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From “Techno Message” to “Business Message”: Developing a Return-on-Investment Sales Tool Internally
“We can’t just state ‘our product will let you do more.’ Instead, we have to go the next step and say by…
More It is said that Marketing is a luxury, especially in B2B or Industrial Markets. When the economic outlook is poor, many firms…
More Earlier this month, we examined compensation packages for revenue generators. In regards to compensation plans in which sales people put 100% of…
More There are four basic growth strategies for firms to increase their revenues. These are penetration, geographic, horizontal, and vertical. Each growth strategy…
More A necessary process for every new business is attaining sufficient capitalization for developing their product/service, operations, and market. That need for the…
More What questions should a business manager ask in the interview process in selecting a sales person? How should she create the sales…
More A danger in all firms is myopia. Companies can focus too long on creating excellence using internal data while the competitive landscape…
More Getting new ideas to market proves a challenge for any enterprise. Determining the correct target, value proposition, and story to tell customers…
More At the Realities of Wireless in Customer Relationship Management event, hosted by the e-Business Roundtable of the University of Chicago GSB, experts…
More A difficulty of fundamental research is that scientists rarely know exactly how a discovery will be manifested in the marketplace, that is,…
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