As companies strive to improve sales performance with the support of various technologies, they are finding that their investments are falling short of expectations. Hear about a unique approach to managing "information overload and underuse" — a problem which plagues most sales and marketing organizations and is worsening in the era of sales force automation. See how a knowledge architecture can help you integrate unstructured information into a single framework, based on customer needs.
International operations pose unique challenges in automating the sales process, particularly proposals and sales presentations. Multiple languages, differences in currency and measurements systems, cultural differences in acceptable selling styles all pose challenges. Case studies from international corporations will illustrate strategies for:
As competition becomes stronger and products become more sophisticated, it is important to differentiate your sales force in the marketplace. Examine a case study featuring sales and marketing powerhouse Automatic Data Processing (ADP) and the sales success they have experienced using new media in the sales process.
Have you considered the sociological impact that new technologies can have on your team? Why do some analysts say that high-tech, high-touch tools can actually hurt you in the short-term? Are you prepared with the motivation and training you and your organization may need to manage the initial impact of technology? Learn how to "humanize" technology to increase end-user buy-in. Technology is irrelevant—it is purpose, content and usage that count. Discover how technology can:
Your quarter is riding on one large opportunity. For the remainder of the quarter, what questions will be asked and to whom? How much confidence do you have in 1) the answers you receive from your organization 2) the answers you give to your shareholders and 3) the ability of your salesperson to bring it in by the end of the quarter? By defining your sales process and automating it, you can forecast at an OPPORTUNITY level, demonstrating control of your revenue generation process. Key elements covered in this session:
A successful Internet business strategy has little to do with hardware and software. An Internet strategy is about concepts such as agility, customer intimacy, proactivity, creation of niche markets and exploitation of core competencies in a virtual environment. Creativity, determination and vision will determine a company's success in charting a profitable path along the information superhighway. Develop a better understanding of how the Internet impacts your organization and begin defining a new strategy incorporating the Internet into your overall business plan.
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