Harvard Business Review

DECEMBER 21, 2011

Your R&D group develops a unique new product. The company holds us accountable for revenues and expects us to develop and maintain the connections to drive sales. Manufacturing produces it. Finance puts the systems in place to track the money coming in. Marketing designs the promotional campaign. Your sales force is ready to execute.

Company 14

Company Market Penetration Long-term Short-term 14

Harvard Business Review

FEBRUARY 12, 2016

Thanks to the proliferation of smartphones, brand and online-shopping websites, social media, and vehicle connectivity, businesses have a unique opportunity to use technology to revolutionize the customer experience and to incorporate the voice of the customer into product development. But where and how do you start? Insight Center.

Media 8

Media Automotive Globalization Active Listening 8

Harvard Business Review

JULY 12, 2012

Instead, I relied on my background as an MIT-trained engineer to create a system of hiring and development that relies on metrics and quantitative analysis. We try to align every possible aspect of these two teams, so that our goals, pains, and processes are as similar as possible. Both teams are on a monthly quota.

Team 14

Team Analysis CRM Quality 14

Harvard Business Review

DECEMBER 13, 2017

There are core competencies that every PM must have – many of which can start in the classroom – but most are developed with experience and good role models and mentoring. Defining and tracking success metrics. So, what should you consider if you’re thinking of pursuing a PM role? Core Competencies. Company Fit.

Productivity 8

Productivity Products Core Competence Management 8

Harvard Business Review

AUGUST 5, 2015

It’s an inside-out process and CRM systems are there to provide data about progression (or not) through that company’s funnel steps — the famous “pipeline” metrics that dominate so much talk about sales. But Gartner research (see here and here ) indicates a very different contemporary buying reality.

B2B 8

B2B AIDA AIDAS Disintermediation 8

Harvard Business Review

OCTOBER 16, 2018

ConnectMe leverages the world’s leading CRM cloud solution, Salesforce, to help organizations navigate the changing workplace and deliver an exceptional employee experience. Measurement and metrics challenge every company, so how do you measure efforts to build a great experience for employees? Angelia Herrin, HBR.

Technology 10

Technology Consultative Content Human Capital 10

Harvard Business Review

SEPTEMBER 29, 2014

Some will remember or hear stories of failed projects – big investments to give salespeople tablet computers, to develop data warehouses, and implement CRM systems that ended up racking up huge costs, while generating little value for customers and salespeople. While some jump in, many are reluctant to move forward.

Incentives 11

Incentives CRM Metrics Benchmarking 11