What Science Do You Use For The Science Of Selling?

Scott Santucci

Alchemist

Most companies are acutely focused on their sales organizations, wanting to apply more structure, discipline, and measurement in order to maximize productivity, predictability, and transparency. A phrase often used to encapsulate this endeavor is “art to science.”

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About

Julie Ask

Julie is currently employed by Forrester Research where she is a Vice President and Principal Analyst. Her area of expertise lies primarily in telecommunications and consumer mobility more specifically. She is leveraging this expertise along with her experience in management consulting and engineering to guide clients in the development, evaluation and execution of their mobile strategies. As cell phones evolve into the most ubiquitous device owned and used by consumers, consumer product and services companies will find engaging with their customers on these devices increasingly important. Julie's research and analysis have been widely cited in publications including the Wall Street Journal, The New York Times, USA Today, BusinessWeek, RCR Wireless, The Onion and on PBS, NBC, and CBS.

Julie joined Forrester in July 2008 when they acquired JupiterResearch. Julie's experience in the telecommunications industry dates back 20 years with her first internship as a microwave circuit engineering intern at COMSAT Laboratories. She has since split her time as an engineer, management consultant, and analyst between Germany and the United States. Prior to joining JupiterResearch, Julie worked as a management consultant at Booz Allen & Hamilton where she worked with both automotive and telecommunications clients to drive product portfolio investment decisions, sourcing strategies, and broader strategic and business plan development. She also worked in business development for a wireless startup in San Francisco.

Julie holds a B.S.E.E. and a master of science in electrical engineering and computer science from the Massachusetts Institute of Technology (MIT). She also holds an M.B.A. from the University of Michigan.

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The shifting global online population

Mobile contactless payments in Europe: reality beyond the NFC hype

Thomas Husson

Hardly a week goes by without a press article or conference reporting how ubiquitous mobile payment services and their adoption are in Japan. Forrester decided to put some figures on the so-called Japanese mass-market reality and to understand why Japan is the declared leader in mobile contactless payment services. What lessons can others learn from the Japanese market and to what extent do they apply to Europe?

There are several reasons why Japan is ahead of the curve among which the role of Felica Networks in the value chain and the scale merchants could benefit from (Sony and DoCoMo invested several dozens of million euros to make sure that retailers and points of sale had the technology to read the chipsets embedded in mobile devices), the loosening of Japan's financial regulations (making it possible for non-banks to become financial services players), operators' role in paving the way for mass market adoption of mobile Internet and higher usage of mobile services (fostering the natural expansion of mobile payments).

Despite this, reality is that the mobile contactless market in Japan is only reaching critical mass, not mass-market adoption. In Europe, conditions differ quite a lot and even if Near-Field Technology is likely to play a key role in the future, the technology is only entering the pre-commercial era.

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Metrics And Measures Really Do Matter

It's Time To Ask The Question: "What Does 'Sales' Really Mean to Us?"

Scott Santucci

As you can imagine, we talk about “sales enablement” at different levels of the organization (Executive management, CMOs, VPs of sales, and individuals who are responsible for piece parts).

In all cases the view of what needs to happen to produce results is very different at each level, which is one of the core problems we have in our industry with building an effective sales and marketing systems.

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Nothing Certain Except Death And (Online) Sales Tax (?) – Or is it?

Patti Freeman Evans

Freeman Evans, Pattiby Patti Freeman Evans

 

As we reported back in May, online retailers should prepare to charge sales tax in certain markets, even if they do not plan to do so across the country. Cash-strapped states are looking to tap any potential source of revenue (California, for example, has been working through an onerous $26 billion budget gap) and have in recent months been proposing legislation to require online retailers to submit tax in states in which they deliver.

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Getting customers to cut you some slack

Jonathan Browne

Jon-Browne

[Posted by Jonathan Browne]

I'm embarrassed to see that we haven't updated our blog in three weeks. I guess it's a time of year when it's hard to stay on top of some things. I found myself exhausted at the end of June. (In addition to my trip to NYC for the CXP forum, I also had to do some business travel in Europe). Perhaps you've been feeling the same way? At the start of July, I took a holiday. It was sorely needed.

I visited Lisbon, which, it turns out, is a very beautiful city with great food and wine. As with all travel, the trip gave me a lot of experiences to think about, including a couple of incidents when I needed to ask people to fix things that had "gone wrong":

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Categories:

Do you have a touch-friendly web site?

Julie Ask

Met with an interesting company yesterday - Taptu. They offer a mobile search service/technology. They recently launched their iPhone application. They are in the process of indexing "touch-friendly" media. They estimate that there are about 40,000 touch-friendly web sites of which they have indexed more than 3 million pages with a goal much higher than this for the end of the year. They estimate that about 30% of the top 100 web sites as measured by traffic are touch-friendly. It is an interesting idea given the number of touch-screen mobile devices being sold today. Is your web site touch friendly? mobile friendly?

Yahoo! Has The Right Mobile Priorities