Strategy Driven

SEPTEMBER 19, 2021

To develop your online community, there are literally thousands of tools and programs to select from. Is the platform compatible with your CRM/database? These are just a handful of the essential metrics you should be paying attention to. Selecting the Best Platform. Set up reports to keep track of crucial community indicators.

Tips 83

Tips Succession Brand CRM 83

Harvard Business Review

JULY 3, 2015

Through our research on network-centric businesses and our experience advising hundreds of companies we have developed a framework for understanding customer affinity. Example: Carol owns a small business and needs a customer relationship management (CRM) platform. Example: Jim’s firm has used the same CRM software for ten years.

CRM 8

CRM Brand Business Model Intangible Assets 8

Harvard Business Review

FEBRUARY 12, 2016

People were asked about GM products, upholstery textures, colors, vehicle designs, and technology, and their feedback was incorporated into GM vehicles. The CoE has worked with IT and purchasing to procure a global set of tools for social media management, which are also integrated with our CRM systems. But where and how do you start?

Media 8

Media Automotive Globalization Active Listening 8

Harvard Business Review

JANUARY 9, 2014

Companies have long developed and managed their sales people differently from other employees, placing great emphasis on individual performance. Its structure, skills, metrics, and rewards have mostly remained the same. In one account alone, the improvements have driven $3.5 million in incremental revenue.

Team 10

Team Metrics Compliance Attrition 10

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.

Company 14

Company Market Penetration Long-term Short-term 14

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. To gain an understanding of our product, every new salesperson creates a blog and a website from scratch during their initial training. 500 List.

Team 14

Team Analysis CRM Quality 14

Ask Atma

MAY 5, 2012

You have a great business idea but you are not sure how to develop it. model, startups will have more success if they adopt lean and agile business development principles, where failing fast is the premium strategy and the lean business model reigns supreme. And you start by developing the simplest working version of your idea.

Business Model 93

Business Model Ries Agility Entrepreneur 93

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

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

APRIL 29, 2015

Every day we hear of a product, a movie, or even a person that rises or falls based on buzz alone. These engaged customers don’t just buy your products again and again. Gray social media exists inversely proportional to the capabilities of your monitoring and metrics systems. They encourage others to do it, too.

Loyalty 8

Loyalty Content Audience CRM 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 10

Incentives CRM Metrics Benchmarking 10