| 1. |
Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price ( Pages)
by Tom Sant
Sep 25, 2006
Abstract : There are many consultative sales methods. Each has unique strengths and techniques, but they all try to focus on what matters to the customer. To improve your win ratio, there are seven questions you must first be able to answer.
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| 2. |
SAP Users Speak Out on Credit and Collections Shortcomings ( Pages)
by Steve McVey
Feb 1, 2000
Abstract : A recent survey of companies which have implemented SAP Accounts Receivable reveal more than a few areas where the system failed to deliver. Although nearly all reported one or more influences on credit and collections that did not relate to SAP, 70% of them felt shortcomings of SAP's A/R module were at least partly to blame for the observed rise in Days Sales Outstanding.
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| 3. |
Transition for Manhattan Associates Necessary for Long Term Growth ( Pages)
by Steve McVey
Feb 1, 2000
Abstract : Based in Atlanta, Georgia, $78 million Manhattan Associates, Inc. develops, markets, and supports supply chain execution systems for distribution center management and Internet fulfillment. 1999 was a difficult year for the vendor, marked by reorganization and management turnover in the midst of rapid corporate expansion. Completing its transition to an Internet enabler will be important for Manhattan's long term future.
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| 4. |
Solomon Stands the Test of Time Despite Changing Masters Part Three: Product Differentiators ( Pages)
by P.J. Jakovljevic
Sep 5, 2003
Abstract : Of all the MBS' products, Solomon is apparently the purest in terms of a standard Microsoft technology stack, and without any proprietary additions. Furthermore, its sharp focus solely on Microsoft technology from ground up, coined in ''the power of one'' motto (one OS platform - Windows XP/NT/2000, one database platform - MS SQL Server, one development environment - MS Visual Basic, etc.), also presents an attractive, risk-adverse option for penny-pinching mid-market customers. Solomon IV has consequently been very competitive in speed of implementation, feasibility of customization, total cost of ownership (TCO), and price/performance ratio.
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| 5. |
Improving Your Demo-To-Win Ratio - Bridge Building ( Pages)
by Bob Riefstahl
Jul 10, 2002
Abstract : Ask yourself this simple question: “Have I ever lost a deal to an inferior product?” If your answer is yes, I’ll guarantee that one of the prime reasons for your defeat was because your competitor was a more effective Bridge-Demonstrator.
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| 6. |
Improving Your Demo-To-Win Ratio - Bridge Building (6 Pages)
by Bob Riefstahl
Oct 10, 2001
Abstract : Ask yourself this simple question: “Have I ever lost a deal to an inferior product?” If your answer is yes, I’ll guarantee that one of the prime reasons for your defeat was because your competitor was a more effective Bridge-Demonstrator.
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| 7. |
The Reinvention of Software Vendors and End-User Value ( Pages)
by Olin Thompson
May 9, 2003
Abstract : Application vendors are focusing on their install base as their primary source of revenue while cutting costs to provide profitability. Most vendors will tell you that they are both new account and customer oriented, and some have struck this balance. But the vast majority have been worshipping at the Wall Street idol of new accounts for so long that the reality is, they have a new account business model.
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| 8. |
Stand Up, Sit Down...Don't Fight,Fight,Fight ( Pages)
by Ross Jacobsen
Sep 3, 2002
Abstract : Can you relate to the following software demo situation? Jennifer, the sales engineer, is at the keyboard. She’s on a roll. She’s been setting the stage to show how her price matrix capability will eliminate costly errors. This is all-important to the prospect. She has the audience’s full attention and is steadily moving them toward her objective. Suddenly Robert, the account executive, interrupts from the back of the room. “Jennifer, I think this would be a great time to show how the information you’re working with updates the data warehouse and is immediately available for sales analysis purposes.” Everybody shifts their attention from Jennifer and the all-important price matrix capability to Robert and the equally important data warehouse function. In an instant, the momentum Jennifer has been building dies.
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| 9. |
Back to the Future: Olde JWT Comes Back and Agency.com Feels the Pinch ( Pages)
by R. Krause
Aug 16, 2000
Abstract : When Lipton Brisk hired web expert Agency.com over JWT it got them more than it bargained for: an agency full of ideas that clashed with their image. JWT's persistence at getting its account back is an example that new and exciting and technology expertise doesn't buy much for pure plays if they don't understand their clients. And the world is changing –back.
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