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July 30, 2010 11:10 PM
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 30, 2010 11:10 PM
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 30, 2010 11:10 PM
These are the days that give those who are truly salespeople the opportunity to differentiate themselves from the pack.
July 30, 2010 11:16 PM
Under a new arrangement, Citrix has selected Callidus Software's Plan Communicator and TrueQuota software applications.
July 30, 2010 11:16 PM
ClearOne, a global provider of audio conferencing products, has announced the debut of its ClearPresence Dual Media Cart.
July 30, 2010 11:18 PM
Audio conferencing solutions provider ClearOne has introduced the CHAT 60, a personal speakerphone designed for use with Skype software.
July 30, 2010 11:11 PM
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 30, 2010 11:11 PM
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 30, 2010 11:18 PM
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 30, 2010 11:20 PM
CloudShare, formerly IT Structures, has announced the availability of its Virtual Sales Engagement platform on salesforce.com's AppExchange.
July 30, 2010 11:15 PM
Customer anxiety and cutbacks are the biggest factors influencing marketing budget allocation in 2009.
July 30, 2010 11:13 PM
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 30, 2010 11:12 PM
CMOs are feeling better about the economy, but they're not about to spend more on traditional advertising.
July 30, 2010 11:10 PM
Overall brand value dips for first time in rankings’ history.
July 30, 2010 11:14 PM
Coca-Cola Israel has incorporated in-store digital media into their entire below-the-line (BTL) media plan for 2009.
July 30, 2010 11:20 PM
Financial software developer CODA has released a new version of its CODA Financials Solution, specifically geared toward mid- and large-sized retail companies.
July 30, 2010 11:14 PM
Why is it that people have a phobia of making introductions by phone? If anything, the phone gives you the comfort of anonymity and space that potentially could ease a first interaction. The phone gives you the ability to be anywhere, anytime.
July 30, 2010 11:13 PM
Excerpt from "S.A.L.T. & Pepper," co-authored by Rick Miller Many retail employees ask, "How can I get out of this job?" Very few ask themselves, "What can I get out of this job?" The story about Hank Davis and how he learned what he needed to do to become successful can answer that question. We think the big company that provides mom-and-pop service will win just about all of the time.
July 30, 2010 11:14 PM
In the lifecycle of a client engagement, there are multiple opportunities to communicate your value to a client. In fact, before you've even started to engage with executives in the client organization, you should start thinking about the value of your solution.
July 30, 2010 11:10 PM
New study shows direct-mail pieces can sway consumers' attitudes.
July 30, 2010 11:16 PM
A study by Empathica Partners and Aberdeen Group details how organizations can grow during the recession by focusing on customer feedback and implementing change.
July 30, 2010 11:12 PM
Win-loss research not only provides a valuable source of competitive intelligence, it also sheds light on the internal working of a company's sales processes and cycles.
July 30, 2010 11:13 PM
Small and mid-size manufacturing companies frequently believe their limited financial resources prevent them from doing much to determine their competitors' intentions or capabilities. In truth, a good deal of competitive information is either free or can be acquired at the cost of a phone call, photocopies, or the time to go and find it.
July 30, 2010 11:10 PM
Beginning this week, McDonald's is expected to launch the long-awaited national campaign for its new coffee line, touted as the biggest launch in the restaurant chain’s history.
July 30, 2010 11:18 PM
Compiere, a provider of open-source and cloud-based ERP solutions, has announced the availability of its ERP Connector for Salesforce.com's AppExchange.