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CRM Evaluation Center
Nov 24, 2009
Today's usage of Decision Support Systems (DSS), combined with vetted CRM knowledge bases, allows organizations to save time and money, achieving better and more reliable/fully-documented decisions, a quantum improvement over the widely-used subjective process of selecting complex enterprise software...
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Harness the Power of Your Virtual Sales Team ( Pages)
by Dave Stein
Jul 1, 2005
Abstract : 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 information. The first few meetings should be formal, with a printed agenda, including clear goals and time constraints (showing respect for team members' time). This process, of course, is called
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Harness the Power of Your Virtual Sales TeamPart 2: Making the Team Work (4 Pages)
by Dave Stein
Mar 19, 2003
Abstract : 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 information. The first few meetings should be formal, with a printed agenda, including clear goals and time constraints (showing respect for team members' time). This process, of course, is called 'discovery.'
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Harness the Power of Your Virtual Sales Team (3 Pages)
by Dave Stein
Mar 18, 2003
Abstract : The bigger and more complex our applications become, the less of it even the most articulate, intelligent salesperson can communicate. Explaining and managing that level of information and complexity to the different constituencies within the prospect's organization requires the assistance of application specialists, business consultants, product marketers, corporate executives, developers and other experts. And that demands taking a team approach to selling. If your team sells by the seat of your pants, you aren't driving a sales campaignﾗyou're driving bumper cars.
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Making the Team Work ( Pages)
by Dave Stein
Jul 2, 2005
Abstract : 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 information. The first few meetings should be formal, with a printed agenda, including clear goals and time constraints. This process, of course, is called
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Focus on Corporate Governance Requires a Business-Oriented Selling Approach ( Pages)
by Dave Stein
Nov 25, 2002
Abstract : 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 elevated to the board of directors level for final approval. How do you sell at the board level?
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SAP sets up Apparel and Footwear team ( Pages)
by P.J. Jakovljevic
Oct 5, 1999
Abstract : At the end of September, SAP AG's U.S. subsidiary set up a dedicated team of technical consultants to assist apparel and footwear makers installing SAP R/3. The move follows a series of unsuccessful R/3 implementations that forced some SAP apparel and footwear customers to put on hold or completely abandon their R/3 projects.
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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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ROI: Are You Ready to Walk The Walk? ( Pages)
by Lawson Abinanti
Jun 1, 2004
Abstract : ROI marketing is just starting to become mainstream. ROI selling is already out there, further advanced in adoption because of its perceived relevance to the selling process. It won't be long before several B2B software companies position their products as providing a superior ROI. Read on to find out if it's the right position to claim.
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Acquisitions Fuel Vendor Growth in the Enterprise Applications Field ( Pages)
by P.J. Jakovljevic
May 1, 2006
Abstract : Infor cites continued organic growth, license revenue from new customers, and install base cross-selling and up-selling as key growth drivers for the group. The acquisition of Formation Systems and Geac can only fuel Infor growth.
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