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July 31, 2010 12:10 AM
It's a new year and there are some common themes that are resonating in the strategic plans for those charting a course to succeed, or at least survive, in what is going to be a challenging selling climate.
July 31, 2010 12:10 AM
Tough economic times often go hand in hand with organizational change. The most obvious and often necessary move is to cut jobs when the top line drops, but it is also a time when companies often look to make changes to the structure of their organization. This is certainly not new to the nature of downturns, and it absolutely can be a good time to make change—when it feels like less risk.
July 31, 2010 12:10 AM
Somewhere along the way we lost our ability to write effectively, and the informality of electronic messaging hasn’t helped. Sales professionals, it can be argued, have the greatest opportunity to gain from being more effective in this area. The unfortunate reality is salespeople are some of the worst offenders.
July 31, 2010 12:10 AM
Plenty of companies whose fiscal years end within the next 60 to 120 days are starting to line up the chips on strategic investments—investments they believe will contribute to driving top-line growth in the coming fiscal year. The good news is, there's a tad more predictability as to whether or not the bets will pay off. The bad news is, there are a lot of variables that play a role in determining the potential impact.
July 31, 2010 12:10 AM
Many of us will never forget the harsh business climate of 2009. Most would like to forget it. And yet, in spite of the most brutal business environment since the Great Depression, 2009 was a fantastic year to see true leadership in action.
July 31, 2010 12:10 AM
Is your CRM system helping you to be more effective, or is it just a big myth?
July 31, 2010 12:10 AM
There once was a day when the RFP was largely about driving prices downward, and less about reviewing potential suppliers on the merits of their capabilities and overall fit. It's not that absolute anymore, and it's important to be able to size them up fast for what they are and respond appropriately.
July 31, 2010 12:10 AM
S&MM online columnist Bill Golder and Brian Carroll, author of "Lead Generation for the Complex Sale," discuss sales and marketing alignment issues plauging organizations today.
July 31, 2010 12:10 AM
From cubicles and offices salespeople have been taught to avoid at all costs, the procurement and sourcing professionals have surfaced…and they've become the savior for many CFOs and CEOs looking to reduce costs in this challenging economic storm.
July 31, 2010 12:10 AM
When you compare the resources available to most companies, it hardly ever seems fair. There are always those that have more people, a bigger marketing budget, more offices, more offerings, etc. Name any resource, and you're probably able to point out who has the upper hand and who has the short end of the stick But the most precious of all resources is the one currency that is distributed exactly the same for everyone: time.
July 31, 2010 12:10 AM
Whether uncertain times are specific to the region you lead, your company, your industry or a broader scenario like today, all sales leaders will need to lead their team through a difficult and challenging economic environment at some point in their careers. And when it's here, you can count on increased pressure to produce top line results.
July 31, 2010 12:10 AM
These are the days that give those who are truly salespeople the opportunity to differentiate themselves from the pack.
July 31, 2010 12:16 AM
Under a new arrangement, Citrix has selected Callidus Software's Plan Communicator and TrueQuota software applications.
July 31, 2010 12:16 AM
ClearOne, a global provider of audio conferencing products, has announced the debut of its ClearPresence Dual Media Cart.
July 31, 2010 12:18 AM
Audio conferencing solutions provider ClearOne has introduced the CHAT 60, a personal speakerphone designed for use with Skype software.
July 31, 2010 12:11 AM
How can these gaps be closed? Sales forces need to think differently and understand how to uncover the pain, leverage social media, and incorporate comedy…yes, comedy!
July 31, 2010 12:11 AM
Even if you don't follow up immediately with all customers, it's important to communicate that you have heard them, are taking action and appreciate their participation.
July 31, 2010 12:18 AM
Cloud9 Analytics has introduced its Pipeline Accelerator Suite Enterprise Edition, which integrates pipeline movement with goals (quotas) and actuals (bookings) from external ERP systems such as SAP and Oracle.
July 31, 2010 12:20 AM
CloudShare, formerly IT Structures, has announced the availability of its Virtual Sales Engagement platform on salesforce.com's AppExchange.
July 31, 2010 12:15 AM
Customer anxiety and cutbacks are the biggest factors influencing marketing budget allocation in 2009.
July 31, 2010 12:13 AM
So how can two people—one trained to keep a strict eye on the bottom line and one prone to unrestrictive creative output—work in harmony? Here are a few ways.
July 31, 2010 12:12 AM
CMOs are feeling better about the economy, but they're not about to spend more on traditional advertising.
July 31, 2010 12:10 AM
Overall brand value dips for first time in rankings’ history.
July 31, 2010 12:14 AM
Coca-Cola Israel has incorporated in-store digital media into their entire below-the-line (BTL) media plan for 2009.
July 31, 2010 12:20 AM
Financial software developer CODA has released a new version of its CODA Financials Solution, specifically geared toward mid- and large-sized retail companies.