Harvard Business Review

FEBRUARY 1, 2016

In B2B contexts, for example, rep performance in similar territories often varies by 300% between top and bottom quintiles, and in retail stores selling productivity typically varies by a factor of three to four. Reps selling CRM services have vastly different tasks than reps selling communication tools.

CRM 8

CRM B2B Price Budgeting 8

Harvard Business Review

MARCH 31, 2015

So consider what more productive event spending means for the bottom line. Goals can range from lead generation or gaining access to decision makers to actually selling products or services — measured against the expense and opportunity cost of that event. There’s not just one rationale for events.

CRM 8

CRM ROI Budgeting Public Relations 8

Harvard Business Review

JUNE 3, 2016

Quite simply, adding technology does not automatically confer expected benefits; these benefits have to be unlocked and this can only happen through achieving organizational changes. To address this problem, this retailer planned to tag products at the item level. In a major U.K.

Tools 8

Tools Supply Chain CRM Technology 8

Harvard Business Review

SEPTEMBER 26, 2016

How to Get the Most Out of a Conference. An easy way to put this into action is by leveraging your CRM data or LinkedIn. Implementing any or all of them will be significantly more productive — and more fun — than subjecting yourself to another inefficient and ineffective networking event. You and Your Team Series.

Due Diligence 8

Due Diligence CRM Learning-by-Doing Sports 8

Harvard Business Review

JANUARY 26, 2017

The results show that executives feel that they have a high level of understanding of their companies’ strategic priorities, while sales reps — who aren’t typically in the planning meetings, on the conference calls, or roaming the halls with the people crafting strategy — said they did not. There are other gaps, too.

Execution 8

Execution Cost CRM Telecommunications 8

Harvard Business Review

AUGUST 15, 2014

The Impact of the Internet on Reading Behaviour,” a paper reporting the results of research at the 27 th Bled e-Conference). Another McKinsey survey , conducted in 2011, found then that the average company with more than 1,000 employees already had more data in its CRM system than in the entire Library of Congress.

Media 10

Media ROI McKinsey Survey 10

Harvard Business Review

APRIL 24, 2015

Have they watched your product overview? If so, share the product video. Finally, you can further gauge whether the right people are viewing your content if you cross-reference video viewing activity with other user behavior in your CRM. This benefits your business in a few respects. If so, send them a link to the pricing video.

Metrics 8

Metrics Video Marketing Audience 8

Harvard Business Review

JULY 27, 2017

Similarly, Charles Schwab was the early adopter client of Siebel’s revolutionary CRM system. Apart from the website, the BMW Startup Garage team also stays in regular touch with leading venture capitalists and regularly appears at international conferences, as well as hosting their own startup events.

Venture Capitalist 8

Venture Capitalist Meyer Innovation Fixed Costs 8

Harvard Business Review

MARCH 23, 2015

We now have entire conferences dedicated to the analytics of our business and our basketball operations. We have a global audience that has an unending thirst for mobile content, and a sophisticated CRM database that allows us to be a state-of-the-art marketing operation. These aren’t mom and pop operations anymore.

Price 8

Price Team Sports Franchising 8