McDonald’s Versus Subway – How Manufacturing Style Influences Perception Of Quality & Fairness

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Comparing McDonald’s with Subway, the recent BusinessWeek article titled Why the McWrap Is So Important to McDonald’s explains how manufacturing style could influence consumer perception of quality. This article got me thinking about the related configure-price-quote process and its repercussions on a company’s margins and reputation as a fair player. For the uninitiated, CPQ is the … Read more

Creating ASPO To Bolster Cold Call Success Rates

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In Use ASPO To Boost Cold Call Success Rates, I’d introduced Account Specific Point Offering and touched upon how salespersons can use it to spark off the conversation with potential buyers at the top of the funnel. In this post, I’ll describe ASPOs in greater detail and outline a methodology for developing them. ASPO DEFINED ASPO … Read more

American Consultancy Helps Client Slash IT Procurement Costs

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Here’s our latest success story: American Consultancy Helps Client Slash IT Procurement Costs Without Increasing Risk “Negotiation levers” provide the cutting edge This leading business process consulting firm based out of the East Coast in the USA was commissioned by a large American bank to provide procurement intelligence services. The engagement was driven by the … Read more

Use ASPO To Boost Cold Call Success Rates

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Cold calling requires lot of skills and perseverance. Not everyone has them. Sales Development Reps who mask their shortcomings by claiming that “cold calling is dead” need not read further. On the other hand, if you believe that cold call is an indispensable part of B2B sales, and are looking for a way to improve … Read more

Mobile OTP: Cyanide Or Caffeine For Online Payments?

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I recently received an SMS from one of my credit card issuing banks informing me about the following change in procedure for using its credit cards online: With immediate effect, for each online transaction on your BANK1 Credit Card, an OTP (One Time Password) will be sent via SMS to your registered mobile number. In … Read more

It’s Raining QR Codes – Now In Magazines

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My previous posts about QR codes and Augmented Reality (see Related Posts at the bottom of this post) were based on my exposure to these technologies in newspapers, posters and billboards. I recently noticed a shower of QR codes in a new medium: magazines. Just the 10 June 2013 issue of the FORTUNE magazine featured … Read more

The Severe Identity Crisis On Twitter For Digital Marketers

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This Finextra article highlights a major challenge facing digital marketers using Twitter for business development: How do you determine the veracity of a Twitter account? Put in another way, how do you verify if a certain Twitter handle really belongs to the person to whom you think it does? This is a big problem because you … Read more

3 Ways To Execute Government Technology Contracts Profitably

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There’s a lot of buzz in the media about how delays in realizing payments are making life difficult for vendors selling servers, laptops, tablets and other IT hardware to the government. Click here to see a recent article on this topic. While the industry is aware that government generally takes longer to settle invoices than the private … Read more