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Most companies today use an antiquated approach to territory planning and resourcing. At the MSA and state level, most opportunities are simply not visible to regional sales management and sales investments are largely made using the "rear view...
October 11, 2007
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IT For Better Government: International Best Practices To register for this event, please click here. Governments are actively making policy changes to counteract the effects of an economic downturn. These "countercyclical" activities...
June 16, 2009
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Most companies leverage inside sales in one form or another, substituting less expensive office-based sales resources for more expensive field-based staff. In conducting research on inside sales best practices, IDC found a variety...
January 10, 2008
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In a recent study of best practices in sales force productivity, specifically focusing on sales enablement, IDC found ample room for improvement, with most companies investing broadly in sales enablement but getting little or no...
October 25, 2007
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IT organizations are facing pain as virtualization spans multiple IT silos such as server, storage, desktop, and security. Each team must address the growing management challenges to reduce the risk of downtime and deliver compliance assured...
February 13, 2008
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As sales continues its progression from art to science, organizations increasingly use key sales metrics to inspect and analyze their operations. Managers now use key sales metrics to make fundamental business operation and investment decisions....
June 5, 2008
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To register for this event, please click here. The First Line Sales Manager as a Backbone of Sales Productivity: Overview of Best Practices As companies search for improvements in sales productivity, a few key leverage points stand...
March 12, 2009
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Marketers in the technology sector have made significant strides in developing and deploying their marketing performance measurement (MPM) strategies. Most have moved beyond the unrealistic quest to establish the perfect return-on-investment...
July 10, 2008
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Online advertising, social networking, search engine marketing, Internet broadcasting, wikis, Web 2.0... What do these terms mean for your marketing strategy? How do you harness the power of this new medium without losing course of your current...
January 17, 2008
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The new economic reality means intense pressure on every aspect of business operations to curtail capital spending and reduce operating expenses. For IT organizations, the squeeze is especially difficult given the ongoing need to support on-going...
November 18, 2008
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