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- Five Strategies for Selling During a Recession
- Are these the worst of times? Or are they the best of times — to prove your product's value, snatch up top talent, and make your regular customers feel special? Depends on your perspective. ...
- Articles 2009-06-26
Additional Resources
- How to Sell Like IBM
- Downturn? What downturn? Learn the sales techniques Big Blue uses to maintain momentum in a tough economic climate.Closing a sale is never easy, but when the economy goes into a ditch, it gets tougher still. Yet despite the 2009 downturn, IBM has been able to maintain momentum by expanding its...
- Articles 2009-06-22
- IBM's Secret for Making the Sale
- The economy may be in the tank, but IBM still makes salesmanship look easy. How? The secret lies in rigorous research, a focused strategy, and patient execution. Tip 1: Build Credibility That Counts In 2005, Jim Adams, executive...
- Articles 2009-06-22
- Three Cool Products That Failed to Sell
- Three Cool Products That Failed to SellRE: Three Cool Products That Failed to Sell#1 - ?#2 - Soylent Green#3 - Jurrasic ParkRE: Three Cool Products That Failed to SellOK. All three films have been identified, I suspect on the basis of the clues that I provided. The Bell...
- Discussion threads 2008-08-25
- QUIZ: Lower the Price or Sell Value?
- Scenario: You've got a product that that's massively better than the competition AND costs you massively less to manufacture. Do you lower the price to reflect your lower costs? Or do you raise the price over the competition to reflect your product's superiority? Please vote: [poll id="201"]...
- Blog posts 2009-05-05
- Data points: OS/2 in the retail channel. (IBM's OS/2 Warp sales campaign yields poor results)
- IBM's year-long effort to sell OS/2 Warp as a consumer operating system has fizzled like a wet firecracker, judging from the latest channel statistics from PC Data, a research firm that tracks sales across 19 major retail chains. In April, PC Data founIBM's year-long effort to sell...
- Research articles 1995-06-30
- Software Licensing, Business Practices at Heart of IBM Mainframe Criticism
- IBM critics say that Big Blue has used anticompetitive practices to keep its tight hold on the global mainframe market, including withholding software licenses to punish customer and competitors looking to bring legacy workloads to non-IBM systems, and closely tying its mainframe software and hardware. Federal regulators are now taking...
- News items 2009-10-08
- Five Signs Your CRM System is Failing.
- There are five red flags that signal when a CRM system is more bother than it's worth. If your CRM system has two or more of these flags, your sales team is in big trouble: RED FLAG #1: Management must force people...
- Blog posts 2008-02-15
- VMware's next move may be middleware buy
- IDG News Service - VMware will gain a substantial footprint in enterprise Java application development with its pending acquisition of SpringSource, which was announced Monday. But the virtualization giant may follow up that move -- made in support of a new PaaS platform as a service cloud-computing strategy -- by...
- News items 2009-08-11
- IBM Preparing Advanced Cloud Services
- When you hear that IBM is creating a mashup service for Cognos 8, its business intelligence group, what's really happening is a lot more than an application programming interface API that will let corporate programmers pull data from their employers' installations of Cognos into web applications on an intranet. What...
- Blog posts 2009-10-27
- How to Sell Manager-To-Manager
- At the highest level, B2B sales is really M2M sales. If you want to build a strong customer relationship that's mutually profitable, you must be capable of managing some function of your customer's business better than the customer could do it alone. And that means you've got...
- Blog posts 2007-10-25
- Create, Own, and Sell a Bold New Idea
- Let's face it. Many of the survival ideas for business owners and managers in times of crisis we are hearing today can be summarized in just a few lines: Don't stop investing Cut smart Help your customers Listen to your employees Have your...
- Blog posts 2009-01-14
- Three Cool Products That Failed to Sell
- One of my hobbies is something called "retro-tech" -- cool products that were way ahead of their time. Retro-tech interests me because such product illustrate eternal truths about sales and marketing. Here are three of my favorites, from three different decades, each with a brief description of...
- Blog posts 2008-08-23
- Business Objects Q3 2007 Earnings Call Transcript
- Question-and-Answer SessionOperator [Operator Instructions] Your first question comes from the line of Mohammed Moawalla with Goldman Sachs. Mohammed Moawalla – Goldman Sachs Yes good morning. John, can you elaborate a little bit around some of the weakness in the quarter and just indicate whether some of...
- Earnings calls 2007-10-24
- Foundry Networks Q1 2007 Earnings Call Transcript
- Question-and-Answer SessionOperator Operator Instructions. It looks like first we'll go to the side of Cobb Sadler from Deutsche Bank. Go ahead please. Cobb Sadler - Deutsche Bank I think if I'll -- I had a question on the XMR MLX router. If I just make sure I've my numbers...
- Earnings calls 2007-04-26
- Be a Consultant = Lose the Sale, Pt. 2
- In yesterday's post, I explained that it's the kiss of death if customers see you as a CONSULTANT. Instead, you need to be seen as a MANAGER. To make this point clear, here's a classic example: IBM. Back in the '70s and early '80s, IBM comprised...
- Blog posts 2007-10-24
- A bad week for Bear Stearns alumni
- NEW YORK Fortune -- The $20 million insider-trading ring that the U.S. government alleges was masterminded by billionaire hedge-fund manager Raj Rajaratnam also included two former Bear Stearns hedge-fund managers. According to two federal complaints, two of Rajaratnam's partners in the alleged crimes were Mark Kurland, of Mount Kisco, N.Y.,...
- News items 2009-10-19
- Microsoft Should Acquire Sun Now
- Microsoft has a perfect opportunity to swoop in and snag Sun, accomplishing several goals at once. While most reports have noted that the collapse of the merger talks between Sun and IBM represents an opportunity for HP, Cisco or some other infrastructure vendor to step into the breach and acquire...
- Blog posts 2009-04-05
- HP's Hurd: Cloud computing has its limits (especially when you face 1,000 attacks a day)
- HP CEO Mark Hurd is big on cloud computing, but acknowledges its limits. For instance, HP "wouldn't put anything material in nature outside the firewall." The message: The cloud has its place, but there's a vast difference between private and public computing. Hurd's talk, a Q&A with Gartner analysts David...
- News items 2009-10-20
- Lexmark International Q1 2007 Earnings Call Transcript
- Question-and-Answer SessionOperator Operator Instructions Your first question is coming from Tony Sacconaghi with Sanford Bernstein. Please go ahead. Tony Sacconaghi - Sanford Bernstein Yes, thank you. I just wanted to probe the investments in brand development and demand generation a little further, how long do you think you have...
- Earnings calls 2007-04-24
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