| 21. |
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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| 22. |
The Demo Crime Files! (7 Pages)
by Bob Riefstahl
Nov 7, 2001
Abstract : This article is part of the continuing education all software demonstrators need to ensure their fundamental skills remain sharp. It points out three common 'crimes' made in demonstrations, how to recognize them, and suggests alternative approaches.
Type: Article
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| 23. |
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
|
| 24. |
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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| 25. |
Improving Your Demo-To-Win Ratio - Bridge Building (6 Pages)
by Bob Riefstahl
Jul 10, 2002
Abstract : Ask yourself this simple question: “Have I ever lost a deal to an inferior product?” If your answer is yes, I’ll guarantee that one of the prime reasons for your defeat was because your competitor was a more effective Bridge-Demonstrator.
Type: Article
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| 26. |
Improving Your Demo-To-Win Ratio - Bridge Building (6 Pages)
by Bob Riefstahl
Oct 10, 2001
Abstract : Ask yourself this simple question: “Have I ever lost a deal to an inferior product?” If your answer is yes, I’ll guarantee that one of the prime reasons for your defeat was because your competitor was a more effective Bridge-Demonstrator.
Type: Article
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| 27. |
Oracle to Offer APS Package for Small Companies (3 Pages)
by Steve McVey
Sep 27, 1999
Abstract : 'The upcoming Oracle Applications User Group (OAUG) event, to be held in Orlando, Fla., promises something for businesses large and small. Not only will Oracle Corp. focus on the upcoming release of its Oracle 11i applications suite for large enterprises, the company also will begin to extend its applications into the small enterprise market, sources said. Included in the new suite will be an advanced planning and scheduling tool, Oracle Advanced Supply Chain Planning, sources said.' Computer Reseller News, 9/17/99.
Type: Article
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| 28. |
Nonprofits and Public Sector: The Latest Hot Market (6 Pages)
by P.J. Jakovljevic
Jun 26, 2004
Abstract : Many recent circumstances have rendered the nonprofit and public sector accounting markets a land of both opportunity and challenges.
Type: Article
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| 29. |
Accounting for SMBs: A Solution Beyond Entry-level Systems Red Wing Software (6 Pages)
by Charles Chewning Jr.
Jan 21, 2005
Abstract : Many SMB companies need more functionality than an entry-level system offers, but cannot afford to pay $15,000 (USD) or more for a higher-end product, nor do they really need the complexity found in these products. Red Wing Software’s TurningPoint is a good mid-market product that plays well in this market.
Type: Article
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| 30. |
Best Software Delivers More Insights To Its Partners (As Well As To The Market) Part Two: Event Summary Continued (4 Pages)
by P.J. Jakovljevic
Jul 25, 2003
Abstract : During Insights 2003, Best Software announced several new industry-specific kits and a strategic acquisition in support of its vertical product strategy, which targets manufacturers, distributors, nonprofits and accountants. More than 40,000 accounting and bookkeeping firms currently use or recommend Best Software products.
Type: Article
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