Value scores: down. reliability scores: down. Customer loyalty: no surprise—these numbers are down, too. Increasingly, CIOs are disappointed and disgruntled with the performance of their most important vendors.
How can a Sales Rep handle these issues?
Continue reading "CIO's Tell Vendors- Get with the Program!" »
Great News for Sales Reps- Optimism about the economy and anxiety about security are leading companies to increase IT spending.
Continue reading "50 Technologies: Where CIOs are Spending Their Money" »
Gartner, the world’s largest high tech analysis firm, is a cheerleader for high tech, so when Gartner starts saying that C-level executives are getting fed up with IT, software sales reps need to take notice. For years, high tech (in general) and software (in particular) have enjoyed extremely good reputations as valid corporate expenses. If that’s changing (and evidence suggests it is) you may need to help your customers conduct some damage control and help them reposition IT for future growth.
Continue reading "How To Cope with the Coming IT Backlash" »
Multiple responsibilities are crowding schedules.
Molex is aiming to capture the demand signal as deeply as possible into its supply chain. An accurate view of the demand signal is the ultimate goal of any manufacturer -- whether local or on the global scale of Molex -- and this is often key to a company's ability to remain competitive.
Continue reading "Case Study-CRM in Manufacturing, Part 2: An SAP Enterprise Implementation" »
Manufacturers have begun to recalibrate their operations to meet the just-in-time demands of their customers, and are turning their attention to CRM applications that can most accurately help them predict these demands -- and even those of their customers' customers -- before they occur.
Continue reading "Case Study-CRM in Manufacturing, Part 1: The Customer Data Advantage" »
November 2006 Customer Strategies Survey: Businesses are looking for growth, and nearly all use the Internet as a sales channel. But company Web sites still have a ways to go before they reach the profitability of other channels.
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