Site: Business Management Library Content from BetterManagement

Article: BetterManagement Moves to the SAS Knowledge Exchange
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.

Article: Becoming a Sleuth at Finding the Relevant Executive for the Sales Opportunity
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?

Article: How Do CXO-Level Executives Like to Work with Professional Salespeople?
When and why do executives get involved in the buying process for major purchases?

Article: Treating the Gatekeeper as a Resource to Access Executives
In some companies, getting calendar time with a senior executive may only take place if you contact the executive assistant or the executive’s secretary. How can you make the best of the situation?

Article: Does Windows 7 Matter?
The new operating system comes to the market just 3 years after the launch of the much announced Windows Vista, which never fulfilled the expectations of the market, nor that of Microsoft.

Article: Quarterly Rolling Forecasting - The Ten Foundation Stones
Quarterly rolling forecasting (QRF) is one of this decade's most important management tools. Many attempts at QRF flounder because of poor design, consultants wedded to unnecessary detail, and a lack of understanding of the foundation stones for QRF.

Article: Marketers Need to Pick Up The Pace
While there is increased awareness and acknowledgement of the importance of metrics, their adoption has been less than optimal.

Article: How to Make "Solutions" More Than a Buzzword
“Solutions” may be a hated buzzword, but ITSMA research shows that more than ever, customers want real solutions to their business problems.

Article: Why You Need Three Different Types of Value Proposition
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.

Article: Four Steps for Solutions Growth in the Downturn
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.

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