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IndustryWeek
April 21, 2010 |
Consider This -- Using Pricing as a Competitive Advantage Here are three tried and tested pricing strategies to help manufacturing companies climb to the top of the heap in this time of economic recovery.   |
CRM
March 1, 2008
Anupam Agarwal |
Bringing Science to Sales Existing CRM deployments can help with mastering the art of the deal. |
CRM
October 1, 2007
Anupam Agarwal |
Keeping Pipeline Insights Actionable Existing CRM technology assets can drive incremental growth by improving sales pipeline management. |
CRM
March 20, 2015
Russ Chadinha |
The Time Has Come for CPQ Software Capture profitable growth by adding CPQ to your company's CRM solution. |
CRM
August 4, 2015
Oren Smilansky |
Brainshark Adds Analytics to the Sales Accelerator Improved analytics give reps a fuller picture of rep performance throughout the sales cycle. |
IndustryWeek
August 18, 2010
Wilbur Reid |
Consider This -- Why Companies Need a Chief Pricing Officer In the new order, the rise of strategic pricing roles such as a chief pricing officer and supporting pricing team will help companies achieve strong financial performance. |
CRM
November 6, 2015
Alex Hoff |
Value -- not Volume -- Drives Profitable B2B Sales Looking for value from each customer contract, based on data-driven decision-making, nets high profitability over the long run. |
CRM
October 12, 2011 |
SutiSoft Releases SutiCRM 5 The new release of its SutiSoft's Web-based CRM solution has additional features and enhancements. |
IndustryWeek
April 1, 2008
Nick Zubko |
Price Check on Manufacturing A benchmarking survey polled more than 500 pricing professionals in manufacturing, distribution and industrial services to shed light on their methods, perceptions and trends in pricing practices and capabilities. |
CRM
March 1, 2004
Michael Fields |
Cingular Wireless Cingular employed CRM because its goal was to build a world class sales organization. To attract professional B2B salespeople we wanted to have common sales processes, along with the best tools available to support their needs. |
CRM
June 2004
Emmy Favilla |
CRM in Action: ON Semiconductor Knows When the Price Is Right A mission to improve price execution. |
CRM
January 2014
Denis Pombriant |
Data Drives Metrics Gain a clear understanding of the state of your sales pipeline |
IndustryWeek
January 1, 2008
Nick Zubko |
Regaining Cost-Consciousness The A&D industry wakes up to new ways to reduce procurement costs. |
CRM
August 2003
Martin Schneider |
Balancing Act No longer do companies have to choose. It is now possible to use CRM to increase productivity and build relationships in all customer-facing areas of the business. |
CRM
October 18, 2004
Jason Compton |
Mobile CRM Seals the Deal for Cingular The wireless provider vastly improved interaction with its growing field sales force. |
CRM
November 9, 2015
Michael Rooney |
Finding Lost Sales Revenue: It's All About the Process Getting a well-defined sales process in place is important. Having it adopted and automated is even better. |
CRM
May 1, 2008
Christopher Musico |
Tech Solution: Price Optimization Tools Use technology to help you price products and services to stay competitive while still ensuring profitability. |
CRM
July 14, 2015
Doug Winter |
Pulling Back the Curtain on "Content in Context" B2B sales and marketing organizations are beginning to understand the competitive advantage they achieve by serving sales reps contextually relevant collateral for each sales conversation. |
Wall Street & Technology
February 27, 2005 |
Support Needed Financial institutions that want to boost their retail investment businesses need to provide better support to their reps and advisers, according to a recent study by Financial Insights. |
CRM
December 15, 2015 |
Insite Software Acquires Storyworks1 The acquisition of StoryWorks1 bolsters Insite's connected commerce platform strategy with rich functionality for digitally enabled B2B selling. |
CRM
May 28, 2015
Oren Smilansky |
LiveHive Releases Group-Email Features for Sales Organizations New email automation tools give sales teams a deeper understanding of prospects' engagement. |
CRM
November 24, 2015
Oren Smilansky |
Front Row Solutions Adds Sales Rep Mapping Tools to its Reporting System Geolocation features give sales managers greater visibility into sales rep activity -- where they are and what they're doing. |
Global Services
November 29, 2007 |
The Future of Deal Structures Business the world over is getting savvier -- and that also goes for outsourcing, as market trends today portend some notable shifts in IT and Business Process Outsourcing deal structures for 2010. |
IndustryWeek
April 1, 2008
Nick Zubko |
From Parts Unknown How to identify what might be missing from your parts pricing strategy. |
CRM
July 29, 2011
Dan McDade |
The Sales Lead Paradox Two lead generation strategies and why fewer sales leads are better |
CFO
June 1, 2011
Russ Banham |
The Price Is (More) Right Improved technology -- and leadership from finance -- may help companies optimize their margins. |
CRM
November 24, 2014
Maria Minsker |
IBM Launches B2B Commerce Tool New solution helps businesses bring B2C selling capabilities into the B2B space. |
Global Services
July 11, 2008
Lisa Ross |
Trends in Pricing of FAO Contracts Finance and accounting outsourcing contract pricing is less standard and more case-by-case. Thus pricing is the most debatable part of such contract discussions. |
Pharmaceutical Executive
August 1, 2005 |
Backpage: Feet-on-the-Street Interview A new survey asked pharmaceutical reps how their job has been changing. One bit of good news: A few reps think it's easier to get past the receptionist's desk. |
Entrepreneur
December 2003
Kimberly L. McCall |
End Game The year's almost over, but it's no time to let your guard down. What can you do to keep sales from going into hibernation? |
Pharmaceutical Executive
April 1, 2009
S. Kent Stephan |
Retooling the Pharma Marketing Model It's time for pharma market research to advance science-based decisions and foster judgement calls. |
Pharmaceutical Executive
July 1, 2005
Mark A. Stiffler |
Sales Management: Pay-for-Performance Incentive management helps align sales force strategy with pharmaceutical reps' compensation. |
CRM
April 2004
Emmy Favilla |
Midsize Companies, Mammoth Results You don't have to be a huge corporation to get a big return on your CRM investments, and these 10 midmarket businesses prove it. |
CRM
August 22, 2014
Chuck Ganapathi |
A Back-to-Basics Guide to CRM Adoption When we realize that CRM systems have been optimized for the company and not for the end users, we can change our approach to create a mutually beneficial process and outcome. |
Search Engine Watch
January 7, 2011
Derek Edmond |
B2B Search Engine Marketing: Goals for 2011 New challenges will bring new opportunities this year. Use these strategies to help you attain your B2B search marketing goals. |
CIO
January 26, 2012
Kim S. Nash |
Pricing Done Right Setting prices is a strategic decision that needs C-level attention. Your profits depend on it. |
CIO
December 1, 2002
Susan H. Cramm |
The CIO's Green Mile Ease the pain of your budget presentation |
PHONE+
November 24, 2009 |
Ethical Dilemmas in the Channel Josh Anderson, CEO of Telephony Partners presents ethical dilemmas that have happened in the indirect sales channel. Suppliers and partners provide their input on how to handle the dilemmas. |
Entrepreneur
February 2004
Kimberly L. McCall |
Short and Sweet Speeding up your regular sales cycle is an excellent way to make your company's profits soar sky-high. So what are you waiting for? |
Search Engine Watch
April 29, 2011
Derek Edmond |
How to Establish a B2B Social Media Benchmarking Plan Some ways you can develop performance measurements for social media initiatives that tie into the search engine marketing needs of your clients. Also: tips on establishing metrics aligned to your Internet marketing objectives. |
CRM
November 14, 2014
Samantha Stallard |
5 Tips for Effective B2B Content Marketing Have a strategy that supports your goal. |
CRM
October 7, 2014 |
Salesforce.com Announces Service Cloud1 and Sales Cloud1 Both Service Cloud1 and Sales Cloud1 provide a string of new mobile apps to help businesses better deal with customers and sales prospects. |
CRM
September 12, 2014
Lisa Stuardi |
Transform Sales Training with Just-in-Time Video In-context messaging can improve efficiency and reduce costs. |
CIO
June 15, 2002
Meridith Levinson |
How to Grow Your B2B Network Forget the 80/20 rule, and stop wasting money. You need to get the rest of your trading partners online to reap a real return from e-commerce. Why you should recruit more trading partners for B2B e-commerce, five strategies for signing up partners, and incentives for e-commerce resisters. |
Finance & Development
March 2011
Lora & Pages |
Face-to-Face with Productivity It is not lack of investment but inefficient production that holds back Latin American incomes. |
CFO
June 1, 2010 |
How to Turn Off Your Customers A survey reveals the worst practices of sales reps. |
CRM
January 2016
Robert Wollan |
B2B Customers Want a Good Experience, Too Products and pricing alone won't cut it; B2B vendors need to deliver valued experiences |
PHONE+
April 15, 2009
James O. Warren |
Playing By the Channel Sales Rules A quintessential document outlining the guidelines for direct and indirect sales representatives to avoid or resolve channel conflict. |
CFO
June 1, 2008
Yasmin Ghahremani |
But for You I'll Charge an Additional 10% Pricing software can spot pointless discounts and other profit-killers, but it isn't cheap. |
| Knowledge@Wharton |
Making the Case for Outside Sales Reps The payoff for a productive relationship with an outside sales force can be substantial... |
