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- Selling is About More Than Sales
- If one wants to improve the results from the sales organization, look at the total Sales and Marketing System. Don't just look to the sales organization. Understand everything that is impacting upon the success in the marketplace. Question old assumptions and build a true understanding of the customers, prospects, the...
- White papers 2003-01-01
- 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
- The Selling Crisis
- The ‘selling crisis' is one of the many crises faced by an organization. Most organizations strive to create customers by luring them with sales tactics. However, companies fail to foresee the implications of selling crisis that arise out of poor customer service. Most companies observe that their sales have reduced...
- White papers 2003-01-01
- What's Going On?
- Most sales organizations experience the problem of decreasing sales. However, very few organizations make an effort to find the root cause of the problem. Experts suggest that most companies do not realize the negative implications of low sales. On the other hand, there are organizations that do make an effort...
- White papers 2003-01-01
- The Sales Productivity Challenge
- Researches indicate that earlier the focus of sales organizations was on maximizing sales. However, today, organizations are emphasizing more on enhancing sales productivity. Today, organizations not only focus on ‘what' they sell, but also ‘how' they sell a particular product. Hence, organizations are devising various methods to enhance their sales...
- White papers 2003-01-01
- Shape and Velocity Management
- There is a never-ending list of sales measurements, most of them are trailing indicators, only giving us "hindsight" into what happened. Even those few measurements we employ that do look at the sales process before the order occurs are missing the essence of powerful sales management: the shape and velocity...
- White papers 2003-01-01
- How Do You Measure Up?
- The first step to improving sales processes is finding ways to quantify what's happening, instead of what's happened. Management cannot be done without measurement. There are several problems with the approach of managing and measuring sales productivity based on revenue. Many of the difficulties fall into two areas. First, results...
- White papers 2003-01-01
- The Art Of Measuring Sales
- Quotas have gone up again this year. Resources have been cut yet again – the company needs us to do more with less. The competition is fierce, and our buyers are only spending on solutions they must have now. The plans for equipping the sales force have been made and...
- White papers 2003-01-01
- Driving By The Seat Of Their Pants
- It's not enough to know sales measures – you have to understand the context to win the race. The underlying premise is knowing how to manage your sales projects and pipelines to provide actionable information, as opposed to historic results that tell you how you've done. The latter is helpful...
- White papers 2003-01-01
- State Of Sales Forecasting In Business-To-Business Enterprises
- It is our belief that the topic of sales forecasting is being put under the microscope in many organizations. After the go-go dot.com years we are witnessing company after company adopting a more managed approach to their sales activities and processes. As budgets get tighter, margins slimmer, competition greater, and...
- White papers 2004-12-06
Additional Resources
- Actually, the Bear Market Might Be Ending
- While I do not disagree with some of Michael Markowski's interpretations of the current market environment, interpretational frameworks sometimes lead us to the wrong conclusion. I agree that this has been a secular bear market, but in my opinion that does not preclude significant gains over the coming months. ...
- Blog posts 2009-06-03
- Key Market Factors: Global Melt-Up, Consolidation or Correction?
- John Furlan submits:Thanks very much to followers and for comments. Factors and ratings below are my opinion of the equity markets’ current views, the “market’s mind,” how it responds to changing expectations of key fundamentals, not my personal views of them. Markets are very dynamic, and risk preferences, time...
- External links 2009-08-09
- Was This Bear Market Really So Different?
- While the recent downturn was one of the worst on record, the recovery looks a lot like previous bounce-backs. And that means many of the old investing lessons still apply. ...
- Articles 2009-09-29
- Western Europe PC market sees 3% decline in 2Q09, says Gartner
- PC shipments in Western Europe totaled 13.3 million units in the second quarter of 2009, a 3.3% decline from the same period in 2008, according to Gartner. "The Western European PC market saw a diverging trend," said Ranjit Atwal, principal analyst at Gartner UK. On one side, the market saw...
- News items 2009-08-10
- Planning to Enter a Foreign Market
- Foreign markets can be very attractive to a business looking for new customers, especially when its home market is becoming saturated. Such an expansion, however, needs to be thoroughly researched and carefully planned to ensure that the timing is right. To begin with, a business needs to have successful products...
- Articles 2007-10-19
- Market Share is Bunk. Fuggedaboudit!
- A reader writes: I work for an insurance firm, managing their International Medical Health marketing arm. Our target market consists of high-net worth individuals and top-notch companies. My core responsibility is to market the service and increase our market share. Although we've not done badly, we've...
- Blog posts 2008-07-09
- "Mark to Market" Accounting: Amend It, Don't Suspend It
- Criticized for worsening the financial crisis, "mark to market" accounting needs to be amended but not suspended, panelists said at an SEC roundtable discussion today. "Breaking or tweaking the thermometer while the doctor is examining the patient isn't going to save him but we need to set...
- Blog posts 2008-10-29
- Recession Survival Strategy: Market Segmentation
- Market segmentation is one of the most powerful strategies a company can use to improve profit margins and ultimately gain market share. And when markets are flat or declining and differentiation is at a premium, creative segmentation strategy can mean the difference between survival and road-kill. What...
- Blog posts 2008-11-18
- This Bull Market Has Legs
- In my view, the markets are in the early stages of a significant rally that could last for several months. Although the economy may grapple with debt-strapped consumers and other factors that led to last year's collapse, significant market rallies have historically taken place during times of economic rebuilding. While...
- Blog posts 2009-06-01
- The End of This Bear Market Rally Is Near
- My opponent Bruce McCain believes that the "markets are in the early stages of a significant rally that will play out in the coming months." I strongly disagree. I believe that the markets are in the later stages of a powerful bear market rally that is close to its peak....
- Blog posts 2009-06-02
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