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- 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
- Toshiba announces major reorganization to meet customer needs
- IRVINE, Calif.--BUSINESS WIRE--Aug. 28, 1996--Toshiba Computer Systems Division CSD Wednesday announced a major reorganization to better meet its customer needs.
- Research articles 1996-08-28
- Cummins Inc. (Worth Telling).
- * Cummins Inc. (Columbus, Indiana) announces that PowerSpec, its Internet application allowing customers to tailor engine operation to fit customer needs and ... * Cummins Inc. (Columbus, Indiana) announces that PowerSpec, its Internet application allowing customers to tailor engine operation to fit customer needs and...
- Research articles 2003-06-01
- CFT Consulting Appointed to Lotus Roundtable; Cross-Industry Group to Help Align Future Products With Customer Needs
- SARASOTA, Fla.--BUSINESS WIRE--Aug. 8, 1997--CFT Consulting, Inc. CFT, a retail and supply-chain systems and management consulting firm based in Sarasota, Florida, announced today that the company has been appointed to the Lotus Business Partner Technical Roundtable LBPTR. The LBPTR is a new forum in which key representatives from Lotus...
- Research articles 1997-08-08
- Lloyd's Is Preparing to Open Market to Outside Brokers.(Brief Article)
- As regulations and customer needs change, Lloyd's is gearing up to revise how brokers can access the market, reinventing centuries-old tradition that finds its roots among marine underwriters doing business at London coffeehouses. As regulations and customer needs change, Lloyd's is gearing up...
- Research articles 2000-03-01
- Emerson's Internet Innovations Draw Praise.(Emerson Electric)(Brief Article)
- Emerson Electric has been selected as one of the "Innovation 100" companies for its focus on customer service messages and customer needs. Emerson Electric has been selected as one of the "Innovation 100" companies for its focus on customer service messages and customer...
- Research articles 2001-06-04
- Launch pad. (Books).
- In his new book, Design for Six Sigma, Geoff Tennant argues that some 80 per cent of new products and services fail altogether, and that this is because customer needs are not taken sufficiently into account in the first place so shortcomings only ...
- Research articles 2002-02-01
- DuPont: Focus on the customer.(Brief Article)
- Targeting customer needs comes naturally to DuPont. After all, when the Wilmington, DE company opened for business in 1802 its first product was gunpowder. Today, the company has literally thousands of products it supplies worldwide. Targeting customer needs comes naturally to DuPont....
- Research articles 1999-05-17
- Bank of America Restricts ATM Hours, Cites Customer Safety Concerns.(Originated from The Press-Enterprise, Riverside, Calif.)
- RIVERSIDE, Calif.--Apr. 8--Since automated teller machines were introduced more than two decades ago, banks have tried to balance customer needs for easy access with a safe environment. RIVERSIDE, Calif.--Apr. 8--Since automated teller machines were introduced more than two decades ago, banks have tried to balance ...
- Research articles 1996-04-08
- OWENS CORNING REORGANIZES INSULATION DIVISION
- 00-00-0000 Owens Corning has reorganized its Mechanical Insulation Division to better focus on customer needs and to re-affirm commitment to grow market share. 00-00-0000 Owens Corning has reorganized its Mechanical Insulation Division to better focus on customer needs and to re-affirm...
- Research articles 1997-05-01
Additional Resources
- changing performance Due to Customer Needs
- Customer complaints in two product areas of a large information systems company have increased during the past six months. Key managers in the two product areas met in a planning session to identify what they needed to do collectively to improve their ability to meet their customers' needs. OptionFinder was...
- Case studies 2001-01-01
- Hypercom steers pragmatic ATM course; ATM-to-WAN link emphasizes customer need — targets critical branch network choke point
- PHOENIX--BUSINESS WIRE--March 20, 1995--Taking aim at where it sees the most pressing need for an ATM solution, Hypercom Network Systems Monday launched its ATM strategy with an ATM-to-WAN interface designed to break the bottleneck at one of the most crucial points in a branch network.
- Research articles 1995-03-20
- SALT LAKE PAPERS OPEN NEW CLASSIFIEDS MARKET Staff, technology updated to handle growing customer demand to carry ads in Spanish
- Responding to an obvious customer need, Salt Lake City's two newspapers began running classified ads in Spanish on March 9. "We've been talking about it for about a year," says Diana Butcher, classified advertising director for the Newspaper Agency Corp. The agency provides non-editorial services to the...
- Research articles 2002-03-25
- Warn Industries Announces New Extreme Duty Winch; The WARN 9.5ti Boasts New Look and Features That Radical Off-roaders Need
- Business Editors, Automotive Writers NOTE TO MEDIA: Multimedia assets available CLACKAMAS, Ore.--AutomotiveWire--July 30, 2002 Warn Industries introduced today a new generation of winches for off-roaders that take their vehicles to the limit. Responding to customer need, WARN engineers have designed the new and powerful WARNR...
- Research articles 2002-07-30
- Dealing with Customer Inquiries
- Businesses need mechanisms to respond to inquiries or requests for help from existing and potential customers. These customer helplines are essential for delivering support, service, advice, and information—and they add value to a business.To make sure your helpline is effective, staff it with knowledgeable people who have good interpersonal skills...
- Articles 2007-05-01
- Improving Customer Loyalty
- Retaining customer loyalty is vital to the long-term success and profitability of your business. With industry consolidation, increasing competition, and changes in the marketplace, you need to work harder than ever to maintain a strong customer base. Improving customer loyalty is an essential element in customer retention. What You...
- Articles 2007-10-10
- Building a 360-degree View of the Customer
- Customers typically interact with many different departments or contacts in a company. To build the most effective and profitable relationship with a customer, it's essential for everyone in a company to have access to the full 360-degree view of customer transactions. Putting all customer details, purchases, contacts, inquiries, and service...
- Articles 2007-10-30
- How to Gently Remind a Customer...
- Customers take action in their own good time and for their own good reasons. Problem is, sometimes you need to give them a "nudge" to get them going, or even to find out what the heck is going on. Every sales professional needs to know the fine art to writing...
- Blog posts 2009-06-26
- QUIZ: Do You Know How to Sell Value?
- Scenario: Your prospects are buying from your competitor because their offering costs less. However, your offering is higher quality in every way and has some cool features that cost a bit extra. Your manager's advice is simply to "sell more value." [poll id="258"] CLICK...
- Blog posts 2009-06-02
- Joining the Free Agent Nation
- With the millions of people who have been let go by large corporations—and the insecurity generated, even among employees who were retained—many people have seriously weighed the prospect of starting their own business. As About.com cleverly put it, why not move from pink slips to deposit slips? At the beginning,...
- Articles 2007-02-28
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