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| ITSMA’s 2012 State of the Marketing Profession Address |
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Document
Type: Online Briefing
Pub. Date: January 27, 2012 Ref. Number:
OLB120125 |
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| IBM’s Institute for Business Value: How to Convert Thought Leadership Research Into Revenue |
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Document
Type: Case Study
Pub. Date: January 16, 2012 Ref. Number:
CS0029 |
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| Four Stages to Full ABM Adoption |
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Document
Type: Update
Pub. Date: January 3, 2012 Ref. Number:
U0074 |
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| How to Successfully Navigate the Four Stages of Lead Management Maturity |
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Document
Type: Online Briefing
Pub. Date: December 2, 2011 Ref. Number:
OLB111201 |
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| B2B Services and Solutions Lead Management Benchmarks |
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Document
Type: Benchmarking Study
Pub. Date: October 5, 2011 Ref. Number:
SV4582 |
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| Cisco: How to Train Partners in the Complex Solutions Sale |
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Document
Type: Case Study
Pub. Date: September 6, 2011 Ref. Number:
CS0028 |
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| Lead Generation High Performers: Lessons from the Best |
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Document
Type: Online Briefing
Pub. Date: April 5, 2011 Ref. Number:
OLB110322 |
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| Xerox Global Services’ Competipedia: Using Social Media to Enable the Sales Force |
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Document
Type: Case Study
Pub. Date: April 1, 2010 Ref. Number:
CS0023 |
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| Tackling the Primary Impact Points for Sales Enablement and Productivity |
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Document
Type: Online Briefing
Pub. Date: March 23, 2010 Ref. Number:
OLB100316 |
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| ITSMA’s 2010 State of the Profession Address |
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Document
Type: Online Briefing Complimentary Version Available
Pub. Date: February 1, 2010 Ref. Number:
OLB100126 |
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| Leveraging Reference Programmes to Help Customers Choose You |
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Document
Type: Online Briefing
Pub. Date: November 16, 2009 Ref. Number:
OLB091110 |
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| Sales Enablement Practices and Trends: Increasing Marketing’s Impact |
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Document
Type: Benchmarking Study
Pub. Date: November 6, 2009 Ref. Number:
SV4575 |
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| How Customers Choose Solution Providers, 2009: The Importance of Personalization, Epiphanies, and Social Media |
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Document
Type: Focus Report Complimentary Version Available
Pub. Date: October 26, 2009 Ref. Number:
F016 |
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| How Customers Choose Solution Providers, Europe 2009: The Importance of Personalisation, Epiphanies, and Social Media |
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Document
Type: Focus Report Complimentary Version Available
Pub. Date: October 25, 2009 Ref. Number:
F016EU |
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| How Customers Choose Solution Providers, United States 2009: The Importance of Personalization, Epiphanies, and Social Media |
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Document
Type: Focus Report Complimentary Version Available
Pub. Date: Ref. Number:
F016US |
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| Fujitsu Services: How to Use Segmentation to Prioritise Sales Opportunities |
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Document
Type: Case Study
Pub. Date: July 24, 2009 Ref. Number:
CS0021 |
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| Improving Sales Effectiveness Through Guided Conversations: Xerox Global Services Tour |
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Document
Type: Case Study
Pub. Date: July 22, 2009 Ref. Number:
CS0019 |
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| Where’s the Beef? Creating Value Propositions That Matter |
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Document
Type: Update
Pub. Date: July 3, 2009 Ref. Number:
U0066 |
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| Four Steps to Improving Your Ability to Penetrate New Accounts |
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Document
Type: Update
Pub. Date: June 23, 2009 Ref. Number:
U0065 |
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| Accelerate the Buying Process with Collaborative Account Planning |
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Document
Type: Update
Pub. Date: May 8, 2009 Ref. Number:
U0064 |
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| Survey Insights: The Impact of the Economic Downturn on Developing and Selling Solutions |
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Document
Type: Study
Pub. Date: Ref. Number:
SV4555 |
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| ITSMA Account-Based Marketing Benchmarking Study |
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Document
Type: Benchmarking Study
Pub. Date: April 1, 2009 Ref. Number:
B019 |
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| Generating Revenue in Tough Times: Better Thinking, Better Tactics |
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Document
Type: Online Briefing
Pub. Date: February 27, 2009 Ref. Number:
OLB090225 |
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| The Epiphany Stage: The Missing Link in the Buying Process |
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Document
Type: Update
Pub. Date: January 27, 2009 Ref. Number:
U0062 |
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| How to Create Marketing Content that Sales Will Actually Use |
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Document
Type: Viewpoint
Pub. Date: September 23, 2008 Ref. Number:
V0043 |
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