Guided Selling Blog

Strengthen Your Selling Strategies

Donna Hedge Burns — Wed, 04 Nov 2009 16:37:52 +0000

AMR Research will be offering a series of recommendations of best practices in product configuration any manufacturer can make use of for strengthening their selling strategies during a...

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Deciding If Your Special Projects Are Products in Disguise, Part 2

Donna Hedge Burns — Fri, 30 Oct 2009 17:01:41 +0000

Cincom’s experiences in applying bidding, estimating, quoting and product configuration strategies to manufacturers’ pain-points has resulted in the following series of recommendations for...

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Electrical Equipment Manufacturers Excel at Mixed-Mode Manufacturing

Donna Hedge Burns — Fri, 23 Oct 2009 14:44:18 +0000

Nearly half (48%) of electrical equipment manufacturers use an automated, integrated system to manage their mixed-mode manufacturing processes. This is 18% more than the composite average of...

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Guided Selling with Dealers

Donna Hedge Burns — Fri, 16 Oct 2009 18:21:18 +0000

Challenge for today’s Director or VP of Channel Sales, Marketing Operations or Channel Management: How to get the most accurate product information to your indirect dealer channel faster than...

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What The Future of Guided Selling Looks Like: Cisco’s Healthcare Avatar

Louis Columbus — Fri, 09 Oct 2009 03:28:59 +0000

Bottom line: The future of guided selling is going to be much more about delivering exceptional experiences with navigable approaches to gaining access to exceptional levels of information, as the...

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Deciding If Your Special Projects Are Products in Disguise, Part 1

Donna Hedge Burns — Mon, 05 Oct 2009 15:25:22 +0000

In achieving the higher margins from special and highly customized, one-of-a-kind orders, many manufacturers sacrifice control over the processes that are critical for them to stay profitable....

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Getting Your Sales Moving In the Right Direction with Guided Selling

Louis Columbus — Wed, 30 Sep 2009 03:33:22 +0000

Bottom line: Guided selling is much more powerful as a selling strategy than merely front-ending a catalog. Think creatively about how guided selling as a strategy can educate, increase customer...

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Guided Selling in the Fire Truck Industry

Jerry Miller — Tue, 29 Sep 2009 16:42:57 +0000

Fire departments are community-based and fire chiefs expect their sales and service for fire trucks to be locally-based as well. Providing local dealers with guided selling tools has helped fire...

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Increasing Your Time-to-Value with Guided Selling

Louis Columbus — Fri, 25 Sep 2009 19:13:16 +0000

It’s no secret each of us has less time to accomplish more as this year accelerates. Think of your customers too. Stop and consider what they must be going through. And your resellers, they are...

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Serving Channel Partners through Guided Selling

Louis Columbus — Mon, 21 Sep 2009 21:23:23 +0000

Guided selling as a strategy for more efficiently launching new products, providing customers with the flexibility of defining bundles of products and services that align with their needs, and...

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