Do High Tech Acquisitions Make Sense? I was reading recently about the proposed merger between StorageTek and Sun. Two major technology companies, one making a comeback from bankruptcy and the other mired in a long slump, with several years of negative predictions about their business prospects. I don't have enough solid knowledge of the situation to decide whether it's a good idea from a strategic perspective or not. What I do know iKeywords:
Phil Morettini, technology, mergers, acquisitions, M A, software, high tech, failure, success US Government Sales and Marketing What's the difference between selling to the US Government and selling to the Commercial market? It's like night and day. Sales and Marketing to the government is truly the flip side of commercial activities. You really can't believe how different these markets are--until you've actually come from one side--and tried to go over to the other. I emphasize, tried, because it usually doesn't work out Keywords:
Phil Morettini, sales, marketing, high, tech, technology, computer, software, US, government, defense, contracting Sales Force Outsourcing: what are the options for outsourcing your sales force? Outsourcing part of all of the sales process is nothing new. Resellers, sales agents and distributors are established methods of sales force outsourcing.
However, with the rise of Business Process Outsourcing (BPO), a number of dedicated 'Sales Force Outsourcing' vendors have become a strategic alternative to sales agents and indirect channels.Keywords:
David Regler, Outsourced Sales, Sales Outsourcing, Sales Consultancy, Interim Sales Management, Sales Consultants, Sales Consulting, Sales Force Outsourcing Sales Consulting - what are the key areas where sales consulting can improve your top-line performance? For companies seeking to improve top-line revenue performance, a sales consulting company can provide a fresh perspective on the issues at hand.
Whilst it may be easy to 'blame the sales team', sales consulting companies will tell you that it is seldom so simple. Sales performance can suffer because of many reasons, both external and internal to a company. However, there are usually three key aKeywords:
David Regler, Outsourced Sales, Sales Outsourcing, Sales Consultancy, Interim Sales Management, Sales Consultants, Sales Consulting, Interim Sales Manager Sales Consultants - how hiring sales consultants can add value to your business Today, companies ranging from start-ups and small businesses to international organisations are turning to sales consultants to support sales growth. The attractiveness of engaging sales consultants, rather than recruiting sales people, often comes down to 5 core issues.Keywords:
David Regler, Sales Outsourcing, Sales Consultancy, Interim Sales Management, Sales Consultants, Sales Consulting, Sales Manager, Sales Outsourcing Consultants Business Development Consultancy - how a specialist business development consultancy support revenue growth through partners. Before we look at the areas where a specialist business development consultancy can be used, let's agree a definition of the term 'business development'.
In some sectors, typically professional services and management consultancy, business development should be more accurately called 'selling'. In these relationship-orientated businesses, business development is simply a more acceptable term tKeywords:
David Regler, Business Development Consultancy, New Business Development, Outsourced Sales, Sales Outsourcing, Sales Consultancy, Interim Sales Management Interim Sales Managers: When can hiring an interim sales manager be the best option? At first glance, an interim sales manager may seem like a strange concept. After all, 'sales' is a constant, 'business as usual' function within any organisation.
However, over recent years, the concept of an interim sales manager has emerged. Specifically interim sales managers are increasingly seen as a flexible and appropriate solution in the following three business situations:Keywords:
David Regler, Interim Sales Manager, Outsourced Sales, Business Development Services, Sales Consultancy, Interim Sales Management, Sales Consultants How Interim's Boost Value During Times of Economic Downturn Interim executives are highly skilled, overqualified freelance executives who deliver quality results quickly and efficiently. During recessions, interim's provide flexibility and experience without adding to permanent headcount. Subsequently, the demand for interim's is on the increase and getting the best out of them requires good planning, matching the right skill set with the right assignment and ensuring the interim is able to deliver.Keywords:
Nick Diprose, Interim, BIE, Interim Executive, Executive, Recession, Interims, provider Becoming an Interim If you've recently been made redundant, chances are you are now considering what your career options might be. As a seasoned line manager with operational experience, you may be thinking about life as an interim executive. To make an informed career choice, it may be useful to consider what makes this role unique in terms of mindset and attitude, skills and experience, pay and career potential.Keywords:
Nick Diprose, Interim, BIE, Interim Executive, Executive, Interims, provider, career
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