Harvard Business Review

MAY 19, 2014

Clayton Christensen first documented this phenomenon in his study of the disk drive industry , and found that new companies targeting existing customers succeeded 6% of the time, while new companies that targeted non-consumers succeeded 37% of the time. Oculus, of course, was wildly successful.

Entrepreneur 9

Entrepreneur Advice Disruptive Innovation CRM 9

Harvard Business Review

JANUARY 26, 2017

Companies fail to get the most out of the $12 billion a year they spend on sales enablement tools and the billions more on CRM technology. The sales force gets better and better at things that leaders and customers value less and less while remaining unclear about performance expectations.

Execution 8

Execution Cost Telecommunications CRM 8

Harvard Business Review

AUGUST 15, 2014

But look at what that survey also found: “Less than 40% of executives say their companies have accountability measures in place, either through targets, incentives, or ‘owners’ of digital programs, while only 7% say their organizations understand the exact value at stake from digital.” are picking up steam.”

Media 10

Media ROI McKinsey Survey 10

Harvard Business Review

MARCH 10, 2017

Yet much of the data from sources such as CRM reporting tools and time studies is self-reported, and thus inherently flawed. See More Videos > See More Videos > We have worked with several companies in B2B industries to use Microsoft Workplace Analytics as part of a broader effort to improve sales effectiveness. Related Video.

Software 10

Software Metrics CRM B2B 10

Harvard Business Review

JULY 25, 2017

But the rise of cloud computing and open APIs has changed the game for the industry, allowing small businesses to take advantage of data in entirely new ways. Or, if Wednesdays are typically slow days, businesses can automatically send a discount push notification to customers with deals and incentives for Wednesdays. Insight Center.

Loyalty 8

Loyalty Retail Real Estate Discount 8

Harvard Business Review

JANUARY 9, 2014

The key difference is the degree to which reps have taken advantage of new technology (largely built into their CRM system) to share and learn from one another. As organizations have begun to see the benefits of collaboration, they’ve also, unsurprisingly, started to change their sales incentives and reward systems.

Team 10

Team Metrics Compliance Attrition 10

Harvard Business Review

NOVEMBER 6, 2013

The rich fertility of ideas in even one corner of Africa show that the undercurrents beneath the veneer of calm in the enterprise IT space are fierce, and a whole range of industries could be disrupted when the emerging-market boom comes. Here we go: 1. Enterprise IT with an ‘Infrastructure Patch’.

CRM 8

CRM Marketing Supply Chain NGO 8

Harvard Business Review

MARCH 23, 2015

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. Sports has been very good for the cable industry. When you don’t need to win games to make money, what’s the incentive to win?

Price 8

Price Team Sports Franchising 8

Harvard Business Review

APRIL 12, 2018

Many industries have had to downsize sales forces. sales reps following an industry-wide downsizing trend. sales reps following an industry-wide downsizing trend. Use coaching and CRM systems to help the replacement get up to speed on the customer’s needs quickly. japatino/Getty Images.

How To 8

How To CRM Uncertainty Cost 8

Harvard Business Review

JUNE 22, 2018

Across the technology industry, subscription sales models are growing in popularity. The subscription sales trend in cloud computing (and many other industries) means more companies are facing a classic sales management dilemma: Should the same salesperson be responsible for both account acquisition and account management?

Business Model 9

Business Model Guidelines Team Incentives 9