http://www.bettermanagement.com/default.aspx BetterManagement provides up to date business articles and webcasts from today's top global thought-leaders for Customer Management en-us Copyright - BetterManagement.com http://www.bettermanagement.com/images/rss/bmc_rss_logo.gif http://www.bettermanagement.com/default.aspx http://www.bettermanagement.com/library/library.aspx?l=15261&rss=488 Tue, 29 Jun 2010 12:00:00 -0700 SAS, the owner of BetterManagement.com, will discontinue updating the BetterManagement.com web site. Thought leadership content will now found on the new SAS Knowledge Exchange website. http://www.bettermanagement.com/library/library.aspx?l=15247&rss=488 Wed, 24 Feb 2010 12:00:00 -0700 Identifying the relevant executive for each sales opportunity may be the best use of your time in your next sales campaign. Who is this relevant executive? http://www.bettermanagement.com/library/library.aspx?l=15194&rss=488 Tue, 3 Nov 2009 12:00:00 -0700 “Solutions” may be a hated buzzword, but ITSMA research shows that more than ever, customers want real solutions to their business problems. http://www.bettermanagement.com/library/library.aspx?l=15195&rss=488 Tue, 3 Nov 2009 12:00:00 -0700 Eight out of 10 ITSMA member companies say that they are responding to the current economic uncertainty with this action: modifying value propositions. But this quest is complicated by the long sales cycle in B2B. http://www.bettermanagement.com/library/library.aspx?l=15196&rss=488 Tue, 3 Nov 2009 12:00:00 -0700 Solutions are one of the few bright spots in dark economic times. ITSMA’s joint survey with Solutions Insights shows that many believe they will improve solutions revenues this year. But to do so, they will must concentrate on four key initiatives. http://www.bettermanagement.com/library/library.aspx?l=15186&rss=488 Thu, 29 Oct 2009 12:00:00 -0700 It seems counterintuitive that fewer choices provide higher levels of satisfaction. But that’s exactly the conclusion of new research done at IESE. Consumers may want 31 options instead of six, but find it easier to choose one of six than one of 31. http://www.bettermanagement.com/library/library.aspx?l=15177&rss=488 Tue, 27 Oct 2009 12:00:00 -0700 Marketers often lavish attention on their best customers, but new research from Stanford Graduate School of Business suggest it may be more cost effective to increase spending on the occasional client. http://www.bettermanagement.com/library/library.aspx?l=15188&rss=488 Tue, 27 Oct 2009 12:00:00 -0700 Measurable return on investment (ROI) from marketing activities has become an essential element in a marketer’s campaign planning. Marketers must know quickly which parts of their campaign are working — and which are not. http://www.bettermanagement.com/library/library.aspx?l=15163&rss=488 Thu, 8 Oct 2009 12:00:00 -0700 What many companies do not seem to realize is that investing in marketing during a downturn can have a more pronounced positive impact on revenue generation than adding salespeople. http://www.bettermanagement.com/library/library.aspx?l=15164&rss=488 Thu, 8 Oct 2009 12:00:00 -0700 By "inviting marketing to the table," CSC can now evaluate their solutions from a portfolio perspective, and have someone to manage the long and difficult process of developing the overall product and service portfolio. http://www.bettermanagement.com/library/library.aspx?l=15165&rss=488 Thu, 8 Oct 2009 12:00:00 -0700 Our research shows that the investment in Account-Based Marketing is more efficient and effective than sending sales out to bang down doors. Furthermore, the principles behind ABM have applicability in a growing number of ways. http://www.bettermanagement.com/library/library.aspx?l=15129&rss=488 Thu, 6 Aug 2009 12:00:00 -0700 Financial turmoil is not a reason to scale back on CSR programs—quite the opposite, says HBS professor V. Kasturi "Kash" Rangan. As a marketing scholar Rangan is optimistic about strategic CSR efforts that provide value in communities and society. http://www.bettermanagement.com/library/library.aspx?l=15099&rss=488 Tue, 14 Jul 2009 12:00:00 -0700 Marketing is more strategically aligned today because it acts more strategically. In this article, Julie Schwartz presents some examples of how you can more strategically align your marketing activities with your organization's core business. http://www.bettermanagement.com/library/library.aspx?l=15100&rss=488 Tue, 14 Jul 2009 12:00:00 -0700 Marketers need to create a lead-nurturing process in which prospects qualify themselves. For marketers, it’s a way to save money, resources, and frustration and to earn accolades from the sales organization. http://www.bettermanagement.com/library/library.aspx?l=15087&rss=488 Fri, 26 Jun 2009 12:00:00 -0700 Advertising is a game in which firms spend – some say waste – money trying to attract consumer attention away from rivals. New research from IESE presents a model to help firms balance their ad spend and product prices and obtain higher profits. http://www.bettermanagement.com/library/library.aspx?l=15074&rss=488 Thu, 4 Jun 2009 12:00:00 -0700 “Just Do It” is undeniably one of the most popular slogans of our age. So when Nike sought to adapt its supply chain, the new challenge facing the company was, “Just how to do it?” http://www.bettermanagement.com/library/library.aspx?l=15045&rss=488 Fri, 8 May 2009 12:00:00 -0700 The recession's impact on the tech industry will be painful in the short-term but could it produce the innovation that consumers demand? Learn how entrepreneurs and upstarts could overtake better known stalwarts of the industry. http://www.bettermanagement.com/library/library.aspx?l=15046&rss=488 Fri, 8 May 2009 12:00:00 -0700 With 1.5 billion servings a day in 200 countries, The Coca-Cola Company is the world’s largest beverage company. Learn how it’s overcome arrogance, lack of growth, and some bad PR to maintain that position and thrive in a challenging economy. http://www.bettermanagement.com/library/library.aspx?l=15028&rss=488 Tue, 21 Apr 2009 12:00:00 -0700 The economic collapse has big implications for marketers who are already sick of social media (admit it, you're sick of it - at least a little bit). Cost cuts are coming—if they haven’t arrived already—and marketing will have to reprioritize, again. http://www.bettermanagement.com/library/library.aspx?l=15029&rss=488 Tue, 21 Apr 2009 12:00:00 -0700 The old tried-and-true push marketing campaigns just aren't going to work anymore. Customers now expect providers to understand their business, the issues they face, and the markets that they play in.