, of how you can use the TEC ERP Evaluation Center's WebTESS tool to locate vendors that consider your company their ideal candidate.
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| 4. |
Lose the Starry Eyes, Analyze: Reviewing the Ideal Candidate for EMR Innovations ProcessPro ( Pages)
by Josh Chalifour
Aug 20, 2003
Abstract : This is an examination of EMR Innovations' ProcessPro ERP solution. Companies can begin determining if it is worthwhile to pursue a relationship with EMR Innovations by considering the selection criteria which are most supported by the vendor. We ask the question, all things being equal, which modules are the most complete in their contribution to the product's functionality.
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| 5. |
Improving Your Demo-To-Win Ratio - Bridge Building ( Pages)
by Bob Riefstahl
Jul 10, 2002
Abstract : 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 your defeat was because your competitor was a more effective Bridge-Demonstrator.
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| 6. |
Lose the Starry Eyes, Analyze: Reviewing the Ideal Candidate for Metasystems ICIM ( Pages)
by Josh Chalifour
Jun 16, 2003
Abstract : This is an examination of Metasystems ERP solution. Companies can begin determining if it is worthwhile to pursue a relationship with Metasystems by considering selection criteria, which are most supported by the vendor. We ask the question, all things being equal, which modules contribute the most to the product's functionality.
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| 7. |
Lose the Starry Eyes, Analyze: Reviewing the Ideal Candidate for a Pronto Solution ( Pages)
by Josh Chalifour
Apr 11, 2003
Abstract : This is an examination of Pronto Software's ERP solution. By looking at how areas where the Pronto product fulfills a large portion of selection criteria, companies can determine if it is worthwhile to pursue a relationship with Pronto. We ask the question, all things being equal, which modules contribute the most to the product's functionality.
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| 8. |
Improving Your Demo-To-Win Ratio - Bridge Building (6 Pages)
by Bob Riefstahl
Oct 10, 2001
Abstract : 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 your defeat was because your competitor was a more effective Bridge-Demonstrator.
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| 9. |
Essential ERP—Its Underpinning Technology ( Pages)
by P.J. Jakovljevic
Sep 5, 2005
Abstract : In its simplest sense, enterprise resource planning (ERP) systems create interactive environments designed to help companies manage and analyze the business processes associated with manufacturing goods, such as inventory control, order taking, accounting, and much more.
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