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- Take the Heartburn Out of Your Annual Sales Plan
- This paper discusses on how to build an annual revenue plan that everyone supports. It deduces that what are the alternatives for higher numbers in revenue plan. Three models i.e. bottom-up model, market potential model and resource-based model of sales process system are mainly highlighted in the paper. Read and...
- White papers 2003-01-01
- Making The Forecast - You Can Do It Every Time
- The paper answers the question that why is accurate forecasting so hard? It suggests the typical forecast approach and the better way of doing them along with consistent forecast achievement. It discusses that a process-enabled system can lead to higher sales productivity and improved interdepartmental communications. Find details of...
- White papers 2003-01-01
Additional Resources
- Is Sales Process Wasted Effort?
- Is Sales Process Wasted Effort?Process is required to win.I agree with Julie and Geoffrey--to an extent. To me its a matter of degree. There is plenty of research that shows that companies having no standardized and institutionalized processes by which their salespeople pursue sales opportunities don't sell as...
- Discussion threads 2007-09-27
- T-Systems North America Establishes 5square Relationship to Accelerate Vehicle Sales Process
- ROCHESTER HILLS, Mich. & WESTLAKE VILLAGE, Calif. -- T-Systems North America is working with 5square.com to implement a sales process automation solution to help auto dealers more efficiently capture leads and convert every sales opportunity into a more profitable sale. A T-Systems 5square pilot program of the 5square solution is...
- Research articles 2008-03-10
- Tetra Pak acquires US company Carlisle Process Systems Inc
- NORDIC BUSINESS REPORT-11 April 2006-Tetra Pak acquires US company Carlisle Process Systems IncC1994-2006 M2 COMMUNICATIONS LTD http://www.m2.com The Swiss-Swedish processing and packaging systems provider Tetra Pak said on Tuesday (11 April) that it has agreed to acquire Carlisle Process Systems Inc, the cheese and powder processing business of US...
- Research articles 2006-04-11
- K&V Information Systems ships SALESmanager 4.0; Industry-focused sales-process management including SAP R/3 integration; The first premium turnkey sales force automation solution for pharmaceuticals, consumer goods, finance and industrial goods
- WELLESLEY, Mass.--BUSINESS WIRE--June 10, 1996--K&V Information Systems Inc. today announced the U.S. debut of SALESmanager 4.0, a fully integrated, client/server, sales-process management solution for pharmaceutical, industrial, financial, and consumer-goods markets.
- Research articles 1996-06-10
- Norstan Consulting Solution Strenghtens Sales Process At BindView
- MINNEAPOLIS--BUSINESS WIRE--March 18, 1999--BindView Development Corporation, a Houston-based developer of systems management software products, has implemented an Enterprise Relationship Management ERM solution from Norstan Consulting to manage and automate its sales process. The solution, using Onyx Software's Customer Center application tool, streamlines sales procedures allowing staff to spend more time...
- Research articles 1999-03-18
- Friends Provident powers print on demand with Macro 4; Financial advisers accelerate sales process with local printing solution.
- M2 PRESSWIRE-7 March 2000-MACRO 4: Friends Provident powers print on demand with Macro 4; Financial advisers accelerate sales process with local printing solution C1994-2000 M2 COMMUNICATIONS LTD RDATE:06032000 Friends Provident, a leading insurance and investment company, has implemented an...
- Research articles 2000-03-07
- Automating Sales Processes
- To improve productivity and effectiveness, sales representatives need instant access to up-to-date customer/prospect databases, product feature specs, stock availability, pricing, and delivery timing. Easy, fast access to this information enables salespeople to meet customer demands and sell more. Internet-based sales automation tools provide this kind of access to growing businesses...
- Articles 2007-10-05
- Azerity's ProChannel Standardizes Debit Process for QuickLogic
- QuickLogic uses Azerity's ProChannel to deal with the task of automating and standardizing their sales processes across their distributors, reps, and direct sales force. Their rapid success had stretched the sales systems beyond the elastic limits. The manual systems were time intensive, and due to the disparate systems, management did...
- Case studies
- Flannery Sales Systems, LLC Trains VWR International, LLC With CustomerCentric(R) Sales Process
- Flannery Sales Systems, LLC, a licensed affiliate of CustomerCentric Selling®, today announced that VWR International, LLC has selected and been working with Flannery Sales Systems to provide sales training programs for VWR's sales force. VWR International, LLC, a leader in the global distribution of scientific equipment, supplies, chemicals, and...
- Research articles 2007-12-05
- The Emerging Role of the Sales Manager
- Companies are implementing processes and technology in the hopes of creating effective, efficient, predictable sales forces. Until now, the focus has been on how these changes affect the individual sales person. This paper explore the emerging role of the sales manager, what that role exactly entails, what hinders the sales...
- White papers 2003-01-01
- Increasing the Productivity of Your Sales Force
- The first task of a program to improve sales force productivity is to determine how much time the sales force actually spends selling. Factors such as poor call rates, travel time, sickness, and vacations all serve to reduce potential sales time. Database techniques can improve sales performance by enabling analysis...
- Articles 2007-03-27
- The Failure Of CRM To Break The Wave Pattern Of Sales
- From the executive summary: ‘No matter what the size, truly effective businesses use a systematic approach to all aspects of their operations--from receiving calls to accounting process to shipping products to the end user. Management considers details and measures quality. Sales management is no exception. Although millions of dollars have...
- White papers 2003-10-13
- 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
- Ensuring a Successful Sales Organization: Aligning Sales Methodology and Technology
- Today, numerous SFA vendors offer tremendous functionality. Buyers even have a choice of implementing the software on premise or choosing hosted applications, which can dramatically reduce implementation times and total cost of ownership. Still, a barrier to realizing the full benefit of SFA has been that technology works best when...
- White papers 2004-10-01
- Technology Can Be Bad for Sales
- Technology Can Be Bad for SalesCRMWell, it sounds to me like you've got the right priorities. It's not that CRM is a bad idea in and of itself. But the potential for abuse is enormous. And a lot of time is wasted in most sales environments fiddling...
- Discussion threads 2007-06-11
- Six Sigma For Sales: Truth About The Customers' Needs
- Six-sigma is a data driven, analytical approach towards enhancing the quality of organizational systems, processes, and products. It focuses on eliminating defects throughout the value stream. A focused approach to the sales process is the key to success. Such an approach entails on closing the gap between customer's perception of...
- White papers 2003-01-01
- National Medical Health Card Systems F2Q08 (Qtr End 12/31/07) Earnings Call Transcript
- Question-and-Answer SessionOperator Operator Instructions Your first question comes from the line of David Macdonald with Suntrust. Please proceed. David Macdonald - Suntrust Good morning, guys. A couple of questions. First of all, Stuart, just on the SG&A improvement, is this kind of -- can we think about just as...
- Earnings calls 2008-02-08
- Strategic Sales Management
- Sale is an important activity in an organization. An effective sales process is responsible for nurturing and cultivation of strong customer relations. This, in turn, helps in building customer loyalty with time. Strategic sales management involves effective and efficient handling of systems and processes towards successful sales. It involves careful...
- Presentations 2003-01-01
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