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- Be Smart at the Start
- How do you fill your sales funnel with high-quality leads, especially during a recession? Paul Staelin, co-founder of Birst, advises analyzing your own data and taking a close look at average sales cycles, deal sizes and close rates.
- Videos 2009-09-22
Additional Resources
- Newgistics Realizes Improved Sales Cycles with SalesLogic
- Business Editors DALLAS--BUSINESS WIRE--June 15, 2004 Newgistics Selects SalesLogic to Improve Sales Cycles Sales Outsourcing Firm will Help Reduce Cycle Times and Enhance the Customer Experience SalesLogic, LLC, a provider of advanced sales consulting and outsourcing services, today announced an extended partnership with Newgistics Inc....
- Research articles 2004-06-15
- New Rowley Group Launches to Help Technology Buyers Make Better Decisions and Vendors Shorten Sales Cycles
- Business Editors GEORGETOWN, Mass.--BUSINESS WIRE--Jan. 23, 2003 Provides unbiased, business-level analysis of Web services, XML, grid computing, and other emerging technology New Rowley Group, Inc. launched today to help companies make better decisions on emerging technology and vendors shorten their sales cycles. "Companies have a...
- Research articles 2003-01-23
- Engineering & construction firm, Burns & McDonnell, selects LexisNexis InterAction for CRM; Ability to track and manage corporate relationships, experience and expertise critical to support project-based sales cycles.
- M2 PRESSWIRE-10 January 2005-INTERFACE SOFTWARE: Engineering & construction firm, Burns & McDonnell, selects LexisNexis InterAction for CRM; Ability to track and manage corporate relationships, experience and expertise critical to support project-based sales cyclesC1994-2005 M2 COMMUNICATIONS LTD RDATE:01102005 OAK BROOK IL...
- Research articles 2005-01-10
- Shorten Your Sales Cycle, Step 2: Improve Your Sales Execution
- When you're doing a great job of qualifying your prospects but your sales cycle keeps growing, your company can probably improve the way you execute your sales process. By improving "Sales execution," most companies will see meaningful improvement in their sales cycles. But if you're doing a great job with...
- White papers 2009-01-01
- 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....
- White papers 2003-01-01
- Shorten Your Sales Cycle, Step 1: Improve Your Lead Quality
- So your sales cycle is getting longer and you've met with your sales and marketing teams. You escaped in one piece but heard a resounding "Too many leads just aren't qualified" from your sales reps. It is critical for your sales and marketing teams to agree on a common definition...
- White papers 2009-01-01
- Microsoft Dynamics Webcast: Increase Sales Productivity by Creating a Connected and Collaborative Sales Force (Level 100)
- Find out how you can get the sales solution of the future today. In this webcast, you learn how creating a connected, collaborative sales team can help you: Increase close rates by simplifying team collaboration on complex deals. Accelerate sales cycles by enabling anytime, anywhere access...
- Webcasts 2008-09-16
- Acclamation Systems, RobinSoft and TeleTracking Streamline Sales Cycles with Landslide™ Sales Workstyle Management; Sales Organizations in Small Businesses Standardize on Landslide to Increase Sales Effectiveness
- PITTSBURGH -- SalesGene Corporation, creators of the LandslideTM Sales Workstyle Management offering, today announced that three new customers have standardized on the Landslide platform to support the day-to-day selling activities of their organizations. Acclamation Systems, Inc., RobinSoft Corporation and TeleTracking Technologies, Inc. are using Landslide across sales teams to help...
- Research articles 2006-06-27
- Sales lagging behind? Learn how 200 best-in-class companies stay ahead
- Longer sales cycles and declining sales productivity are changing the way processes are handled and transactions are made. This Aberdeen Group white paper can help. It surveys over 200 best-in-class companies who hit quotas and remain competitive year-after-year. Using key criteria, Aberdeen Group pinpoints the sales strategies...
- White papers 2007-07-01
- Improve Sales Effectiveness: Getting Sales Back to Selling
- The pressures of longer sales cycles and declining sales productivity are forcing companies to streamline and automate how sales information is processed and the mechanics by which deals get done. Specifically, sales teams that miss quotas and face stalled opportunities are under mounting pressure to remain competitive in their...
- Research articles 2007-08-02
- Mid-Market Buyers Want Shorter Sales Cycles Than Sales Teams are Prepared to Provide Says IDC Sales Advisory Service
- FRAMINGHAM, Mass. -- The midmarket is the fastest-growing segment of the IT industry, yet midmarket buyers are being poorly served. A new study from IDC's Sales Advisory Service, which surveyed more than 4,500 members of its business to business panel, quantified the level of satisfaction of midmarket customers with the...
- Research articles 2008-07-09
- Spoke Software Sees Tremendous Growth; Adds 54 New Customers; On-demand Information Becoming the Standard for Lead Generation and Sales Prospecting
- SAN MATEO, Calif. -- Spoke Software today announced it has added more than 50 new customers in the last two quarters, including Adaptive Planning, Microsoft, Miller Heiman, SAP and Talisma. The company is seeing tremendous growth as more and more marketing and sales organizations are seeking new ways to gain...
- Research articles 2006-01-30
- TechTarget Launches Lead Management Services to Help IT Marketers Increase Conversion of IT Leads to Sales; TechTarget LeadPRISM Service to Help IT Marketers Generate More Sales, Shorten Sales Cycles and Boost Marketing ROI
- NEEDHAM, Mass. -- Information technology IT media company TechTarget announced today the launch of TechTarget LeadPRISMSM, a comprehensive suite of lead management services that helps IT marketers: --Generate more sales from the same number of leads by applying sophisticated intelligence against the problem of lead prioritization. LeadPRISM's lead-scoring function...
- Research articles 2005-06-16
- Make Time For More Sales By Using Live Meeting
- The Microsoft Office Live Meeting Web conferencing service helps you run and participate in interactive meetings with remote teams, prospects, customers, partners, colleagues, and global audiences in real time, at a moment's notice, and without leaving your computer. In the Live Meeting interactive environment, people can swap ideas, share information,...
- White papers
- BlueRoads and WebEx Deliver Comprehensive Channel Management Solution; Accelerate Partner Sales and Improve Channel Analytics with One-Click Integration
- SAN MATEO, Calif. -- BlueRoads Corporation, a channel management software-as-a-service company, today announced the BlueRoadsTM Interface for WebExTM, an integration of its BlueRoads 5 Suite and WebEx Meeting Center, a web meeting application from WebEx Communications (Nasdaq:WEBX). This integration improves communications and coordination with partners' sales organizations and enables high...
- Research articles 2005-04-25
- Selectica Launches Fastraq Sales Execution System for Salesforce.com's AppExchange; Fastraq Delivers Accurate Quotes Fast to Speed Sales Cycles, Extend On-Demand CRM Benefits
- SAN JOSE, Calif. -- Selectica, Inc. (Nasdaq:SLTC), a leading provider of sales execution applications, and Salesforce.com (NYSE:CRM), the technology and market leader in on-demand customer relationship management CRM, today announced Fastraq for salesforce.com's AppExchange. Built on the AppExchange on-demand platform, Fastraq for AppExchange is available immediately for preview in the...
- Research articles 2005-11-08
- Terry Hinge & Hardware Chooses Siebel CRM OnDemand over Salesforce.com to Increase Worldwide Sales Revenues
- SAN MATEO, Calif. -- Global Provider of Hardware Component Parts Uses Hosted CRM Solution to Increase Sales Productivity and Shorten Sales Cycles
- Research articles 2004-09-15
- Shorten Your Sales Cycle, Step 3: The Big Picture
- If your sales cycles are still growing, it's time to take a step back and look at the big picture. You might have a great campaign generating highly qualified leads for terrific sales reps, but if your product, value and price aren't properly aligned, you'll negotiate endlessly or lose deals...
- White papers 2009-01-01
- ADERANT Appoints Brad Sidwell as Vice President, Practice Solutions; Legal Technology Veteran to Lead ADERANT's Global Pre-Sales Organization
- ATLANTA -- ADERANT, a global provider of business and financial management software for professional services organizations, today announced that it has appointed Brad Sidwell as Vice President, Practice Solutions. In this role, Sidwell will lead ADERANT's global pre-sales consulting organization and improve how the company interfaces with professional services firms...
- Research articles 2006-09-20
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