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- Sales Force Turnover: The Hidden Cost of Selling
- Sales force retention is a key element in attainment of competitive advantage and increased profitability. In a case study created to assess the impact of sales force turnover, it was found that companies which minimize turnover create the opportunity for up to 10% additional long-term profit when compared to companies...
- White papers 1998-05-01
Additional Resources
- Extreme Networks F4Q 2006 Earnings Conference Call Transcript (EXTR)
- Question-and-Answer SessionOperator Instructions The first question is from Tim Long, with Banc of America Securities. Please go ahead. Jeff Hubert - Banc of America Securities Good afternoon. This is Jeff Hubert dialing in for Tim. A couple of questions. On the product revenues, weak again sequentially....
- Earnings calls 2006-08-02
- Managing Sales Opportunities
- For many business-to-business markets, the customer is not a single decision-maker, which means the sales process can be prolonged and complex. The traditional process of generating leads and handing them to the sales force for completion may not be sufficient. The sales and marketing program has to penetrate far deeper...
- Articles 2007-11-30
- Sales Analytics for Sales Productivity
- Revenues are down. Profitability has suffered. New customer acquisitions may have slowed to a trickle, and customer retention is in a downward spiral. But not everything is down in a so-called down economy. Pressure is up on sales managers to buck the trend and increase sales productivity. At the same...
- White papers 2003-11-01
- Revving Up Your Sales Force Revenue Engine
- No one will dispute the importance of effective sales talent to help drive revenue success. Sales resources get customers, grow revenue, keep customers, launch products, sustain products and drive the top line. However, talented salespeople are difficult to find, recruit and retain. There are three major drivers in recruiting employees...
- White papers 2003-01-01
- Sibson Consulting's 2005 Survey of Sales Growth Trends and Priorities
- In the wake of extended cuts in headcount and sales capability, companies are rebuilding to defend market and capture new growth opportunities. With the economy improving, companies are aggressively recruiting and increasing sales headcount, raising quotas and pursuing new coverage strategies. These are the key findings from a 2005 Sibson...
- White papers 2005-10-27
- New York Blues Plans Deploy Onyx CRM to Standardize Processes Across Divisions; Centralized System Helps Company Manage Growth and Drive Sales Effectiveness
- BELLEVUE, Wash. -- OnyxR Software Corporation (Nasdaq:ONXS) today announced that BlueCross BlueShield of Western New York and BlueShield of Northeastern New York, two divisions of one of New York's leading health plans, have successfully implemented Onyx CRM ("sales force automation") to manage growth and standardize business processes. Over 200 employees...
- Research articles 2004-12-07
- Centra's Online Learning and Training Software Increases Customer Retention and Technical Support Efficiency at Cognex
- LEXINGTON, Mass. -- World's leading supplier of machine vision systems improves global learning initiatives for customers and sales force
- Research articles 2005-06-13
- Measuring Marketing Performance
- Marketing is a necessary investment for generating and maintaining profit, rather than just an expense. Finding, getting, and retaining business costs money. As a result, marketing executives need to know the return on investment ROI of their marketing expenditure. However, measuring marketing activities can be problematic. To take a simple...
- Articles 2007-11-26
- Competing For Profits
- The true test of a marketing program is to deliver products and services that are both competitive and profitable. To do this you need to understand the factors that differentiate your business from your competitors and focus on developing your strengths. In some cases that means enhancing your products or...
- Articles 2008-01-03
- Using Telemarketing to Support Marketing Campaigns
- Telemarketing can be an effective tool for increasing sales and customer response rates. Customers often find it simple and convenient to do business over the phone.When incorporating telemarketing into your sales program, take a systemic approach, using it to enhance other sales and marketing programs. Telemarketing provides opportunities to increase...
- Articles 2007-09-28
- Using Your Marketing Database Effectively
- The information in a marketing database can be used to achieve significant business benefits by supporting and improving performance across the whole spectrum of sales and marketing techniques. Collecting and using data on your customers and your markets helps you gain a better understanding of the market so you can...
- Articles 2008-03-03
- Polycom Inc. Q3 2007 Earnings Call Transcript
- Question-and-Answer Session Operator Yes, thank you. [Operator Instruction]. Our first question comes from the line of John Anthony from Cowen & Company. Please proceed with your question. John Anthony - Cowen & Company Good afternoon, guys. Couple of question, but before we get started did...
- Earnings calls 2007-10-18
- Using Networked Marketing Tools
- Networked marketing tools enable you to improve your performance in areas such as sales force management, communications, fulfillment, billing, service, and support. They can provide all the information you need to understand customers' preferences, needs, and interests. They offer a cost-effective method of converting prospects into profitable customers and make...
- Articles 2007-12-07
- Using Podcasting to Promote Your Business
- Businesses use podcasts, a marketing and communication tool, to publish audio content on a variety of topics. Interested listeners can then subscribe to the podcast so they are informed when a new one is posted. Podcasts provide a regular form of communication that can increase marketing reach and visibility, as...
- Articles 2007-12-04
- Palomar Medical Technologies Q4 2007 Earnings Call Transcript
- Question-and-Answer SessionAt this time, we will open the floor for questions. Operator Instructions. Your first question comes from the line of Dalton Chandler with Needham & Company. Please proceed. Dalton Chandler - Needham & Company Good morning. Joe Caruso Good morning, Doug. Dalton Chandler - Needham & Company...
- Earnings calls 2008-02-10
- Cyberonics, Inc. F3Q08 (Qtr End 1/25/08) Earnings Call Transcript
- Question-and-Answer SessionOperator Operator instructions The first question comes from Thomas Gunderson of Piper Jaffray. Thomas Gunderson - Piper Jaffray Good morning. I am going to focus on epilepsy for three questions if I could. On the price increase you took in January, could you...
- Earnings calls 2008-02-27
- Corporate Executive Board Company Q3 2008 Earnings Call Transcript
- Question-and-Answer Session Operator Operator Instructions Your first question comes from Analyst for Brandt Sakakeeny - Deutsche Bank Securities. Analyst for Brandt Sakakeeny - Deutsche Bank Securities Could you comment on if the current environment changes your dividend policy in any way? Joyce Liu We remain very confident in our...
- Earnings calls 2008-10-23
- Heartland Payment Systems, Inc. Q3 2008 Earnings Call Transcript
- Question-and-Answer Session Operator Operator Instructions Your first question comes from Patrick Burton - Citigroup. Patrick Burton - Citigroup My question will be: Did you guys see another turndown in the customer base in October and, if so, have you factored that into the forward-looking fourth quarter guidance?...
- Earnings calls 2008-11-04
- The Science of Sales Presentations
- Want a sales presentation that actually help you sell? I recently had a conversation with Harvard psychology professor Stephen M. Kosslyn, who's taken latest scientific research on perception, memory and cognition and applied it making sales presentations more effective. Here are eight tips, based on the...
- Blog posts 2009-08-05
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