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Gaining Access to Power in a Buyer's Organization
Executive Summary: Sell to people with buying authority. Sales reps must understand the level of buying authority their contacts have within buying organizations. Reps must gain access to true power, and sell to buyers that have the ability to authorize transactions and close deals.
Are Sales Cycles A Thing of the Past?
Sales cycles, sales steps, sales effectivenss, CRM, sales performance. Stop thinking sales cycle and start thinking customer buying process.
DO YOU HAVE A MARKETING PLAN OR MARKETING MESS?
Marketing plans are in short supply. Organizations spend big budget dollars on web sites, brochures, logos, DVD’s, sales materials and every marketing tool under the sun. And that doesn’t include marketing activities like conferences, trade shows, press events, meetings and seminars. But when it comes to actually planning for all that activity, it’s a different story. Most people think marketing plans are a good idea – they just aren’t sure how to get there. We also suspect there are a fair number of you who secretly wonder if you really need one. The truth is you can’t afford not to have a plan. It can – and should – be straightforward, results-oriented and easy to manage.

Other situation analysis Related Articles

Certified Lender Programs
The Certified Lenders Program (CLP) is designed to provide expeditious service on loan applications received from lenders who have a successful SBA lending track record and a thorough understanding of SBA policies and procedures. CLP lenders are expected to perform a complete analysis of the application and, in return, SBA promises a fast loan decision. SBA reviews the lender's credit analysis rather than conducts a second analysis. SBA still makes the final credit and eligibility decision but, by completing a credit review instead of an independently conducting analysis, SBA strives for 3-day (working days) turn around in arriving at its decision.
REVISED 2009 Compensation Budgets
During the last 6-8 weeks of 2008, Astron Solutions received many inquiries regarding the impact of the unsettled economy on 2009 budget plannings. We took an in depth analysis of the situation, and alongside research have concluded with the following.
Lost in the Jungle
How can a business coach help in a moment of a business owner's dilemma over falling profits and demoralised team? Using a Question & Answer (Q&A) approach, here's Michael's analysis of the situation and coaching direction for the client.

Market Analysis Template
When looking into a new business proposition or else brainstorming for your current market a market analysis template can be used rather effectively. What this does is break down your market segment into clearly defining traits that your market has to help you figure out how to better serve you customers. There are more than a few market analysis templates floating around for free, a simple web search will net you more than you would ever use. However, an understanding of the components that make up a market analysis template and making sure you have everything you need in place can be very helpful. I just so happen to have a few ideas on that.
Steps for Successful Vertical Marketing
While defining their markets, most vendors do the analysis based on what they think. However, the ideal situation should be where they take into consideration how their target customers think.
Performing a Solid GAP Analysis
Examining your current situation, proposing a new situation, and evaluating the gaps between the two, is central to the strategic planning process. Use Demand Metric’s GAP Analysis Tool to document gaps in areas that need to be core competencies.
Podcasting Best Practices
Examining your current situation, proposing a new situation, and evaluating the gaps between the two, is central to the strategic planning process. Use Demand Metric’s GAP Analysis Tool to document gaps in areas that need to be core competencies.
The Infinite Loop to Nowhere
We've all experienced it in business. The analysis of every detail, every potential outcome. We search and search for facts, figures, consenting opinions, a quorum vote - we want to be sure. We let analysis get in the way of success. Especially as our world accelerates around us. All that analysis puts us farther and farther behind.
Ilusions in Regression Analysis
Soyer and Hogarth’s article, “The Illusion of Predictability,” shows that diagnostic statistics that are commonly provided with regression analysis lead to confusion, reduced accuracy, and overconfidence. Even highly competent researchers are subject to these problems. This overview examines the Soyer-Hogarth findings in light of prior research on illusions associated with regression analysis. It also summarizes solutions that have been proposed over the past century. These solutions would enhance the value of regression analysis.

Cost-Bnefit Analysis
Cost/benefit analysis means comparing the cost of a proposed investment and the benefit that will be achieved from investment. Normally financial costs and benefits are considered in cost/benefit analysis but in some sophisticated analysis models intangible benefits are also taken into account.
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