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- Guiding B2B Sales Strategy With Buyer Personas
- From a managerial perspective, one of the most difficult aspects of sales management is management of the pipeline. There are three primary reasons pipeline management is important to a sales organization: The need to forecast, which includes the associated problem of predictability, the need to assess each sales opportunity from...
- White papers 2008-03-28
Additional Resources
- Customer-Centric Approach Urged to Improve Shareholder Value.
- INCREASING SHAREHOLDER value is a common goal across all manufacturing sectors, and the focus has typically been on improving production operations. Yet a recent study by Deloitte Consulting and Deloitte & Touche emphasizes that a customer-centric, rather than just a product-centric, approach is critical for improving...
- Research articles 1999-08-23
- Three Approaches to Customer-Centric Understanding
- Customer segmentation is the foundation of customer insight. It is the core organizing structure from which all else springs. Truth is an elusive thing, and nowhere is that more evident than in understanding the value — and values — of a customer. Becoming customer-centric is an increasingly popular goal...
- White papers 2001-06-15
- Retailer-Centric Planning: Compliance to Collaboration
- Imagine a game where the goal is always the same, but the rules change every day. What would it take to win? Alert players, for one thing: teams that seize every opportunity, on and off the field, to gain a competitive advantage. In many ways, the consumer products industry is...
- White papers 2005-10-31
- Adoption-Centric Software Maintenance Process Improvement Via Information Integration
- Software process improvement is an iterative activity, normally involving measurement, analysis, and change. For most organizations, the existing software process has substantial momentum and is seemingly immovable. Any change to existing process activities causes turbulence in the organization, which can be a significant barrier to adoption of the quality improvement...
- White papers 2006-12-11
- Minnesota American Marketing Association Announces Fall 2004 Conference; Customer-Centric Theme Focuses on Branding and Targeted Marketing
- BLOOMINGTON, Minn. -- Marketing executives, advertising practitioners, researchers and entrepreneurs have a common goal that directly affects a business' bottom line: Reach the customer. The Minnesota American Marketing Association will focus on customer-centric marketing at this year's fall conference to be held from 7:30 a.m. to 6 p.m. on Thursday,...
- Research articles 2004-10-06
- Reuniting displaced families: FrontRange links Holocaust survivors and their families with relatives and events from the past.(Best Pratices For Customer-Centric Organizations)
- JewishGen is a Texas-based not-for-profit that traces the ancestry of Jewish families. Its original goal was to provide a way to connect families separated during the Holocaust. The organization began as a bulletin board service in the early 1990s, r JewishGen is a Texas-based not-for-profit that...
- Research articles 2005-07-01
- Working IT: broadcast plants are more computer-centric than ever.(IT Technology for Broadcasting)(information technology)
- More than eight years ago, Sinclair Broadcast Group set a goal: to be the largest TV-station group in the nation. At the time, information technology IT was just emerging as an important factor in day-to-day station operations. Sinclair, virtuall More than eight years ago,...
- Research articles 2004-07-19
- With Chrome OS, Google Intends to Destroy the Desktop and Microsoft
- Google stole the tech and media spotlight today as it revealed a mountain of new details about Chrome OS , the company's new operating system due in late 2010. It is a completely different type of OS we provide a summary of how that eliminates the...
- News items 2009-11-20
- A Network-enabled Future
- A new international industry/government consortium believes that more needs to be done to develop and field network centric operations that cut across weapon programs, advanced aviation projects and homeland security needs. The Network Centric Operations Industry Consortium NCOIC, which was formed in August 2004, now totals...
- Research articles 2007-10-01
- The Customer-Driven Sales Process
- As explained in my previous post, traditional vendor-centric sales processes are ineffective because they don’t reflect the way that customers want to buy. As such, they can get in the way of a sale as many times as they help move the sale forward. The...
- Blog posts 2007-04-06
- The Umpire Strikes Back
- Well, well... My recent post about sales process appears to have offended some of the old guard, specifically David Kurlan, author of "Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball". He left a comment on...
- Blog posts 2007-04-12
- Citrix Systems, Inc. Q3 2007 Earnings Call Transcript
- Question-and-Answer SessionOperator [Operator Instructions]. Your first question comes from the line of Sarah Friar with Goldman Sachs. Sarah Friar - Goldman Sachs Good quarter. If I could just turn to the operating margins, you talked about lower 20% range for 2008 and then extending back upward...
- Earnings calls 2007-10-18
- Solution Selling is All in Your Mind.
- While the term "solution selling" has been batted around for decades, most sales pros are still selling products, not solutions. This is mostly because they don't understand the difference, which is subtle. In fact, the main difference between selling a solution and selling a product isn't what you're...
- Blog posts 2007-08-21
- Enterprise Collaboration
- It is ironic that the ability of IP-centric communications to deliver on virtually all those early, over-hyped promises comes at a time of economic uncertainty. We are back to business basics: in other words, forklift upgrades are out and financially sound migration strategies are in. That statement raises an obvious...
- White papers 2003-07-01
- NII Holdings, Inc. Q3 2007 Earnings Call Transcript
- Question-and-Answer SessionOperator Thank you. [Operator Instructions]. We will take our first question from Rick Prentiss with Raymond James. Richard Prentiss - Raymond James Yes. Good morning guys. Steven M. Shindler - Chairman and Chief Executive Officer Good morning. Lo van Gemert -...
- Earnings calls 2007-10-25
- New ISO 9000 standards raise the bar. (Guest Feature).
- The countdown has begun for all ISO-certified organizations to meet a December 15, 2003, deadline for compliance with the upgraded ISO 9000 standards. The Switzerland based International Organization for Standardization ISO introduced its ISO 9001:2000 upgrade in December 2000. The goal was to produce standards that...
- Research articles 2002-03-01
- The 4 Inviolable Rules of Solution Selling
- To increase sales, talk to customers about solving problems and achieving goals rather than just features and functions. Here are four mental "tricks" to keep you focused on selling solutions rather than just selling products: RULE #1. Think about what you sell as...
- Blog posts 2009-05-19
- HuffPo CEO Eric Hippeau: 'We Are Now In The Big Leagues'
- The news spread quickly, aided by PR and the characteristic web glee anytime an online property appears to be leaving old media in the dust: the September numbers for comScore and Nielsen showed Arianna Huffington and The Huffington Post beating WashingtonPost.com in unique visitors for the first time. Coincidentally,...
- External links 2009-10-19
- The Seventh Strategy for Fixed-Line Carriers
- The goal of the telecom industry is returning to the high financial returns and profitability that prevailed before 2001 and the onset of the well-known "Nuclear Winter." Most carriers have tried to recapture these heady days by pursuing any one of six strategies that are directed at growing the top...
- White papers
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