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CRM
October 1, 2007
Anupam Agarwal |
Keeping Pipeline Insights Actionable Existing CRM technology assets can drive incremental growth by improving sales pipeline management.   |
CRM
August 2005
Jim Dickie |
Demystifying the ROI of CRM Know your firm's biggest pain points and determine how damaging they can be to your business if left untreated. First identify the problem, then find the solution -- and CRM ROI will then become a much simpler matter. |
HBS Working Knowledge
October 3, 2005
Jonathan Byrnes |
Use Best Practice to Fire Up your Sales Team The most powerful aspect of harnessing your own best practice is that your sales force will be very receptive to the improvements. Your own best practice is literally your own. |
CRM
January 1, 2006
Agarwal & Schumacher |
Put More Feet on the Street To extract more value from existing sales machinery, B2B companies must address fundamental sales productivity inhibitors, focusing first on process, policy, and guideline improvements. |
CRM
December 13, 2013
Rogers & Stein |
Three Keys to Igniting Sales Team Motivation Harness reps' drive to win by teaching skills for improvement. |
U.S. Banker
February 2002
Eby Raj Seshadri & Corey Yulinsky |
Quick-Return CRM There are ways to improve customer relationship management without spending huge amounts of money. McKinsey consultants argue that CRM should be more mining of profits than of data... |
CRM
October 2004
Ginger Conlon |
Get Your Facts Straight Customer data aggregation is the number one data issue right now. Find out how companies are handling it and turning it into a positive. |
CRM
May 1, 2006
Collins, Nair & Schumacher |
Reaching the Next Level of Performance in Marketing Marketers should expand their focus and look for opportunities to drive incremental revenue across all stages of customers' interactions. |
CRM
December 2004
Jim Dickie |
Who's Who in the How of Sales CRM vendors are stepping up to deliver tools that help reps sell. |
CRM
December 2014
Jim Dickie |
Coaching Solutions Guide Reps to Sales Success Innovation steps in where sales training leaves off. |
CRM
December 2013
Jim Dickie |
Manage Forecasts with Metrics, Not Hunches Look to big data, sales analytics for accurate insights. |
CRM
November 12, 2015 |
TAS Group Releases Sales Performance Manager Sales Performance Manager offers built-in sales management expertise, insights, and best practices with complete visibility into pipeline and performance. |
CRM
November 7, 2014
Venkat Rangan |
3 Ways Data Science and Data Exhaust Can Optimize Revenue Get a clear window into sales pipelines. |
CRM
January 2007
Jim Dickie |
Nobody Can Stop the Shopping The CRM watchwords in the new year may well be shop till you drop. Many companies will continue to purchase additional technology throughout 2007, despite previous large-ticket expenditures. |
CRM
August 22, 2014
Chuck Ganapathi |
A Back-to-Basics Guide to CRM Adoption When we realize that CRM systems have been optimized for the company and not for the end users, we can change our approach to create a mutually beneficial process and outcome. |
CRM
November 30, 2012
Brian Kardon |
How Will CRM Evolve? Companies like Dell, ADP, EMC, and SunTrust are using the power of predictive analytics to enable their sales teams to focus on the customers most likely to buy. |
CRM
April 2014
Barton Goldenberg |
Taking the Plunge into Social CRM Integrating social communities takes a true commitment. |
CRM
November 9, 2015
Michael Rooney |
Finding Lost Sales Revenue: It's All About the Process Getting a well-defined sales process in place is important. Having it adopted and automated is even better. |
CRM
April 2010
Barton Goldenberg |
Your People Are Half the Battle You have a simple choice: Prepare your people or prepare for failure. |
CRM
June 2004
Jim Dickie |
The Bake-at-Home Version of CRM Some companies still prefer to whip up their own CRM systems--and are having success doing so. |
CRM
September 8, 2010
Ed Jenks |
So Many CRM Service Providers, So Little Time Whether your strategy is operational excellence, product innovation, or customer intimacy, CRM is essential to achieve customer satisfaction. So how do you choose? |
CRM
April 2007
Jim Dickie |
Fueling the CRM Engine Sales reps are spinning their wheels waiting for sales knowledge and relevant management tools to be integrated. |
CRM
April 2013
Barton Goldenberg |
The Future Is Now for Data Analytics Turn data insights into customer excellence. |
CRM
March 2011
Jim Dickie |
Hiring Reps? Get Them a Digital Research Assistant Sales intelligence systems help shorten ramp-up time. |
CRM
May 2006
Jim Dickie |
What Does CRM Really Do to Help Salespeople? In a recent survey of sales executives, more than 70% of participating firms show positive results from using CRM systems. |
CRM
March 2014
Jim Dickie |
The Adoption Rate Challenge Give sales reps the right tools to drive CRM success. |
CRM
August 27, 2003
Jim Dickie |
The CRM Report Card Is In Companies get fewer F's, but not nearly enough A's. |
IndustryWeek
April 21, 2010 |
Consider This -- Using Pricing as a Competitive Advantage Here are three tried and tested pricing strategies to help manufacturing companies climb to the top of the heap in this time of economic recovery. |
CRM
October 2004
Jim Dickie |
What We're Not Putting Into CRM Systems As part of this study companies were asked to assess the information needs of their sales teams: What do they really need access to to sell effectively? |
CRM
February 7, 2014
Jim Dunham |
Improving the Outlook for Renewal Sales Reps Why CRM isn't enough to maximize recurring revenue. |
CRM
June 2012
Jim Dickie |
Sales Reps Find Strategic Aid with SAM An underused technology offers huge potential. Strategic Account Management is a concept the vast majority of sales organizations embrace as something that is mission critical or very important to their success. |
CRM
September 2015
Jim Dickie |
Make Sure Your CRM Is Well Informed Sales reps won't adopt your software if they don't trust its data |
CRM
June 2005
Jim Dickie |
A Little Help From Your Friends A new crop of CRM services firms help solve data-related frustrations. |
CRM
March 13, 2015
Daniel Sarfati |
Measure CRM Usage to Optimize Business Processes Current tools leave insight lacking when it comes to employee interaction. |
CRM
April 1, 2004
Martin Schneider |
ROI on the Rise? Is CRM software getting better, or are companies learning from past mistakes? |
CRM
September 2004
Barton Goldenberg |
Don't Put the Cart Before the Horse Process excellence helps some companies enhance business processes like streamlining new product development and improving CRM. |
CIO
May 1, 2002
Lafe Low |
What We're Buying When you look at the IT shopping lists of most companies, CRM technology is consistently at the top. In fact, CRM spending will outpace spending in other infrastructure technology categories such as content management and supply chain management... |
CRM
November 24, 2015
Oren Smilansky |
Front Row Solutions Adds Sales Rep Mapping Tools to its Reporting System Geolocation features give sales managers greater visibility into sales rep activity -- where they are and what they're doing. |
Information Today
May 20, 2013 |
D&B Introduces Hoover's Analytics for Small Business Customers Hoover's Analytics is a new product to help small businesses segment and evaluate their customers and prospects to identify new growth opportunities. |
CRM
July 1, 2009
Jim Dickie |
CRM in the Palm of Your Hand Three factors are combining to (finally) drive interest in mobile CRM. |
CRM
December 2009
Jim Dickie |
The Integration Advantage Unifying the sales process and the CRM system is essential. |
CRM
June 1, 2009
Clara Shih |
Sales in the Facebook Era In this excerpt from her new book, "The Facebook Era: Tapping Online Social Networks to Build Better Products, Reach New Audiences, and Sell More Stuff," the head of social media alliances and product strategy at Salesforce.com provides her take on the future of CRM and social media. |
HBS Working Knowledge
August 2, 2004
Jonathan Byrnes |
Account Management: Art or Science? The answer, not surprisingly, is that both aspects are important. But in many companies, the science of account management is neither well understood nor systematically applied. |
CRM
July 18, 2014
Jonathan Herrick |
6.5 Ways to Crush Small Business CRM Adoption Woes You can transform reps' view of new tools from obstacle into opportunity. |
CRM
March 21, 2014
Kostojohn & Ghalayini |
Build a Solid CRM Foundation Master the basics before taking on the latest innovations. |
CRM
March 2015
Jim Dickie |
Can Configure, Price, and Quote Apps Be Sales' BFF? Add the power of knowledge to your reps' sales arsenal. |
CRM
March 2012
Jim Dickie |
Are the CRM Wars Really Over? Existing CRM users would be well advised to test the waters to see if something that would work better for them exists. |
CRM
May 24, 2013
Ernest Lessenger |
CRM's Role in Managing Business Goals Increase sales reps' productivity by setting clear goals and letting them track their progress. |
CRM
October 21, 2013
Maria Minsker |
Microsoft Dynamics CRM Forms Strategic Alliance with InsideView The new partnership will bring Social Insights to the cloud-based Microsoft Dynamics CRM Online service. |
CRM
January 2013
Kelly Liyakasa |
5 Emerging Sales Productivity Tools New social, mobile, and collaborative tools help sales teams close more deals. |
