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Supplier Design Win 101: Strategies For Building Repeat Business
With Tesla Motors on track to produce 20,000 cars per year in 2013, up from 328 in the last quarter of 2012, the Tesla supplier list is suddenly a great place to be. So what does that have to do with...
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The B2B Dating Game, Part 1: Finding The Right Customer For You
There are 54 million single people in just the U.S., 40 million of whom have tried online dating. Chances are, you or someone you know has done online dating at sites like Match.com, eHarmony, or...
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The Dating Game, Part 2: Interpreting B2B Buying Signals
In my last post, I talked about how companies can use online business and social networks to find new customers—kind of like Match.com for B2B. But how do you know when these prospects are ready to...
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It’s Personal: How Automation Improves Customer Intimacy
As a society, we are now entering our fourth decade of collective frustration with the automated telephone systems (“phone trees”) that every organization, from the cable company to the Internal...
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Bidding: Five Ways To Win The Scavenger Hunt
Just about anyone who ever went to a birthday party as a kid has participated in a scavenger hunt. Your team is issued a list of items, ranging from the ordinary to the bizarre, and then unleashed on...
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Contracts: Speeding Across The Finish Line (It’s Possible!)
Closing a sales deal is a lot like closing on a house: everyone is excited when the handshake seals the buyer’s and seller’s intent…but then the contract process begins. Exhaustive requirements need to...
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Your Next RFP: How to Be In It To Win It
Increase Your Chances of Winning an RFP Last month I really enjoyed meeting with hundreds of Ariba Network suppliers at our AribaLIVE 2013 conference in Washington, DC. One of my favorite breakout...
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Spot Buying 101: Big Benefits from Small Transactions
It’s summertime, and you’re hosting a big barbecue on the coming weekend. Your gas grill breaks unexpectedly, so on short notice, you head down to your local hardware store and buy a new one. Guess...
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History Repeats Itself: The Perfect Order
These days, it seems that companies like Facebook, Google, and Apple grab most of the headlines with history-making technology news. It’s kind of hard to imagine a company like General Motors sharing...
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5 Ways Business Networks Drive ‘Uber Benefits’
The rapid growth of B2B e-commerce is commanding a lot of attention these days. Analysts project it to reach US$ 6.7 trillion globally by 2020, and companies everywhere are engaging with it at deeper...
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