In this issue:

• Remote Demos: Choosing the Approach That's Right for Your Business
  Not long ago, face-to-face was the only way to demo a product. Now, the World Wide Web enables remote demos that challenge traditional thinking about the role demos play in the sales process. Read how to communicate the benefits and/or functionality of a software product to your target audience in a measurable, scalable, repeatable way.  

• Getting Management to Buy-In on Positioning
  Are your product people muttering that management doesn't listen to them? Adapt a positioning process that includes executive management approval of your message strategies.
  

• Tips & Tools: How to Run Customer Focus Groups Successfully
  Despite claims and ad campaigns to the contrary, many companies are doing a poor job of establishing productive dialogues with their customers. A simple but effective way to help remedy this is to run regular customer focus groups.
  

• Two to Tango: The Art of Crafting,
  Building, and Maintaining Business Partnerships
  More and more, companies are placing an emphasis of pursuing growth strategies that involve strategic partnerships. Read on to see how strategic alliances allow organizations to establish relationships that combine their resources, capabilities, and core competencies.
  

• The Role of Sales Engineer in Technical Sales
  Sales engineers play a critical role in technology companies. Review the functions of the sales engineer's job and the problems they face in high-tech firms.
  

• Case Study: Nielsen Media--Tuned in to Customer Needs

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