How Global Players Can Get it Wrong -
Outperforming the IT Giants

The IT industry is dominated by global giants such as; Siebel, Accenture, Cognos and Siemens.

However, research suggests that big isn’t necessarily beautiful and shows a major kink in the armour of some of the industry’s biggest vendors.

Databases
Getting the Most From Your Vital Sales & Market Tool

There is one essential ingredient of effective sales and marketing in all companies - that is an up-to-date and easy to use database. It drives the sales process – from sales prospecting to account management – making the contribution of all those in sales and marketing focused, efficient and clear.

Here is a checklist to help you examine how effectively your company is using, what is potentially at least, it’s most important sales and marketing tool:

19 Ways to
Shorten Your Sales Cycle

Organisations are taking longer to make purchase decisions than ever before. That drives up selling costs and increases the level of uncertainty, or unpredictability in forecasting sales.

This paper presents a list of techniques you can employ to shorten sales cycles for your business.

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Why Engineers Have the Edge in Sales

Sales people are increasingly likely to be from a technical, or similar background, and buyers are glad.

This article outlines why engineers have a natural advantage in sales and outlines the supports they need to succeed. It also provides non-engineers with suggestions as to how they can increase their sales effectiveness.

A Checklist for Maximising
Sales Referrals

Existing and past customers can spread the good word about your business more convincingly than any ads, or brochures. Indeed, the closure rate from customer referrals is likely to be 2 or 3 times that of your normal sales leads.

This checklist will help you maximise sales referrals for your business.

Accountants - Why marketing needs you!

Few would argue but that marketing is vital in today’s competitive marketplace. It is also a major and fast-growing cost. But increased sales and marketing expenditure does not necessarily mean greater results. In fact, many argue that much marketing expenditure on sales and marketing is wasted...