Conference Tracks Total Customer Management: Key To the Future As SFA matures to the next level, total customer management is becoming necessary. In today's business environment, sustainable growth is paramount. Unfortunately, the cost of attracting new customers in this fiercely competitive world market continues to escalate. To succeed, companies must focus on improving existing customer relationships while implementing a customer-focused strategy that extends beyond client acquisition. Capture & Keep Customers Manage the Customer's Life Cycle Improve Customer Relations Implementing Sales Automation Best Practices Successful implementation of sales automation requires a complete understanding of how to manage the information flow and work practices within your organization. Learn how to leverage sales automation best practices to develop a comprehensive implementation plan that will secure cross-functional resource commitment and outline a road map for success. Automating Sales Effectively Doubling the Return on Your Technical Investments Setting and Achieving Quantifiable Automation Goals Supercharging Sales with the Latest Technology Sales Force Automation is driven by leading-edge business technology. The complexity of selecting and implementing the "best of breed" requires careful research and planning. To supercharge your sales you must examine the current technology, tools and future trends that will directly impact the automation process. Increase Sales Through Technology Gain a Competitive Edge Improve Productivity Empowering the 21st Century Sales Manager There's a whole new game in business today and it's called 21st century sales management. Today's leading-edge sales managers have learned new ways to create high performing sales organizations. SFA is proving itself to be the most powerful new tool in the sales manager's tool kit. At the same time the close involvement of the sales manager is proven to be one of the most critical factors of SFA success. These sessions you can't afford to miss! Coaching Effectively with High Tech Tools Successfully Overcoming Resistance to Change Choosing the Best SFA Alternatives Marketing Automation Today, cutting-edge organizations are taking technology to the next level -- using it to "close the loop" between sales and marketing. In the process, they are achieving huge returns on their technology investment. This track explores how companies are using technology to get closer to their customers. It also examines ways in which companies are using technology to coordinate their sales and marketing efforts to serve their customers better. Select the Tools and Technology to Market Effectively Penetrate New Markets Close the Sales and Marketing Loop The Net: A One-to-One Selling Vehicle-All New! The latest Internet marketing and sales techniques help you generate more sales by meeting the needs of your specific customers on a one-to-one basis. You learn more about your prospect, pinpoint and provide the information he/she needs to buy, and enhance the delivery of that information to build a strong, lasting customer relationship. Utilize the Power of the Net Personalize Your Marketing Turn Your Web Site into a Selling Machine "How To" Certificate Programs SFA Road Map 2000-New for '97 Implementing a successful SFA strategy is a daunting, yet exciting task. Companies that "do it right" today will carry their organization successfully into the next millennium. DCI presents a 3-day, eight step "how to program" that guides you through your implementation initiative -- whether you are in the middle of implementing or getting ready for the future. Sign-up today and walk away with a clear step-by-step understanding of the challenges and tasks for implementing high performance Sales Force Automation. Internet Marketing Masters Certificate-New for '97 Attend this intensive three-day workshop and you'll walk away with a more powerful understanding of what it takes to successfully market your product or service via the Internet and Word Wide Web. You'll not only receive the working knowledge you need to create, enhance, or renew business relationships via the Internet, but also a step-by-step formula to get the most out of your Internet marketing.