Recent Sales Strategy Business White Papers, Webcasts and Case Studies - BNET...

Recent Sales Strategy Business White Papers, Webcasts and Case Studies | BNET
Recent Sales Strategy Business White Papers, Webcasts and Case Studies | BNET

Live Webcast: Mobile Tools for Competitive Advantage
In tough economic times, your business needs a competitive advantage! Expensive office suites and high overhead infrastructure are the staples of traditional organizational design. Consider the payoffs your business could reap from leveraging mobile technology: implement leaner infrastructures, and increase your coverage area and speed of responsiveness without increasing your costs! Join this live TechRepublic Webcast, presented by PC Connection and sponsored by Toshiba, to see you how to use today's "mobile tools for competitive advantage in a down economy". Kicking off the seminar, Forrester Analyst Chris Silva will explore mobile tools--including more powerful networks, new mobile applications, middleware, and various modes through which users can be given access to mobile tools--giving your business insight on how to leverage these best practices to benefit your organization. Co-presenter Cindy Zwerling, Toshiba Group Manager, B2B Product Marketing, will then discuss how to measure the true value of an Intel® Centrino® 2 processor technology based notebook for your business and capitalize on the seamless communication and connectivity that new wireless platforms can offer - so your organization can reap the business-building benefits of taking your organization mobile. Register today! Co-Sponsored by:
Live Webcast: Putting the Human Touch Back into Lead Generation
There are numerous tactics for generating leads these days--everything from the traditional email or phone call to the social media craze. But the real challenge is not necessarily in generating leads, but in truly connecting with them. Join this live BNET Webcast with moderator James Hilliard, featuring guest speaker Brian Caroll, CEO of InTouch Inc., as they discuss and take your questions on how to build trusted relationships with potential customers. You'll learn how to develop conversations with prospects and position your company as a solution provider that understands their needs. During this one-hour Webcast you will learn how to: Engage your prospects with memorable and relevant conversations Build and maintain quality relationships with potential clients Develop a lead-nurturing process that really works Register today! Brought to you by:
Live Webcast: SmartPhone Security and Productivity, Part 2
Without a doubt, we're now dependent on our mobile phones for keeping up with the speed of business. And nowhere is it more apparent than in the rise of so-called SmartPhones. These all-in-one handsets are fast replacing a multitude of other devices by providing access to everything from the Internet, email, and GPS navigation, to more advanced services, such as integrated enterprise and productivity applications. It's no wonder that so many people are rushing to take advantage. But what are the special considerations when it comes to business? TechRepublic is proud to present SmartPhone Security and Productivity, the second of a two part series on the best strategies and practices to take full advantage of the unprecedented opportunities for anytime, anywhere communications. Attend this live Webcast to: Learn about the unique considerations for introducing SmartPhones to business networks of all shapes and sizes Discover how to most effectively ensure the productivity of your end-users, without unnecessarily exposing the security of your network Gain a better understanding of what it takes to build the foundation for even greater SmartPhone innovations Make no mistake about it, the explosion of SmartPhones is certain to continue and SmartPhone Security and Productivity is an essential opportunity to learn exactly how to take advantage, without comprising the efficiency or integrity of your business. Note: This premium editorial content is underwritten by Verizon Wireless. The registration information you provide will be shared with this sponsor.
Live Webcast: SmartPhone Applications and Services, Part 1
SmartPhone technology is enabling a whole new generation of mobile communication. From voice, web and email to more advanced applications such as remote access and Customer Relationship Management (CRM), there really is no end to all that can now be accomplished with a SmartPhone handset. For IT professionals, this unprecedented level of mobility is both an opportunity and a challenge. What are the best ways to unleash the full value of SmartPhone solutions in your business and what are the implications for long-term support and management of these devices on your network? TechRepublic is proud to present SmartPhone Applications and Services, the first of a two part series on the best practices and lessons learned for SmartPhone solutions: Gain a better understanding of how SmartPhones are different than other types of cellular telephones and handsets; Discover the most promising SmartPhone applications and services for maximum productivity in your business, and; Explore the most effective strategies and best practices for maximum network access and security. Chances are, it's less a matter of if, than when, you'll begin to take full advantage of the latest innovations in SmartPhone technology. SmartPhone Applications and Services provides the most current information to help you make a more informed decision and ensure the greatest possible benefit for your business. Register today! Note: This premium editorial content is underwritten by Verizon Wireless. The registration information you provide will be shared with this sponsor.
Webcast: Using CRM to Drive Sales in a Slowing Economy
Customer Relationship Management, or CRM, is widely acknowledged as one of the most important facets of maintaining and growing a successful business. Even so, many still fail to recognize the concrete value of CRM solutions for higher sales and more effective customer service. However, with the right tools and information, even the most doubtful decision makers will quickly understand that CRM is much more than just a novel idea - it is also a powerful tool for everything from productivity and efficiency to business intelligence and more informed decision-making. Okay, so what's the secret? TechRepublic is proud to present Using CRM to Drive Sales in a Slowing Economy, an on-demand webcast to help justify the rewards and mitigate the challenges of a comprehensive CRM solution: Learn how your business can use Customer Relationship Management to drive sales, as well as what type of solution is best for your situation; Explore the most effective ways to successfully develop, implement and manage a comprehensive CRM strategy, and; Discover some of the innovative and cost-effective options for web-based and integrated CRM solutions. Customer Relationship Management is essential to growing your business and Using CRM to Drive Sales in a Slowing Economy will help solidify its value for those who still need convincing. Note: This premium editorial content is underwritten by Inside CRM. The registration information you provide will be shared with this sponsor.
When You're Negotiating, Money Isn't As Important As You Think
When you're selling your product or service, money is way down the list of things that are important to the other side. There's a lot to be said about the subject of price. Power Negotiators know not to exacerbate the price problem by assuming that price is uppermost in the other person's mind. Also it is ludicrous to say that what you sell is a commodity, and you have to sell for less than your competitor's price for you to get the sale.
When Negotiations Stall, Position The Other Side For Easy Acceptance
When you're negotiating with people who have studied negotiating, and are proud of their ability to negotiate, you can get ridiculously close to agreement, and the entire negotiation will still fall apart on you. When it does, it's probably not the price or terms of the agreement that caused the problem, it's the ego of the other person as a negotiator. When that happens, Power Negotiators use a simple technique that positions the other person for easy acceptance.
Learn To Play The Reluctant Seller When You're Negotiating
Power Negotiators know that this Reluctant Seller technique squeezes the negotiating range before the negotiating even starts. If you've done a good job of building the other person's desire to own the boat, he will have formed a negotiating range in his mind. Remember that when people do this kind of thing to you, that it's just a game that they are playing on you. Power Negotiators don't get upset about it. They just learn to play the negotiating game better than the other side.
Negotiating, What's It All About?
However, what most salespeople forget is where the manager is in these negotiations. Salespeople many times believe that they have a deal here, but they don't. The technique you must educate your salespeople on is how to handle the customer that stands up. The key is that whenever a customer stands up, the salesperson MUST stay seated. As soon as the salesperson stands up, the customer is in control, the salesperson is pleading, and the customer has the upper hand.
Negotiation - Non Verbal Messages
Some people breeze through negotiations while others struggle and stress about it! It's likely those who find it effortless pay more attention to the non-verbal messages and can adjust their behavior and strategy accordingly. Often it's the "Unsaid" things that give us the most information. If you look at facial expressions during negotiations, you can find out if they are listening, receptive or bored.
Negotiate To Win!
As sales professionals, we realize that we are typically negotiating something, with someone, every day. Whether it is with clients or prospects, or internally with our managers and co-workers - successful negotiations require thought, planning and skill. As sales professionals, we need to balance the needs of our customers and prospects with the needs of ourselves and our companies. Sometimes this is easier said than done! Given nowadays' hyper-competitive market, our prospects and clients are more risk averse than ever.
Three Keys To Successful Negotiation
Everyone negotiates. Negotiations are an integral part of our jobs, our lives, and our relationships. We even negotiate with ourselves when we work out the relative value of things. Few people understand the negotiation process and the effect attitude, people skills and dealing with conflict have in a win-win negotiation. Negotiation is a life skill and an art. As a life skill, you negotiate every day whether you are aware of it or not. As an art, it has to be cultivated and developed over time. Developing a negotiation talent requires turning our thinking around. Learn the secrets and enjoy the process instead of dreading what you might perceive as a conflict.
Negotiating: Don't Get Stung
Believe. You, yourself, must believe in the value of what you are selling to advertisers. If you think your rates are expensive, you will never be able to negotiate from strength. If you see your site or service as a cost rather than as a valuable market to be reached, or a solution to a problem with rewards worth many times over the dollar charge, then you will be at a psychological disadvantage and a good candidate for caving in. Sit down, and list all the reasons your site or service is of value to your advertiser.
How To Improve Your Negotiation Skills & Get The Best Possible Deal By Playin...
A little less high tech, though possibly even more complex, poker offers practice in some very valuable negotiating skills. Top-notch poker players "Read" their opponents carefully. They observe subtle body language and other cues to pick up information that they will use to move closer to their ultimate goal: winning. Master negotiators do the same. Why Your Sales Team's Ability to Read Their Opponent's Actions is Critical to Getting the Best Deal They Can.
Perfecting The Art Of Silence In Negotiating
Silence is the secret tool of power negotiators. Knowing when to listen, not talk. Using facial expressions, not your voice, to make a point. This paper gives five tips on how perfecting the art of silence can make you a better negotiator. One can control the negotiation process by simply listening well.

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