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August 2004
Jim Dickie |
The Next CRM Evolution Focusing on the how of sales: How to get an appointment, How to conduct a comprehensive needs analysis, and how to create a compelling business case.   |
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January 2, 2004
Martin Schneider |
Market Watch: Guided Selling Tools Boost Sales Results Guided selling solutions are designed to help sales associates offer the right products to customers, increase close rates, reduce cycle time, and increase revenue through upsell and cross-sell opportunities. |
CRM
October 4, 2013
Padmanabha Sivanandan |
Designing a 'Street-Smart' CRM Solution for B2C Enterprises An evolving focus on CRM has left B2Cs behind. |
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
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
July 2004
Barton Goldenberg |
Whose Portal is it, Anyway? CRM's next big challenge is deciding which application will rule the desktop. |
CRM
February 2014
Leonard Klie |
Law Firms Make the Case for CRM Sixty-three percent of firms plan additional investments in 2014, LexisNexis research finds. |
CRM
June 2005
Bailor et al. |
100 Proven CRM Ideas, Part 2 90 bright ideas for your CRM strategy and 10 dim ones to avoid. Here are tips 51 through 100. |
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. |
Bank Technology News
May 2002
David Rountree |
Meandering through the Commonsensical Middle Customer relationship management has a few inherent disadvantages in maintaining its good name. With CRM, data quality is job No.1. Training must be a close second... |
CRM
August 2003
Paul Greenberg |
Customer Loyalty? Get Over It. Customer Satisfaction? Way To Go. True loyalty is rarely attainable, so set your sights on something within reach: satisfaction. |
CRM
November 2013
Paul Korzeniowski |
Mobile CRM Is Slow to Take Hold Integration hurdles slow deployments as systems largely fail to deliver significant value to users. |
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
March 2008
Marshall Lager |
Selling CRM to Your Sales Force They're set in their ways, stubbornly independent, and resistant to change. But your staff doesn't have to be your toughest sale. |
CRM
June 2015
Michael Vickers |
Is Your CRM System Social Media Friendly? Empower collaboration to create customized experiences |
CRM
January 2004
Martin Schneider |
The Hard Sell Selling ice to Alaskans is a breeze compared with selling CRM internally to executives who resist commitment and users who shun change. Although the benefits of CRM may be clear to you, the challenge is to convince everyone else. Here's how. |
CRM
October 2013
Barton Goldenberg |
Software Advances Are Propelling CRM to New Heights Seven trends businesses cannot afford to ignore. |
CRM
March 15, 2013
Paul Anderson |
Win Over Your Customers with Smart CRM Moves Use the right tools to boost brand loyalty. |
CRM
March 28, 2014
Glenn Johnson |
5 Tips for Making CRM an Enterprise Portal Focus on revenue to drive project objectives. |
CRM
June 2004
Joshua Weinberger |
Build Customer Relationships--Just Don't Call It CRM The acronym CRM used to mean money pit at Consolidated Container. |
CRM
September 19, 2014
Bryan Collins |
The Zen of a Connected Business Six benefits of integrating CRM and enterprise resource planning. |
CRM
October 2, 2015
Jaime Lucea |
The Future of CRM Mobile tech, wearables, and better analytics will transform how, and how effectively, we do business. |
HBS Working Knowledge
January 24, 2005
Rayport & Jaworski |
QVC: Driving Sales in Real Time Service interfaces work best with customers when technologies and humans play to their strengths. This excerpt from Best Face Forward discusses how QVC maximizes sales with a highly effective hybrid approach of machine and human talent. |
CRM
March 2014
Jim Dickie |
The Adoption Rate Challenge Give sales reps the right tools to drive CRM success. |
CRM
July 2010
J. David Lashar |
The Cautionary Tales of CRM Words of wisdom drawn from decades of disappointment. |
CRM
January 2013
Kelly Liyakasa |
5 Emerging Sales Productivity Tools New social, mobile, and collaborative tools help sales teams close more deals. |
CRM
February 7, 2014
Jim Dunham |
Improving the Outlook for Renewal Sales Reps Why CRM isn't enough to maximize recurring revenue. |
CRM
December 2003
Ginger Conlon |
A Winning Formula Top executives from five leading vendors voice their opinions on how companies can unite sales and marketing to create a customer-centric organization. |
CRM
December 7, 2012
Scott Swartz |
Pair CRM and Billing for New Insight The key to engaging and understanding your customers is closer than you think. |
CRM
June 2005
Bailor et al. |
100 Proven CRM Ideas, Part 1 90 bright ideas for your CRM strategy and 10 dim ones to avoid. Here are tips 1 through 50. |
CRM
February 2003
Jason Flynn |
Advice From the Trenches: How to Increase Upsell Revenue HSN's upsell success has earned the company more than just a few extra bucks, increasing revenues from $9 million to $70 million in the past three years. |
CRM
January 25, 2013
Benjamin Lederer |
Making Use of Social Media Data A social CRM or contact management system can function as your business command center, supplementing contact, company, and industry information with social data, including profiles and comments. |
CIO
May 1, 2001
Susannah Patton |
The Truth About CRM It's expensive, hard to implement, time consuming and it may not work. It's time to forget the hype and take a hard look at the reality of CRM... |
CRM
October 2012
Paul Greenberg |
Customer Experience Finally...and Once Again It's fascinating to me that starting a little over a year ago, the concept of how to think about customer experience finally began to rear its lovely head. |
CRM
April 5, 2013
Radhika Subramanian |
Navigating the Data Universe Let big data analytics serve as a guide star to business success. |
