SBC Communications Executive and President of Effective Execution, Inc.
Publish Article on Addressing Risks to Increase Sales
Houston, Texas, July 30, 2004 - Effective Execution, Inc. announced
today that an article submitted by Ravi Kathuria, President of Effective
Execution and Kevin B. Long, Regional Vice President of Sales at SBC
Communications has been accepted and published by the Houston Business
Journal in its July 30 issue.
The article titled, "Addressing Risk is critical to selling technology,"
focuses on the topic of successfully selling complex or large technology
solutions to businesses. Selling large or complex technology solutions
to businesses is often quite challenging. It is unlikely for a
technology sale to close unless the risks involved are sufficiently
addressed. The article is available on-line at www.cohegic.com/articles.htm and in the Houston Business
Journal's web archives.
"Sales reps often focus on the technology and features of the product,
however the prospect is equally focused on the ramifications of
introducing the technology into their organization," stated Ravi
Kathuria. "Helping and educating the prospect in an objective manner can
go a long way in building trust and facilitating a decision that is not
based solely on price."
About Effective Execution, Inc.
Effective Execution, Inc. is a management consulting firm focused on
helping clients enhance business productivity by improving their
organization's ability to execute. It helps clients
crystallize their mission, vision and strategic principles; implement
management process such as the strategy execution and sales execution
processes; analyze and design work processes; design the organization
structure, roles and responsibilities and develop a high-performance
About SBC Communications Inc.
SBC is a Fortune 50 company and is one of the 30 stocks that make up the
Dow Jones Industrial Average. SBC companies currently serve more than 54
million access lines nationwide. Cingular Wireless, of which SBC is a 60
percent owner, serves 25 million wireless customers in 36 states and
operates in 43 of the top 50 U.S. markets.