Sales & Marketing Management - September/October 2008 - (Page 30) TRAINING TECHNOLOGY INCENTIVES TRAVEL/MEETINGS [THE PULSE] PERCENTAGE THAT GOVERNMENT CRM SPENDING IN THE U.S., U.K., GERMANY AND FRANCE WILL INCREASE IN THE NEXT FIVE YEARS. SOURCE: DATAMONITOR REPORT By deploying this specialized software, companies are able to automatically analyze every deal in real time, providing profit-optimal price points to salespeople for every product on every order. Ultimately, they maximize their margin contribution and profitability without sacrificing top-line revenue. Price optimization has its roots in the airline and hospitality industries, where spot transactions or takeit-or-leave-it pricing is prevalent (i.e., a price on an airline or hotel Web site). But price optimization for B2B companies is distinctly different because prices and deals are negotiated by salespeople. B2B companies investigating price optimization technology should confirm a vendor has relevant industry expertise and has also developed algorithms and automated technology specifically addressing their unique needs. It’s also important to make the distinction between price optimization technology and other applications, such as business intelligence (BI) tools. While both leverage a company’s existing data, BI tools only provide a historical analysis of the data, leaving the end user to interpret the data and “guess” what to do next. Price optimization technology provides answers. It not only analyzes the data but provides specific price recommendations. It’s the granularity at which deals are priced and the cumulative margin and profit gains made that sets price optimization apart. And because price improvements drop straight to the bottom line, the impact of price optimization technology is a game-changer for B2B companies facing softening demand and material-cost inflation. For example, after deploying price optimization software, one Fortune 500 industrial manufacturer has watched its operating margins grow by 12.8% in the past year. 52
Table of Contents Feed for the Digital Edition of Sales & Marketing Management - September/October 2008 Sales &�Marketing Management - September/October 2008 Contents Editor's Letter Brian Tracy University Smart Sales Sales Strategy Smart Marketing Marketing Strategy Smart Management Management Strategy The Low-Cost Sales Leader Why Sales Process Gets the Shaft Training Q&A Technology Making the Case for Travel (Part II) Travel/Meetings On the Road The Way I See It Sales & Marketing Management - September/October 2008 Sales & Marketing Management - September/October 2008 - Sales &�Marketing Management - September/October 2008 (Page Cover1) Sales & Marketing Management - September/October 2008 - Sales &�Marketing Management - September/October 2008 (Page Cover2) Sales & Marketing Management - September/October 2008 - Contents (Page 1) Sales & Marketing Management - September/October 2008 - Contents (Page 2) Sales & Marketing Management - September/October 2008 - Contents (Page 3) Sales & Marketing Management - September/October 2008 - Contents (Page 4) Sales & Marketing Management - September/October 2008 - Contents (Page 5) Sales & Marketing Management - September/October 2008 - Editor's Letter (Page 6) Sales & Marketing Management - September/October 2008 - Brian Tracy University (Page 7) Sales & Marketing Management - September/October 2008 - Smart Sales (Page 8) Sales & Marketing Management - September/October 2008 - Smart Sales (Page 9) Sales & Marketing Management - September/October 2008 - Sales Strategy (Page 10) Sales & Marketing Management - September/October 2008 - Sales Strategy (Page 11) Sales & Marketing Management - September/October 2008 - Smart Marketing (Page 12) Sales & Marketing Management - September/October 2008 - Marketing Strategy (Page 13) Sales & Marketing Management - September/October 2008 - Marketing Strategy (Page 14) Sales & Marketing Management - September/October 2008 - Smart Management (Page 15) Sales & Marketing Management - September/October 2008 - Management Strategy (Page 16) Sales & Marketing Management - September/October 2008 - Management Strategy (Page 17) Sales & Marketing Management - September/October 2008 - The Low-Cost Sales Leader (Page 18) Sales & Marketing Management - September/October 2008 - The Low-Cost Sales Leader (Page 19) Sales & Marketing Management - September/October 2008 - The Low-Cost Sales Leader (Page 20) Sales & Marketing Management - September/October 2008 - The Low-Cost Sales Leader (Page 21) Sales & Marketing Management - September/October 2008 - Why Sales Process Gets the Shaft (Page 22) Sales & Marketing Management - September/October 2008 - Why Sales Process Gets the Shaft (Page 23) Sales & Marketing Management - September/October 2008 - Why Sales Process Gets the Shaft (Page 24) Sales & Marketing Management - September/October 2008 - Why Sales Process Gets the Shaft (Page 25) Sales & Marketing Management - September/October 2008 - Training Q&A (Page 26) Sales & Marketing Management - September/October 2008 - Training Q&A (Page 27) Sales & Marketing Management - September/October 2008 - Training Q&A (Page 28) Sales & Marketing Management - September/October 2008 - Technology (Page 29) Sales & Marketing Management - September/October 2008 - Technology (Page 30) Sales & Marketing Management - September/October 2008 - Technology (Page 31) Sales & Marketing Management - September/October 2008 - Making the Case for Travel (Part II) (Page 32) Sales & Marketing Management - September/October 2008 - Making the Case for Travel (Part II) (Page 33) Sales & Marketing Management - September/October 2008 - Travel/Meetings (Page 34) Sales & Marketing Management - September/October 2008 - Travel/Meetings (Page 35) Sales & Marketing Management - September/October 2008 - On the Road (Page 36) Sales & Marketing Management - September/October 2008 - On the Road (Page 37) Sales & Marketing Management - September/October 2008 - On the Road (Page 38) Sales & Marketing Management - September/October 2008 - On the Road (Page 39) Sales & Marketing Management - September/October 2008 - The Way I See It (Page 40) Sales & Marketing Management - September/October 2008 - The Way I See It (Page Cover3) Sales & Marketing Management - September/October 2008 - The Way I See It (Page Cover4)
For optimal viewing of this digital publication, please enable JavaScript and then refresh the page. If you would like to try to load the digital publication without using Flash Player detection, please click here.