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7 Resources for

daniel shefer

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Shortening The Sales Cycle: How PMs Can Impact The Bottom Line: The sales cycle consists of the time that elapses between the customer initiating the buying process, and the point at which a decision is made on which product to buy. It involves the sequence of phases that the customer goes through when deciding to buy something. The paper examines the...; Tags: Sales Cycle, Daniel Shefer, Sales Tools, Sales Force Management, Sales Strategy, Sales; White papers 2003-01-01
Demos, Pilots, And The Sales Cycle: The sales cycle consists of the time that elapses between the customer initiating the buying process, and the point at which a decision is made on which product to buy. Enhancing the product demo and controlling the pilot help shorten the sales cycle and, thus, produces a more satisfied customer....; Tags: Sales Cycle, Daniel Shefer, Sales Strategy, Sales Tools, Sales Force Management, Sales; White papers 2003-01-01
Ten Things Product Managers Should Know About Sales: The onus of creating an effective sales force lies on the shoulders of the ‘product manager.' A product manager should identify the requirements of the company with regard to the sales strategies to be adopted. The process calls for having sound knowledge of the sales cycle, which includes determining how...; Tags: Product Manager, Daniel Shefer, Sales Strategy, Sales Force Management, Sales; White papers 2004-05-01
Nine Things Product Managers Should Know About Supporting Sales: From the executive summary: ‘Product Managers PMs are at the epicenter of driving the products, and are the hub of product knowledge. However, direct product support of the sales process is the Sales Engineer's (SE's) job. If a PM is constantly dragged into sales cycles, he/she will become an SE....; Tags: Product Manager, Sales Process, Daniel Shefer, Sales Strategy, Sales Force Management, Sales; White papers 2003-01-01
Desktop Vs. Enterprise Applications: The Impact On Product Management: There are many differences between managing a desktop tool or application and managing an enterprise-ready software package. The impact of buying an enterprise application is more profound on the buying company, the sales process is much longer, and its participants and nature are different. Customer expectations of functionality, support, services...; Tags: Desktop, Product Management, Enterprise Application, Daniel Shefer, Sales Strategy, Sales Force Management, Enterprise Software, Sales, Software; White papers 2004-01-01

Disruptive Customer Demands: Product Managers experience product-related requests from customers. These requests help align the product with customer's needs, shed light on how they use the product and generally improve the attractiveness of the product to its target market. However, sometimes, these requests become disruptive. This can happen when providing a solution is...; Tags: Product, Customer, Request, Daniel Shefer; White papers 2003-01-01
Online Customer Forums: This paper describes the advantages of an online customer forum and offers tips on how to set up and manage one. Many companies reach out to two types of audiences. The first is the Customer Advisory Board CAB and the second is the Users Forum. The basic difference between the...; Tags: Daniel Shefer, Customer Advisory Board, Channel Management, Strategy, Marketing, Management; White papers 2007-12-01