Escaping b-to-b's black hole - May 2, 2005, B2B Magazine
"There's a crisis facing b-to-b companies that's driven by a growing disconnect between their marketing and sales organizations. This dysfunctional relationship often consumes costs, time and resources the same way that matter, light and energy are sucked into a black hole."
By Bob Schmonsees
Fixing The Marketing-Sales Disconnect - April 04, 2005
Here’s how software vendors can prevent costs, resources, time, and opportunities from being consumed by the "B-to-B Black Hole."
By Bob Schmonsees
Web Assisted Selling
An article from SellingPower.com on integrating web conferencing into the selling process for complex products.
The Quest For Content Quality: Part One
Improving effectiveness is the next frontier for the CM industry
By Bob Schmonsees
This article originally appeared in the September 2002 issue of KMWorld
The Quest For Content Quality: Part Two
Managing the Message From A Total Quality Perspective
By Bob Schmonsees
This article originally appeared in the October 2002 issue of KMWorld
New Book on eBusiness Features Bob Schmonsees - August 2000
A new book published by Warren, Gorham & Lamont called "The Handbook for eBusiness" includes a chapter on B2B web effectiveness and Message Management written by Bob Schmonsees.
"Interactive Product Descriptions: The Killer App for Sell-Side Content"
Article by Bob Schmonsees: To date, most e-commerce innovation has taken place on the “buy side” of the revenue generation process. In short, the sell-side is quickly becoming a more content-driven process...
This article originally appeared as a series of articles in CONTENT-RULES.com.
a public site dedicated to Enterprise Content Management.
"Outside-In Prospect Personalization Techniques For Complex Products & Services"
Article by Bob Schmonsees: As the Web evolves, and competition for the prospects' hearts and minds increases, B2B web sites must become more effective at quickly educating visitors on complex products and services answering thier specific questions, and helping them articulate their unique issues and requirements.
This article origianlly appeared at Personalization.com.
Knowledge Management, May, 1999
Accessing the Virtual Mentor. By Margaret McDonald
Sales & Field Force Automation, May, 1999
JUST IN TIME COACHING - WisdomWare’s Sales Coaching can fill in the gaps when it comes to providing information and guidance to your sales team. By Rich Bohn
Selling Power Magazine, April, 1999
GAME PLAN - How Sales Coaching Software helps reps ace sales calls. By Karen E. Starr
Wall Street Journal, March 26, 1999
Bob Schmonsees Has A Tool for Better Sales. By Thomas Petzinger, Jr.
Active Content Pages: The Killer App for e-Business Content
Robert J. Schmonsees, President & CEO, R. J. Schmonsees & Associates
Driving Increased Revenue with Sales Coaching Systems, March 1999
Robert J. Schmonsees, President & CEO, WisdomWare, Inc.
Customer Relationship Management 1998 State of the Marketplace Review
R. James Dickie, Managing Partner, Insight Technology Group
Best Practice Systems for Marketing..., February 1999
Robert J. Schmonsees, President & CEO, WisdomWare, Inc.
Guidelines for Creating and Evaluating Reference-Based Interfaces
Gary J. Dickelman, Vice President, GURU, Inc.
So What Keeps You Awake at Night? Sharing Your Nightmares Can Help Put SFA on the Right Track.
R. James Dickie, Managing Partner, Insight Technology Group
The 10 Truths of Software-Enabled Coaching, March 1998
Robert J. Schmonsees, President & CEO, WisdomWare, Inc.
Survey of Product Managers
Pragmatic Marketing Group
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