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Trusted Advisor Associates
(5 results)-
White Papers
When Customer Focus Becomes Predatory
January 1, 2010, 12:00am PST
Customer focus is a good thing. all know that. Give the customer what they want, sell based on needs, not products, and offer benefits, not features. Baseball and apple pie are good, too. Yawn....
Provided by Trusted Advisor Associates
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White Papers
The Only Two Screening Decisions You Have To Make
November 1, 2009, 12:00am PDT
Much sales literature talks about sales in terms of processes. A key process element is lead screening, or lead qualification. And that process is often described in terms of efficiency. As one...
Provided by Trusted Advisor Associates
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White Papers
Your Competitor Is Your Customer Is Your Partner
March 1, 2010, 12:00am PST
Our beliefs drive our actions. Too often, our beliefs harden and persist long after they're no longer in sync with the world, driving behaviors that are no longer appropriate. An example of the...
Provided by Trusted Advisor Associates
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White Papers
Client Focus Right Vs. Client Focus Lite
June 1, 2009, 12:00am PDT
Do you remember the TV ad that showed a young man proposing to his beloved - by use of a PowerPoint slide deck extolling his virtues? Did you ever work for someone who asked his (rarely her)...
Provided by Trusted Advisor Associates
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White Papers
Competitive Disadvantage: New Sales Strategies For New Business Models
March 1, 2009, 12:00am PST
When strategies change, downstream tactics must change to support them. And when business models themselves change, even the downstream strategies must change. One of those business model-change...
Provided by Trusted Advisor Associates
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White Papers
Competitive Disadvantage: New Sales Strategies For New Business Models
March 1, 2009, 12:00am PST
When strategies change, downstream tactics must change to support them. And when business models themselves change, even the downstream strategies must change. One of those business model-change...
Provided by Trusted Advisor Associates
-
White Papers
Client Focus Right Vs. Client Focus Lite
June 1, 2009, 12:00am PDT
Do you remember the TV ad that showed a young man proposing to his beloved - by use of a PowerPoint slide deck extolling his virtues? Did you ever work for someone who asked his (rarely her)...
Provided by Trusted Advisor Associates
-
White Papers
Your Competitor Is Your Customer Is Your Partner
March 1, 2010, 12:00am PST
Our beliefs drive our actions. Too often, our beliefs harden and persist long after they're no longer in sync with the world, driving behaviors that are no longer appropriate. An example of the...
Provided by Trusted Advisor Associates
-
White Papers
The Only Two Screening Decisions You Have To Make
November 1, 2009, 12:00am PDT
Much sales literature talks about sales in terms of processes. A key process element is lead screening, or lead qualification. And that process is often described in terms of efficiency. As one...
Provided by Trusted Advisor Associates
-
White Papers
When Customer Focus Becomes Predatory
January 1, 2010, 12:00am PST
Customer focus is a good thing. all know that. Give the customer what they want, sell based on needs, not products, and offer benefits, not features. Baseball and apple pie are good, too. Yawn....
Provided by Trusted Advisor Associates
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