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• Closing the loop; Deploying software for customer and sales management doesn't inevitably lead to increased revenues and satisfied customers. But rewards can be great if sales and marketing work together.(Seagram Spirits and Wine Group implements brand-ma 

  Seagram Spirits and Wine Group is one of a growing number of companies using technology to link sales and marketing. In December, the beverage...

  B to B, 01/14/02 by Fineberg, Seth; Frook, John Evan · More from publication

• Three Do's and Don'ts.(advice for implementing customer relationship management, sales force automation systems)(Brief Article) 

  BtoB asked a group of experts to identify keys to success and failure among organizations that install sales force automation (SFA) and customer...

  B to B, 01/14/02 by Frook, John Evan · More from publication

• Case Study: How one manufacturer converts leads into sales.(Brief Article)(Statistical Data Included) 

  When it comes to linking electronic b-to-b sales and marketing systems, Poly Hi Solidur is a grizzled veteran. The Fort Wayne, Ind.-based...

  B to B, 01/14/02 by Frook, John Evan · More from publication

• IBM reaches China with Webcast; ITworld.com hires chinese actors for quick translation.(Brief Article) 

  IBM Corp. is marketing to the world's most populous country, China, with an Internet Webcast titled ``Making Dynamic E-business Profitable,''...

  B to B, 01/14/02 by Frook, John Evan · More from publication

• Making the pitch for pay-per-view; New AllCharge vp Ress explains why micro payments have market potential.(Erica Ress)(Brief Article)(Interview) 

  As worldwide creative director at Grey Advertising in the early 1990s, Erica Ress led the team that established Procter & Gamble's Pantene Pro-V...

  B to B, 01/14/02 by Frook, John Evan · More from publication

• D&B turns to Web to distribute data ; Imarket unit's `private data portal' offers real-time access to field sales forces. 

  D&B Corp. is dramatically changing the way it dispenses business information to marketers. Through its Waltham, Mass.-based iMarket Inc. unit,...

  B to B, 12/10/01 by Frook, John Evan · More from publication

• Relizon-Epsilon deal easy as CRM; Merger creates $1B customer relationship management force.(Brief Article) 

  Matching document management with affinity marketing was the thrust, according to company executives, behind Relizon Co.'s recent $189 million...

  B to B, 12/10/01 by Frook, John Evan · More from publication

• When tragedy boosts business ; Security, defense suppliers walking thin line in aftermath of Sept. 11 attacks. 

  SER Solutions Inc., Herndon, Va., a 17-year-old document management company, had planned for more than a year to bring to market a product called...

  B to B, 12/10/01 by Frook, John Evan · More from publication

• Kenneth Fitzpatrick; General manager-global marketing, Computer Associates Inc., Islandia, N.Y. 

  It's been a year of more and less for Kenneth Fitzpatrick, general manager-global marketing for Computer Associates Inc. This year, he undertook...

  B to B, 12/10/01 by Frook, John Evan · More from publication

• Companies swap good deals for testimonials. 

  Your company has great customers. You want them to speak at trade shows, meet sales prospects, appear in advertising, brief Wall Street analysts...

  B to B, 12/10/01 by Frook, John Evan · More from publication