CFO Publishing Corp.

News & Analysis

cfo publishing corp. and sales - All News and Analysis

• Selling Finance: How Sales Teams Are Learning the Finer Points of Revenue Recognition

  BNET - 2006-05-08

  Educating salespeople on acceptable structures is fast becoming a necessity as regulators crack down on questionable sales practices and irregularities in booking revenue. CA, for example, has been embroiled in an accounting scandal that involved improper booking of $2.2 billion in revenue. Six executives, including the former head of worldwide...

  Tags: Revenue, CFO Publishing Corp., Qwest Communications Inc., Sales Team, Sales Strategy, Operational Accounting, Revenue Recognition, Sales Force Management, Sales, Finance, Financial Services

• As the Cycle Turns: It May Be Time to Start Paying More Attention to the Business Cycle

  BNET - 2006-04-01

  Most economic forecasters do not see recessions coming until it is too late. Their methods work when the economy is stable, but even the most complex econometric models are blind to sudden turns in the business cycle. Recognizing the difficulty of predicting the future, most companies no longer employ staff...

  Tags: CFO Publishing Corp., Forecasting, Sales Force Management, Sales

• Days of Delinquency

  BNET - 2006-03-13

  The metric known as "Days Sales Outstanding" DSO, a gauge of credit-collection efficiency, is at a 10-year low for U.S. corporations - and that's good news. To many, a low DSO means that a company is collecting its outstanding receivables quickly, and a downward trend suggests that the credit-collections process...

  Tags: CFO Publishing Corp., Sales Strategy, Financial Services, Marketing Research, Sales, Marketing

• Pay-Per-View ERP

  BNET - 2006-02-01

  Over the past few years, a number of software publishers have popularized on-demand delivery of business programs. Most notably, Salesforce.com Inc. and NetSuite Inc. have developed a loyal - some would say messianic - following by offering hosted Customer-Relationship Management CRM software along with other enterprise applications. Salesforce.com's rise to...

  Tags: Salesforce.com Inc., CFO Publishing Corp., On-demand, CRM, Cloud Computing, Sales Force Management, Advertising & Promotion, Customer Relationship Management (CRM), Enterprise Software, Sales, Marketing, Software

• A Trade Secret Comes to Light, Again

  BNET - 2005-11-01

  Trade-credit insurance has been around since the Civil War, but it never really caught on in the United States. Now, as a result of globalization and other economic factors, CFOs are rediscovering this antique finance tool - and putting it to good use. Some use it simply to expand their...

  Tags: CFO Publishing Corp., Trade-credit Insurance, Sales Strategy, Globalization, Sales Force Management, Financial Accounting, Sales, Strategy, Management, Finance

• More Map, Less Quest

  BNET - 2004-09-15

  From the executive summary: ‘Maps are back. More than a decade ago, geographic information systems took population and demographic data from the Census Bureau and other sources and gave businesses new ways to see opportunities. Consumers could be segmented by zip code, or regional sales could be analyzed with maximum...

  Tags: CFO Publishing Corp., GIS, GPS, Sales Strategy, Handhelds, Software, Consumer Electronics, Personal Technology, Sales, Hardware

• The $33 Billion Phone Bill

  BNET - 2004-06-08

  Business spending on telephone services - and specifically, business spending on wireless telephone services - is mounting dramatically. These days, one would be hard-pressed to find an executive or salesperson who doesn't carry a company-provided cell phone or BlackBerry. In fact, many CEOs seem to think that sky-high cell phone...

  Tags: Phone, CFO Publishing Corp., Wireless Phone, Telecom & Utilities, Sales Strategy, Cellular Phones, Wireless, Sales, Consumer Electronics, Personal Technology

• New Carrots, Old Yardsticks?

  BNET - 2004-06-01

  From the executive summary: ‘With stock options increasingly out of favor, cash bonuses are making a comeback. The size of bonuses is increasing exponentially as stock options fall. But, if the form of incentive compensation changes, the grounds for earning such pay may not be. And that could be a...

  Tags: Stock Option, Incentive, CFO Publishing Corp., Incentive Based Compensation, Sales Force Management, Stock Options, Investment, Sales, Human Resources, Benefits, Stock Options & Grants, Finance

• Budgeting and Planning at Midsize Companies: When Are Spreadsheets Alone Not Enough?

  BNET - 2004-05-01

  This article highlights and summarizes the findings of a research effort to evaluate ongoing efforts by midsize companies to transform their planning, budgeting, and forecasting processes. In particular, the project sought to determine the point at which midsize companies perceive a need for more sophisticated software tools than spreadsheet-dependent planning,...

  Tags: CFO Publishing Corp., Budgeting, Spreadsheet, Forecasting, Sales Force Management, Productivity, Financial Services, Sales

• Why Not Every Job Translates Overseas

  BNET - 2004-03-30

  When sales of their security software slowed in 2001, executives at ValiCert Inc. began laying off engineers in Silicon Valley to hire replacements in India for $7,000 a year. ValiCert expected to save millions annually while cranking out new software for banks, insurers and government agencies. The reality was different....

  Tags: Software, Job, ValiCert, CFO Publishing Corp., Tools & Techniques, Sales Strategy, Management, Sales