Selling to the C-Level: How to Convince Company Leaders to Buy
sponsored by ZoomInfo
WHITE PAPER:
This paper examines how to conduct successful C-level sales calls and the psychological strategies and linguistic tactics that help you convince company leaders to buy. Read on to learn the five steps for conducting the successful C-level sales call.
Posted: 09 Nov 2009 | Published: 09 Nov 2009
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Using Performance Drivers to Enhance Business Success: Identifying, Visualizing and Analyzing Key Performance Drivers (KPD metrics)
sponsored by myDIALS Inc.
WHITE PAPER:
This paper examines performance metrics and focuses on the nature, identification and use of Key Performance Drivers to enhance business success. It illustrates how these KPD metrics can be visualized and logically related to the Key Performance Indicators that measure those outcomes.
Posted: 04 Nov 2009 | Published: 04 Nov 2009
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Force.com Cloud Platform Drives Huge Time to Market and Cost Savings
sponsored by Salesforce.com
WHITE PAPER:
IDC White Paper: Force.com Cloud Platform Drives Huge Time to Market and Cost Savings Learn how companies like yours built custom apps 4 - 5 times faster at half the cost with Force.com Platform.
Posted: 30 Oct 2009 | Published: 30 Oct 2009
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Streamline Your Business, Accelerate Your Growth: Using an Affordable Application Built for Small Businesses
sponsored by SAP AG
WHITE PAPER:
The SAP® Business One application offers a single, affordable way to manage your entire business – from sales and customer relationships to financials and operations. Designed specifically for small businesses, it helps you streamline processes, act on timely information, and accelerate profitable growth.
Posted: 26 Oct 2009 | Published: 26 Oct 2009
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Optimizing the Order-to-Cash Process: Managing Documents throughout the Process
sponsored by Dolphin Corporation
WHITE PAPER:
This paper examines an array of solutions for SAP customers to optimize the Order-to-Cash processes in ways that contain costs and achieve optimum organizational efficiency, high customer retention and successful cash management.
Posted: 21 Oct 2009 | Published: 21 Oct 2009
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Sales and Marketing: The New Power Couple
sponsored by Microsoft
WHITE PAPER:
This white paper will review the obstacles to making business development a team sport and then will present best practices around people, process and technology for aligning the sales and marketing organization.
Posted: 18 Aug 2009 | Published: 18 Aug 2009
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Improving Sales Productivity: An Opportunity for Sales and IT Leadership
sponsored by Microsoft
WHITE PAPER:
The main focus of this white paper is about revealing key factors in sales rep productivity, including what helps improve their efficiency (increasing selling time) and effectiveness (getting better results from the available selling time). Both are important and require strong leadership and teamwork between the sales and IT departments.
Posted: 18 Aug 2009 | Published: 18 Aug 2009
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It's Time to "Go Commando"
sponsored by Birst
WHITE PAPER:
Commando teams carefully plan and execute to reduce risk and achieve success. Read this sales survival guide to learn how to - and why you should - adopt this philosophy and the main factors to focus on that will ensure your sales organization not only survives 2009 but comes out of it successfully.
Posted: 19 Jun 2009 | Published: 19 Jun 2009
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Ride the Express Lane in the Journey to Speed ITIL® Adoption
sponsored by BMC Software, Inc
WHITE PAPER:
The journey to ITIL is challenging and requires clarity of vision and a disciplined execution to achieve that vision. By following ITIL practices, your IT organization will become more closely integrated with the business. BMC recommends making the journey to ITIL in a sequence of six incremental steps, the phases of which are driven through...
Posted: 18 Jun 2009 | Published: 18 Jun 2009
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Unlock the Hidden IT Opportunities in Troubled Economic Times
sponsored by BMC Software, Inc
WHITE PAPER:
IT executives are under intense pressure to cut costs, and that pressure is significantly increased by the current grim economic outlook. So, how can your organization weather this economic storm? Surprisingly, a variety of opportunities for IT are hidden within today's financial challenges. Learn how with the right approach, processes, and...
Posted: 18 Jun 2009 | Published: 18 Jun 2009
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Visibility Through The Funnel: Integrating Advanced Analytics with Salesforce for Greater Insight in the Business
sponsored by SAP BusinessObjects
WHITE PAPER:
This Beagle Research Group Profile examines how analytics solutions such as OnDemand solutions by Business Objects can help Salesforce users to strategically leverage sales and other data.
Posted: 17 Jun 2009 | Published: 17 Jun 2009
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Retailers' Response to the Global Economy Downturn - Enabling Immersive Shopping Experiences
sponsored by Oracle Corporation
WHITE PAPER:
This white paper will explore the global retail industry's movement towards the attainment of total immersive shopping experience (ISE) abilities, and discuss how integrated customer relationship management (CRM) software suites will represent the key technological enabler to achieve this fundamental strategic business objective.
Posted: 10 Jun 2009 | Published: 10 Jun 2009
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Connect and Empower Mobile Salespeople
sponsored by Oracle Corporation
WHITE PAPER:
Read this free white paper to see how mobile CRM will give your sales team a winning record on the road.
Posted: 10 Jun 2009 | Published: 10 Jun 2009
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Self-Service That Really Serves
sponsored by Oracle Corporation
WHITE PAPER:
To truly meet the demands of the informed consumer, self-service solutions must have fully integrated e-commerce and e-billing systems that accommodate every aspect of the online customer experience. Read this free white paper to learn about all-in-one systems that build your brand and keep customers coming back.
Posted: 10 Jun 2009 | Published: 10 Jun 2009
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Best Practices of the Best-Run Sales Organizations
sponsored by SAP AG
WHITE PAPER:
Leadership teams in today's strongest sales groups have discovered best practices to achieve exponential results. This SAP Executive Insight looks at leading-edge companies and examines how they excel in areas where most sales organizations struggle.
Posted: 08 Jun 2009 | Published: 08 Jun 2009
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Working the Way Salespeople Work
sponsored by Oracle Corporation
WHITE PAPER:
This paper explores how the right mobile CRM application, one designed with the sales staff in mind, can lead to greater sales productivity, reduced costs, shortened sales cycles and increased revenue.
Posted: 04 Nov 2008 | Published: 04 Nov 2008
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It's All about the Salesperson: Taking Advantage of Web 2.0
sponsored by Oracle Corporation
WHITE PAPER:
This paper examines the challenges salespeople face, the growing Web 2.0 trend in the enterprise, and the drivers for a new breed of social applications that complement traditional CRM systems to help sales users close more deals quickly.
Posted: 19 Sep 2008 | Published: 19 Sep 2008
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Driving Your Channel Business: Leverage Information Technology to Improve Partner Relationships and Boost Channel Performance
sponsored by SAP AG
WHITE PAPER:
This white paper discusses key channel business trends, highlights the complexities and challenges of different channel models.
Posted: 17 Sep 2008 | Published: 17 Sep 2008
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Software as a Service Dramatically Improves CRM Success
sponsored by Oracle Corporation
WHITE PAPER:
Explore the results of this Yankee Group study aimed at determining how on-demand technology can be used to improve sales effectiveness. Gain a deeper understanding of the difference between sales administration and sales effectiveness and the role technology plays in driving revenue.
Posted: 02 Jun 2008 | Published: 02 Jun 2008
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CRM without Compromise: A Strategy for Profitable Growth
sponsored by SAP America Inc
WHITE PAPER:
This white paper describes the concept of “CRM without compromise,” elucidating how organizations can maximize their results by taking a more structured, holistic approach to CRM across the enterprise to gain a competitive advantage and profitable growth.
Posted: 07 Nov 2007 | Published: 07 Nov 2007
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CRM Your Salespeople Will Love
sponsored by Oracle Corporation
WHITE PAPER:
Customer Relationship Management (CRM) can bring enormous benefits to companies, but only if users adopt it. Explore user adoption problems and an overview of the newest CRM features designed to drive ease of use and high rates of user adoption.
Posted: 26 Sep 2007 | Published: 26 Sep 2007
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