| 21. |
Stand Up, Sit Down...Don’t Fight, Fight, Fight (5 Pages)
by Ross Jacobsen
Dec 18, 2004
Abstract : Can you relate to the following software demo situation? Jennifer, the sales engineer, is at the keyboard. She's on a roll. She's been setting the stage to show how her price matrix capability will eliminate costly errors. This is all-important to the prospect. She has the audience's full attention and is steadily moving them toward her objective. Suddenly Robert, the account executive, interrupts from the back of the room. 'Jennifer, I think this would be a great time to show how the information you’re working with updates the data warehouse and is immediately available for sales analysis purposes.' Everybody shifts their attention from Jennifer and the all-important price matrix capability to Robert and the equally important data warehouse function. In an instant, the momentum Jennifer has been building dies.
Type: Article
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| 22. |
Stand Up, Sit Down...Don't Fight,Fight,Fight (5 Pages)
by Ross Jacobsen
Sep 3, 2002
Abstract : Can you relate to the following software demo situation? Jennifer, the sales engineer, is at the keyboard. She’s on a roll. She’s been setting the stage to show how her price matrix capability will eliminate costly errors. This is all-important to the prospect. She has the audience’s full attention and is steadily moving them toward her objective. Suddenly Robert, the account executive, interrupts from the back of the room. “Jennifer, I think this would be a great time to show how the information you’re working with updates the data warehouse and is immediately available for sales analysis purposes.” Everybody shifts their attention from Jennifer and the all-important price matrix capability to Robert and the equally important data warehouse function. In an instant, the momentum Jennifer has been building dies.
Type: Article
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| 23. |
JDA Portfolio: For the Retail Industry Part One: Event Summary (3 Pages)
by P.J. Jakovljevic
Dec 27, 2004
Abstract : From how to price and promote products to how to optimize profits, JDA Portfolio tries to create that perfect 'moment of truth'--when the right consumer product at the right price is at the right place and at the right time. Yet, the portfolio rounding out process has to continue in earnest, especially after JDAﾒs aborted merger with QRS.
Type: Article
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| 24. |
What's Your Global Market Price? (3 Pages)
by Ann Grackin
Oct 20, 2004
Abstract : Thoughts on global trade, outsourcing, and your pay--how we can stop the downward pressure on wages and salaries.
Type: Article
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| 25. |
Selecting an Outsourcing Provider--Art or Science? (6 Pages)
by A.B. Maynard
Nov 2, 2004
Abstract : Many companies base their outsourcing provider selection on only one aspect of the outsourcing relationship. Some decide on a perception of cultural fit and on the rapport and relationship developed during the sales cycle between the company's senior management and the outsource provider's sales representative and executive team. A number of companies drive their selection process via a checklist-driven, skill-matching process that attempts to find and select the best fit, while other companies select their provider based solely or primarily on price. With many different aspects to consider, how can a company ensure they have made the right choice in selecting an outsourcing provider? 1. Defining the Problem 2. Where to Begin 3. Key Success Factors 4. Selection Process 5. Recommendations
Type: Article
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| 26. |
Stand Up, Sit Down...Don't Fight,Fight,Fight (5 Pages)
by Ross Jacobsen
Jan 8, 2002
Abstract : Can you relate to the following software demo situation? Jennifer, the sales engineer, is at the keyboard. She’s on a roll. She’s been setting the stage to show how her price matrix capability will eliminate costly errors. This is all-important to the prospect. She has the audience’s full attention and is steadily moving them toward her objective. Suddenly Robert, the account executive, interrupts from the back of the room. “Jennifer, I think this would be a great time to show how the information you’re working with updates the data warehouse and is immediately available for sales analysis purposes.” Everybody shifts their attention from Jennifer and the all-important price matrix capability to Robert and the equally important data warehouse function. In an instant, the momentum Jennifer has been building dies.
Type: Article
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| 27. |
Advancing the Art of Pricing with Science (4 Pages)
by P.J. Jakovljevic
May 23, 2007
Abstract : Companies in search of a better, more precise method to determine the best prices for their products and to meet their margins, should harness statistical science to analyze transactions, and associated optimization algorithms to maximize revenues and profits.
Type: Article
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| 28. |
Seven Magic Questions: How to Improve Your Win Ratio by Selling Value Instead of Price (3 Pages)
by Tom Sant
Sep 25, 2006
Abstract : There are many consultative sales methods. Each has unique strengths and techniques, but they all try to focus on what matters to the customer. To improve your win ratio, there are seven questions you must first be able to answer.
Type: Article
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| 29. |
IBM’s Unix Servers Eclipse Sun (3 Pages)
by R. Krause
Mar 31, 2000
Abstract : IBM’s latest RS/6000 server, the high-end S80, outsold Sun Microsystems’ E10000 by almost three-to-one in the fourth quarter. Who cares – it’s the performance and price that may end up burning Sun.
Type: Article
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| 30. |
The Incredibly Shrinking Platform--and Price! (6 Pages)
by Ann Grackin
Jul 31, 2004
Abstract : The transformation to a new supply chain technology market wave is already occurring. That’s good news for some and bad for others. This article describes the next wave--SmallSmartFast--and its impact on end users and vendors.
Type: Article
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