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- Laird Technologies Selects BigMachines Lean Front-End® to Streamline Sales Processes with Oracle's Siebel CRM On Demand
- Electronics and wireless leader to improve sales efficiency by implementing BigMachines' quote and proposal solution, integrated with Siebel CRM On Demand
- Research articles 2007-08-14
- Salesnet is Tickled PINK with Another Win Over Salesforce.com; PINK magazine Selects CRM Solution from On-Demand Leader to Improve Sales Process
- BOSTON -- Salesnet, the leading provider of on-demand CRM software focused on driving sales effectiveness, today announced that PINK magazine, the only national publication for professional women, has chosen to implement Salesnet to address the needs of their dispersed sales team. PINK magazine evaluated Salesnet along with other CRM vendors...
- Research articles 2006-03-27
- Schneider Electric's CRM success begins with a solid sales process.(customer relationship management)(Schneider Electric North America)
- Schneider Electric North America is using CASH to build sales. For this provider of electrical distribution and control equipment, however, CASH is not currency, but a new sales program based on four phases of customer interaction: consult, adapt, se Schneider Electric North America is using CASH...
- Research articles 2004-05-01
- How Automating CRM and Creating Shared Sales Processes Transformed a Force of Many Into a Team of One
- Traditionally, sales organizations have fostered a spirit of 'friendly competition' to motivate their sales force, tying their incentive programs and territory allocations to individual achievement. While competition can be a strong personal spur, this traditional model may not be the most efficient way to sell, especially in highly competitive industries...
- White papers 2003-07-15
- Fax Integration With Salesforce at Raven Industries
- A NASDAQ-traded company recently named to Fortune's Small Business 100 list, Raven Industries provides manufacturing services to several diverse markets. Seeking to streamline operations and reduce the IT resources required to support sales processes, the company decided to implement Salesforce, a leading CRM solution delivered on-demand, via a web browser....
- Case studies
- Automating Your Sales Processes and CRM Strategies
- There's a lot of talk about using technology to automate a company's sales force and to help the business strategy for managing customer relationships, or what is commonly known as Customer Relationship Management, or CRM. No doubt, technology can help any business become more efficient and effective. Purchasing technology alone...
- White papers
- Schneider Electric's CRM Success Begins With a Solid Sales Process
- Schneider Electric North America is using CASH to build sales. For this provider of electrical distribution and control equipment, however, CASH is not currency, but a new sales program based on four phases of customer interaction: consult, adapt, sell, aSchneider Electric North America is using CASH to build sales. For...
- Research articles 2004-05-01
Additional Resources
- Is Sales Process Worth it?
- Is Sales Process Worth it?Every organization needs a baselineI've been on both sides as both a Rep and as a Principle/Manager of a Sales Consulting firm.On the positive side, the Reps especially less experienced ones or those new to the industry need to know what the general protocol is for...
- Discussion threads 2008-03-07
- Is Sales Process Wasted Effort?
- Is Sales Process Wasted Effort?Process is required to win.I agree with Julie and Geoffrey--to an extent. To me its a matter of degree. There is plenty of research that shows that companies having no standardized and institutionalized processes by which their salespeople pursue sales opportunities don't sell as...
- Discussion threads 2007-09-27
- Sales Process vs. Buying Process
- In my previous post, I lambasted the structure of the traditional “vendor-centric” sales process. Don’t get me wrong. Most of the time ANY process is better than NO process, especially for novices who don’t always know what to do next. However, traditional sales processes fall woefully short...
- Blog posts 2007-04-02
- Is Sales Process Wasted Effort?
- I recently had a conversation with Julie Thomas, the CEO of ValueVision Associates. She pointed out that most companies have sales processes that define the steps in the sale that seems logical to the seller, such as "initiate cold call," "obtain appointment for presentation" and so forth. However,...
- Blog posts 2007-09-27
- CDC Software's Pivotal CRM Solution Helps Leading Builder of Luxury Condominiums Streamline and Enhance Sales Process
- ATLANTA -- Pivotal Corporation, a leading Customer Relationship Management ("CRM") solution provider and a division of CDC Software, a subsidiary of CDC Corporation (NASDAQ: CHINA), announced today that Boca Developers, one of South Florida's largest and most successful builders of luxury condominiums, has consolidated, centralized and significantly enhanced its sales...
- Research articles 2006-10-23
- Sales Process: The Key To Customer Acquisition Management
- It has been observed that companies often focus on retaining existing customers. Experts suggest that it is important to retain the existing customers but it is also important to create new customers. The process of building good customer relationship calls for devising effective Customer Acquisition Management CAM strategy. However, for...
- White papers 2003-01-01
- Miller Heiman Announces Sales Access Manager for Salesforce.com; New Solution Integrates Sales Process for Improved Results
- SAN FRANCISCO -- Miller Heiman, a global sales process consulting and training company, today announced Sales Access ManagerSM for salesforce.com. Debuting at Dreamforce 2004, salesforce.com's (NYSE:CRM) annual user and developer conference, Sales Access ManagerSM helps companies improve sales effectiveness by extending the reach and accessibility of an organization's sales process.
- Research articles 2004-11-01
- CPiO's SalesLogix solution underpins sales and marketing process within Siemens building Technologies' business operating structure.
- M2 PRESSWIRE-18 February 2004-Siemens Building Technologies Group: CPiO's SalesLogix solution underpins sales and marketing process within Siemens building Technologies' business operating structureC1994-2004 M2 COMMUNICATIONS LTD RDATE:02182004 Siemens Building Technologies SBT, part of the UK subsidiary of Siemens worldwide, has invested...
- Research articles 2004-02-18
- Sales of The TAS Group's Dealmaker Sales Effectiveness Platform Grow More Than 50% Over Previous Fiscal Quarter
- Industry's Only On-demand Sales Effectiveness Application Now in Use By More Than 11,000 Subscribers SEATTLE -- The TAS Group, the world leader in sales effectiveness solutions, today announced that subscribers to its Dealmaker Sales Effectiveness Platform had grown to over 11,000. In use at over 50 mid- to large-sized...
- Research articles 2009-02-03
- Fixing CRM (Pt. 2): A Simple Process.
- CRM is worse than useless if your sales process is so complicated that nobody follows it. So the next step to fixing CRM is to have a sales process that makes sense and is extremely simple. As suggested by the poll in my recent post "Is...
- Blog posts 2008-03-18
- Five Signs Your CRM System is Failing.
- Five Signs Your CRM System is Failing."Five Signs" - Not Just CRMThese five, well articulated warning signs are equally true for any other enterprise system. If you have to shoehorn your organization into it, force people to use it, discover inaccuracies, and have availability issues with ERP, email, group...
- Discussion threads 2008-02-16
- Why Sales Reps Hate CRM.
- I've yet to hear any sales professional say anything good about CRM. Every time I post about CRM (as in "Five Signs Your CRM System is Failing" and "CRM is Almost Dead"), the only salespeople willing to praise the technology are the ones selling CRM. A...
- Blog posts 2008-03-12
- Why Sales Reps Hate CRM.
- Why Sales Reps Hate CRM.Welcome back...Alf,The problem with your comments is that you're so determined to be contrary that you seldom bother to thoroughly read what you're commenting on.The remarks that I quoted in this post were a digression from the main thrust of the comment, which was answering the...
- Discussion threads 2008-03-13
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