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 selling scripts


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selling scripts  group tasked with actually selling the product. This practice is unusual among software vendors. Along the same lines, Quality Assurance also reports to Mr. Klink, instead of the vendor standard which is QA reporting to Development. (It's hard for QA to argue a product feature with a developer when he/she is your boss.) The company has established a team-based system pitting development against QA. Development competes based on how fast they can fix a bug, and how low they can keep the bug count. QA

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Software Functionality Revealed in Detail

We’ve opened the hood on every major category of enterprise software. Learn about thousands of features and functions, and how enterprise software really works.

Get free sample report
Compare Software Solutions

Visit the TEC store to compare leading software by functionality, so that you can make accurate and informed software purchasing decisions.

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E-procurement RFI/RFP Template

Buying Entity Features, Selling Entity Features, Consulting services, Marketplace, Asset Management, Product Technology  

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Documents related to » selling scripts

Accelerating (and Fast-starting) the SME Business at Oracle (and SAP) - Part 2


Part 1 of this blog series outlined Oracle’s recent (and seemingly genuine) change of heart and approach towards partnering and catering enterprise applications to small and medium enterprises (SMEs). The analysis then moved onto the Oracle Accelerate program, which was launched about three years ago to allow partners to sell a greater number of smaller projects with fixed time

selling scripts  focused on expansion and cross-selling opportunities. Currently, 27 partners offer 48 Accelerate solutions that are adjacent to ERP in their functional scope. All OBAs are available to certified partners at the “accelerators.oracle.com” site that has four levels of authorization (secure access). Region-wise, the Americas continue to contribute the majority (50 percent) of midsize applications revenue, with Europe, the Middle East, and Africa (EMEA) contributing 35 percent, and Asia-Pacific the Read More

These are the Times of CRM Vindication and Validation - Part 3


Part 1 of this series analyzed two white papers entitled “Customer Relationship Management: The Winning Strategy in a Challenging Economy” and “Maximizing CRM Effectiveness During Lean Times” and authored by Microsoft Dynamics CRM and Oracle CRM, respectively. The blog post made the case for forward-looking enterprises to leverage customer relationship management (CRM

selling scripts  of their time actually selling . Therefore, the time spent on prospecting, building proposals based on knowledge of the prospect’s requirements, and closing deals must be put to good use. The first step to successfully reprioritizing sales investments is to know the organization’s current state of affairs. To that end, companies must identify the strengths and weaknesses of their current sales strategy by scrutinizing key metrics including lead evolution, sales pipeline, quota attainment, and Read More

FRx Poised To Permeate Many More General Ledgers Part One: Executive Summary


FRx Software Corporation, a Microsoft company and a part of Microsoft Business Solutions, might be the best example of Microsoft’s coopetitiveness.

selling scripts  expand their businesses by selling value-added implementation and training services associated with rolling out analytical solutions to new markets at an enterprise level. FRx Software believes the program offered a number of options and benefits for qualifying organizations, since, not only should companies be able to fully resell FRx Software applications, but also significant sales and marketing support has been made available to resellers. That support includes media relations, product collateral, Read More

Made2Manage Systems 'One Year After': Reenergized and Growing Part Four: Quality Management Processes


Made2Manage Systems pledges not to build technology for the sake of technology. Instead, the company plans to focus in on the true needs of its customers and those of the prospective buyers in the target market, while applying forward-looking technology enhancements that protect its customers’ investment in business solutions.

selling scripts  has lately concentrated on selling to its installed base, which, although not huge, is comfortably sizeable, given the vendor has no aspirations (if not even illusions) about any too aggressive growth or about becoming a global ERP force in a foreseeable future. Part of Made2Manage Systems acquisition strategy includes taking on a more global presence through acquisition of non-US companies that offer software, services, and support, particularly companies that sell direct into non-US countries, although Read More

Benchmarking: How Am I Really Performing?


Benchmarking, as defined by the dictionary, is "a standard against which something can be measured or assessed." But what is benchmarking? What does it do? Why should I do it? What do I benchmark? And how can it help me?

selling scripts  800 square feet of selling space? It is almost impossible for a store that size to achieve sales of $900,000! A more realistic number for an 800-square-foot store would be sales of $400,000. So using the total sales number is really not a very good idea. A better way is to make the measure more fair is by using sales per square foot. This benchmark equalizes performance no matter what size the store is. The best benchmarks to use for independent stores are the following: average transaction (AT) items per Read More

PeopleSoft Building Muscles To Overcome The Rough Patch Part 4: Challenges and User Recommendations


It appears that a real magic bullet to attract smaller enterprises is yet to be produced, although the company has successfully addressed marketing and selling to both large and smaller enterprises. All in all, although on the right track, PeopleSoft has to be careful that it does not overstretch itself and lose focus going forward.

selling scripts  successfully addressed marketing and selling to both large and smaller enterprises lately (see PeopleSoft Supply Chain Is Music To Mid Market Ears ). PeopleSoft sells directly into accounts above $500 million revenue, and partners with consultancy and technology partners (e.g., KPMG , PricewaterhouseCoopers (PWC), Compaq , HP , IBM , Microsoft and Sun ) in the mid market. Still at this stage, one cannot find many compelling reasons for a small or midsize enterprise to go for PeopleSoft as opposed to, Read More

Value-selling Maturity Model: Key to Sales in Tough Times


Showing value has always been key to greater sales and higher prices. However, the bar has been raised. It’s often no longer enough to claim value—now the customer has to see, believe, and care about the value. Sales organizations must get their eyes back on the value ball, with five value-selling maturity levels that tie in to sales effectiveness. Learn how to improve your revenues while reducing sales effort and costs.

selling scripts  selling Maturity Model: Key to Sales in Tough Times Showing value has always been key to greater sales and higher prices. However, the bar has been raised. It’s often no longer enough to claim value—now the customer has to see, believe, and care about the value. Sales organizations must get their eyes back on the value ball, with five value-selling maturity levels that tie in to sales effectiveness. Learn how to improve your revenues while reducing sales effort and costs. Read More

Now Andersen, Tomorrow Accenture, They’ve got a lot of Selling to do


In compliance with the August arbitrator’s report on the conflict between Arthur Andersen and Andersen Consulting, the consulting firm has announced its new name to be Accenture. It wants this new identity to fully brand it in the marketplace, a task we think will be harder than Accenture admits.

selling scripts  got a lot of Selling to do Now Andersen, Tomorrow Accenture, They've got a lot of Selling to do E. Robins - November 8, 2000 Event Summary Andersen Consulting (let's call it AC) has finally announced its new name: Accenture. This comes on the heels of the arbitrator's report on August 7, in which the long battle with Arthur Andersen was finally resolved (see our article: Implications and Attitudes As the Andersen's Split under the ICC Ruling: Consulting To Go for a Name Change ). AC has undergone major Read More

Achieving Growth: New Accounts versus Up-selling to Existing Accounts


A recent survey of chief executive officers has found that growth is again the number one priority, overtaking cost-cutting as their previous top concern. Can enterprise application providers to take advantage of this new focus?

selling scripts  most prospective user companies. Selling new systems is much more difficult. Therefore, more successful application vendors of late are focusing on their install base as their primary source of revenue while, at the same time, cutting costs to become profitable. Many, as seen in some recent market moves, are even vying for their competitors existing and dissatisfied customers. Business Model Change The result of this new climate is a drastic change in almost everyone's business model. Namely, the old Read More

Retail Today: Understand. Anticipate. Inspire.


Today more than ever, retailers are faced with the challenges of selling locally while competing globally. To be successful, they must provide a shopping experience that inspires customer loyalty. Retailers that understand their customers’ shopping habits can build strategic global supply chains that anticipate demand. One way to achieve this is with a scalable technology platform based on industry standards.

selling scripts  not have a long selling season at full price. In these situations, access to real-time information allows the retailer to respond immediately by ad- dressing any customs violations or paperwork errors and moving the merchandise to the stores For real-time enterprise visibility to succeed, the information garnered from every point across the enterprise must be timely and accurate. When it is, the retailer gains a substantial advan- tage in sensing and responding to the conditions throughout the business. Read More

IBM to Sell Aptiva Direct


IBM announced plans to stop selling its Aptiva line of PCs through retail outlets.

selling scripts  international business models,aptiva,aptiva 2137,aptiva 2137 e24,aptiva 2138,aptiva 2139,aptiva 2140,aptiva 2140 l31,aptiva 2142,aptiva 2144,aptiva 2153,aptiva 2153 e2u,aptiva 2153 e3n,aptiva 2153 e3u,aptiva 2156 Read More

Improving Sales Pipeline Performance through Enhanced Visibility: Leveraging Analytics to Focus on the Right Opportunities


The consequences of fleeting customer attention—as companies with complex sales cycles know only too well—include lengthening sales cycles, stalled opportunities, and quarters that bring unpleasant surprises. The easy answer is to spend more time with your customers. But a better answer is having more comprehensive visibility into the sales pipeline and a complete understanding of the end-to-end sales process. Learn more.

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How to Outsell the Competition: The Benchmarking Edge for Successful Sales Execution


Benchmarking is a process where companies compare their performance over time against their competition. In doing so, they can identify where their strengths lie and where improvement may be needed. The point of benchmarking is to focus on areas that will yield the best return. For companies to succeed in their benchmarking efforts and gain a sustained competitive advantage, five key steps should be considered.

selling scripts  to manage the entire selling process, including sales order entry, post-sale follow-up and support, as well as upselling opportunities. Source : NetSuite Resources Related to Benchmarking Edge for Successful Sales Execution : Sales Process (Wikipedia) How to Outsell the Competition:The Benchmarking Edge for Successful Sales Execution Sales Execution is also known as : Sales Execution , Marketing Execution , Improve Sales Execution , Sales Cycle Improving , Sales Skills , Sales Process , Definition of Read More