Search

Indirect sales best practices adoption

<?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim" xmlns:xsi="http://www.w3.org/2001/XMLSchema-instance" xsi:schemaLocation="http://www.loc.gov/MARC21/slim http://www.loc.gov/standards/marcxml/schema/MARC21slim.xsd">
  <record>
    <leader>00000nam a22000004b 4500</leader>
    <controlfield tag="001">MAP20080031978</controlfield>
    <controlfield tag="003">MAP</controlfield>
    <controlfield tag="005">20191202111950.0</controlfield>
    <controlfield tag="008">080924s2007    usa||||       ||| ||eng d</controlfield>
    <datafield tag="040" ind1=" " ind2=" ">
      <subfield code="a">MAP</subfield>
      <subfield code="b">spa</subfield>
    </datafield>
    <datafield tag="084" ind1=" " ind2=" ">
      <subfield code="a">922.112.1</subfield>
    </datafield>
    <datafield tag="100" ind1="1" ind2=" ">
      <subfield code="0">MAPA20080154813</subfield>
      <subfield code="a">Band, William A.</subfield>
    </datafield>
    <datafield tag="245" ind1="1" ind2="0">
      <subfield code="a">Indirect sales best practices adoption</subfield>
      <subfield code="c">by William Band with Sharyn Leaver and Mary Ann Rogan</subfield>
    </datafield>
    <datafield tag="260" ind1=" " ind2=" ">
      <subfield code="a">Cambridge</subfield>
      <subfield code="b">Forrester Research</subfield>
      <subfield code="c">2007</subfield>
    </datafield>
    <datafield tag="490" ind1="1" ind2=" ">
      <subfield code="a">For Business process & applications professionals</subfield>
    </datafield>
    <datafield tag="520" ind1=" " ind2=" ">
      <subfield code="a">We surveyed 58 business and technology decision-makers and influencers to discover their strengths and weaknesses compared to 18 indirect sales best practices capabilities. We found that adopting best practices is a challenge for organizations that sell through indirect channels. In fact, fully 33% evaluate their use of indirect sales practices as poor/below average. Organizations report significant deficiencies in many areas including partner recruiting, partner collateral management, partner program management, partner sales management, partner training, and partner analytics. These deficiencies stymie an enterprises ability to work through partners to extend its reach into new markets and geographies. How well does your organization stack up? Compare your organization to indirect sales best practices, pinpoint the best opportunities for quick wins, and build an action plan to close the gaps </subfield>
    </datafield>
    <datafield tag="650" ind1=" " ind2="1">
      <subfield code="0">MAPA20080589417</subfield>
      <subfield code="a">Cambio organizativo</subfield>
    </datafield>
    <datafield tag="650" ind1=" " ind2="1">
      <subfield code="0">MAPA20080583897</subfield>
      <subfield code="a">Cambio tecnológico</subfield>
    </datafield>
    <datafield tag="650" ind1=" " ind2="1">
      <subfield code="0">MAPA20080588434</subfield>
      <subfield code="a">Toma de decisiones</subfield>
    </datafield>
    <datafield tag="650" ind1=" " ind2="1">
      <subfield code="0">MAPA20080542559</subfield>
      <subfield code="a">Ventas</subfield>
    </datafield>
    <datafield tag="650" ind1=" " ind2="1">
      <subfield code="0">MAPA20080569815</subfield>
      <subfield code="a">Organizaciones</subfield>
    </datafield>
    <datafield tag="650" ind1=" " ind2="1">
      <subfield code="0">MAPA20080596460</subfield>
      <subfield code="a">Estimación indirecta</subfield>
    </datafield>
    <datafield tag="650" ind1=" " ind2="1">
      <subfield code="0">MAPA20080592486</subfield>
      <subfield code="a">Planes estrátegicos</subfield>
    </datafield>
    <datafield tag="650" ind1=" " ind2="1">
      <subfield code="0">MAPA20080602406</subfield>
      <subfield code="a">Marketing estratégico</subfield>
    </datafield>
    <datafield tag="700" ind1="1" ind2=" ">
      <subfield code="0">MAPA20080649838</subfield>
      <subfield code="a">Leaver, Sharyn</subfield>
    </datafield>
    <datafield tag="700" ind1="1" ind2=" ">
      <subfield code="0">MAPA20080649845</subfield>
      <subfield code="a">Rogan, Mary Ann</subfield>
    </datafield>
    <datafield tag="710" ind1="2" ind2=" ">
      <subfield code="0">MAPA20080436582</subfield>
      <subfield code="a">Forrester</subfield>
    </datafield>
    <datafield tag="830" ind1=" " ind2="3">
      <subfield code="0">MAPA20080648077</subfield>
      <subfield code="a">For Business process & applications professionals</subfield>
    </datafield>
  </record>
</collection>