Articles

Always fast-paced, the current environment has moved into overdrive due to the rapid onset of Asia-focused globalization, sharply increased competition, growing technology complexity (layers of approval through OEMs to end users) and rising costs, costs, costs. read more...

PICOS is the most detrimental program ever conceived in the arena of sellers versus buyers. It is more pervasive than ever. Watch out! It will grab you by the throat and it won't let go. read more...

The printed word in your ads, direct mail or on your web site, no matter how well thought out, may not get the right message to your audience. Direct phone contact has a high pay off if done correctly. read more...

Global account management is a strategic sales/support tool that facilitates the development of an effective, long-term customer relationship or strategic partnership.
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Every sales team member has run into opinionated, demanding customers. For some, the reaction is, "great, I have someone who knows what she wants and will make a decision." For others the reaction is, "This person is overbearing. He's not willing to listen. I feel intimidated." Which reaction is the right one? read more...

Sales teams in the SEM industry will encounter purchasing committees that conduct vendor evaluations and render specific recommendations and decisions. Sales team members must thoroughly understand the committee environment in order to successfully navigate the process and be selected the vendor of choice. read more...

Information is power. Sales teams stand a much better chance of succeeding when they invest the effort to find the necessary information early in the sales process, throughout the sale and throughout the relationship. read more...

High technology professionals are living in a world with ever increasing demands upon their time and energy. They typically respond to this outside pressure by working harder and smarter. That effort is admirable, but there is a better solution: Synergy. read more...

As the transistor developed from its simple beginnings to the complex logic and memory devices of today, the IC Industry has gone through numerous phases. read more...

In high ticket, high tech markets, customers buy what they need. When their order rate is high, they buy more. When their order rate is low, they buy less. The question is, why should they buy from you? read more...

The most important thing for the survival of a company is a four-part concept. read more...

Six steps to marketing success that are simple in concept but challenging in implementation. read more...

Make sure your company has an adequate intellectual property plan. read more...

In some markets, product safety is an important marketing requirement. read more...

The author makes his case that marketing ought to be regarded as a profession, although amateurs often engage in marketing. read more...

As the density and complexity of wafer fabrication and die continues to increase as size decreases, we see packaging following the same trends of smaller and finer pitch and shrinking size and increasing complexity. read more...

SEM companies generally enter a customer through the engineering or operations groups, but when the relationship develops properly, the other functions of the customer's company become aware of the importance of your company's contributions to their success. read more...

Selling to value is the rule rather than the exception in the world of high-tech, big-ticket, long-sales-cycle products. read more...