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Sales Cookbook – Account Management: Nurture and Develop Clients
by Hélène Pielmeier, July 26, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. The customer base of language service providers represents the most critical part of their business. Successful LSPs rely on superior deliverables, responsive . . .
 
Sales Cookbook – Management: Oversee the Implementation
by Hélène Pielmeier, July 26, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. Successful language service providers have strong sales management in place dedicated to training, mentoring, and strategy deployment. This module of the CSA . . .
 
Sales Cookbook – Staffing: Design the Job
by Hélène Pielmeier, July 26, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. To sell proactively, language service providers need a dedicated sales team responsible for executing the sales strategy. Hiring and retaining the right salespeople . . .
 
Sales Cookbook – Playbook: Prepare Your Moves
by Hélène Pielmeier, July 19, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. To replicate sales success, language service providers must recognize and formalize their best practices. Documenting how they plan to sell and tactics to . . .
 
Sales Cookbook – Tools: Power Your Effort
by Hélène Pielmeier, July 19, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. Technology plays a significant role in enabling language service providers to be as efficient as possible in their business development efforts. It frees them . . .
 
Sales Cookbook – Communication: Engage Prospects
by Hélène Pielmeier, July 12, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. Language service providers typically rely on marketing communications to nurture leads and convey their unique selling proposition. Marketing bridges the gap . . .
 
Sales Cookbook – Markets: Target the Right Segments
by Hélène Pielmeier, July 12, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. To maximize their branding, marketing, and sales budgets, language service providers must focus their efforts on specific markets segments where they have . . .
 
Sales Cookbook – Pipeline: Generate Leads
by Hélène Pielmeier, July 12, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. Language service providers need to fill their sales and marketing pipeline with the right companies to achieve sustainable sales success. They must deploy . . .
 
Sales Cookbook – Differentiation: Prepare to Stand Out
by Hélène Pielmeier, July 05, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. Developing a strong differentiation and a unique selling proposition (USP) is crucial for language service providers to stand out. In turn, it can help them . . .
 
Sales Cookbook – Goals: Quantify Your Objectives
by Hélène Pielmeier, July 05, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. When planning for growth, language service providers must determine realistic sales goals for their organization. This module of the CSA Research “Sales . . .
 
Sales Cookbook – Planning: Plot Your Destination
by Hélène Pielmeier, July 05, 2017, 1 Pages View abstract 
 
Note: This module of the CSA Research “Sales Cookbook” will be released in July. Successful language service providers maximize their long- and short-term chances of growth by adopting and implementing systematic strategic and growth planning, . . .
 
Sales Cookbook – Intro: The Recipe to Achieve Repeatable Sales Success
by Hélène Pielmeier, June 28, 2017, 10 Pages View abstract 
Language service providers – in particular small and mid-sized ones – often ask us, “How can we increase sales? Where do we start? How can we build the best sales team?” We developed the CSA Research “Sales Cookbook” . . .
 
The Language Services Market: Research Methodology
by Donald A. DePalma, Hélène Pielmeier, June 28, 2017, 7 Pages View abstract 
At CSA Research, we strive for transparency and integrity in all of our research. This brief explains our methodology and answers the most frequently asked questions (FAQs) about our global market sizing estimates and our rankings of the largest language . . .
 
Conversation Starters to Engage Clients Beyond Projects
by Rebecca Ray, Hélène Pielmeier, June 09, 2017, 8 Pages View abstract 
To sustain growth, executives, sales teams, and account managers at language service providers need to up-sell and cross-sell beyond the language services function on the buy-side. This research piece discusses why enterprise globalization frequently . . .
 
Tech-Savvy Providers Nail the LSP Metrix
by Benjamin B. Sargent, Arle Lommel, Hélène Pielmeier, May 31, 2017, 17 Pages View abstract 
Technology plays a vital role for language service providers, yet deciding how much and when to invest in language or business tools is difficult for them. Technology adoption increases as LSPs mature and is widely perceived to speed that process. However, . . .
 
Is Recommending Centralization Always the Best Option?
by Hélène Pielmeier, Rebecca Ray, April 26, 2017, 9 Pages View abstract 
Language service providers commonly recommend that clients centralize their procurement function. While decentralized operations are easier to penetrate, the lack of consolidation across various groups means that LSPs have to exert more sales and account . . .
 
Why Benchmarking Buyer Maturity Matters for LSPs
by Rebecca Ray, Hélène Pielmeier, February 23, 2017, 7 Pages View abstract 
Recognizing buyer maturity levels and incorporating them into your strategy and solution delivery processes are essential to your business. Doing so enables you to: 1) identify the right prospects; 2) nurture leads with relevant messaging; 3) win opportunities . . .
 
Economic Opportunity by Industry
by Arle Lommel, Hélène Pielmeier, February 10, 2017, 5 Pages View abstract 
Language service providers large and small are on the eternal quest to find sizable clients with regular needs. Sectors that spend considerable amounts on language services represent obvious targets. CSA Research conducted a survey of 211 LSPs to analyze . . .
 
TechStack: Interpreting Management Systems
by Hélène Pielmeier, Arle Lommel, January 31, 2017, 14 Pages View abstract 
Managing scheduled interpreting jobs can be a daunting task for buyers of language services and their suppliers. Between April and August 2016, CSA Research investigated the state of interpreting management systems (IMSes) by conducting briefings and . . .
 
Account Growth through Client Care
by Arle Lommel, Hélène Pielmeier, January 27, 2017, 6 Pages View abstract 
What is the magic that turns some buyers turn into top clients? CSA Research conducted a survey of 211 LSPs to analyze information on their top three accounts. In this brief, we examine the relationship between the size of an opportunity and the time . . .
 
Remove Process Waste for Greater Efficiency
by Arle Lommel, Hélène Pielmeier, January 17, 2017, 6 Pages View abstract 
Like a leaky faucet, a process that creates losses here and there can amount to a big bill at the end. However, many buyers of language services may be unaware of how subtle waste on their part contributes to quality and efficiency problems on a larger . . .
 
Understanding Buyer Decision Strategies
by Arle Lommel, Hélène Pielmeier, January 16, 2017, 6 Pages View abstract 
When you consider expanding your sales and marketing efforts, you may find yourself hampered by a lack of knowledge about how to find profitable opportunities. If you go after particular profiles simply because they are visible, you may miss opportunities . . .
 
Twenty Profiles of Buyers of Language Services
by Arle Lommel, Hélène Pielmeier, November 28, 2016, 13 Pages View abstract 
When language services providers try to promote the virtues of their offerings, they often comment that finding the right individual to target can amount to finding a needle in a haystack. Yet, identifying the best entry points into a prospect can improve . . .
 
Growth Strategies for LSPs
by Hélène Pielmeier, November 23, 2016, 8 Pages View abstract 
Language service providers are often at a loss on what to do next when they develop growth strategies: Should they add new services? Should they go international? Alternatively, should they just strive to close more sales within their current target . . .
 
Effective Market Segmentation
How LSPs Should Identify and Target the Right Market Clusters
by Donald A. DePalma, Hélène Pielmeier, November 07, 2016, 47 Pages View abstract 
Unfocused lead pipelines cause many language service providers to waste precious sales and marketing resources. They aren’t sure which prospects to pursue, so they market to a broad spectrum of buyers that cross company sizes, industries, geographies, . . .
 
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