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Selling Blind: Turn the Lights On With Story Coaching
Posted Jun 20 2013 by Michael Harris
Salespeople are selling blind, because they are not being coached on customer knowledge. Without an accurate customer map, they can’t link their capabilities to their customer’s pain points. This results in lost sales, because customers ... Read More
Where Should VCs Invest?
Posted Jun 19 2013 by Maarten Ectors
If you are a VC and you are unclear where to invest, then this post might be of interest to you. Some Disruptive Technologies and ideas that start-ups might be working on or for which ... Read More
Subscription Billing in 2026: Where the Model Is Headed
Posted Jun 19 2013 by Sherman Hsieh
Subscription billing won, but 2026 is a turning point: subscription fatigue, the Adobe FTC settlement, and the shift from per-seat to usage-based pricing. What buyers should know. Read More
Creating Budget or Cost Baselines for Projects
Posted Jun 19 2013 by Tiberiu Ghioca
In Project Management, the term project baseline refers to an accepted and approved project plan. Besides the schedule baseline, the cost/budget baseline is the most important part of a project baseline. The cost baseline is ... Read More
Top SMB Takeaways: SAP Sapphire 2013
Posted Jun 18 2013 by Laurie McCabe
A couple of weeks ago, I had the opportunity to attend Sapphire 2013, SAP’s annual user conference. As is the norm for these events, SAP opened the fire hose to reveal new directions, product and ... Read More
How to Turn Over Your Project to a New Project Manager
Posted Jun 18 2013 by Alison Meier
There comes a time in almost every project manager’s career when he or she needs to give away a project. There are many reasons why this happens: you were given a critical project and need ... Read More
ERP Software Knowledge Transfer - Is it Just Part of the Sales Pitch?
Posted Jun 18 2013 by Steven Phillips
It is very common among ERP projects for consultants to make big promises to transfer software knowledge to their client. For example, we often hear the proverbial statement: “One of our goals is to work ... Read More
To Sponsor or Not to Sponsor: 6 Questions to Consider
Posted Jun 17 2013 by Francis Moran
From charities, to naming rights on community ice rinks and signage at industry events, there are always hard questions that must be asked about whether seeing your organization’s name in lights will, in fact, translate ... Read More
Big Brother Isn't the Way to Manage Employees
Posted Jun 17 2013 by Daniel Enthoven
Some employers are taking advantage of new technologies to keep a closer and closer eye on their employees. They’re watching network traffic, reading emails, and recording computer screens. It’s been likened to “Big Brother,” ... Read More
How Workforce Analytics Improves Overall Company Satisfaction
Posted Jun 17 2013 by Miranda Limonczenko
Workforce analytics are invaluable to promoting the productivity of your workforce. They assist and inform users on how to predict high performers, to sort a slew of resumes, and to compile business metrics that project ... Read More