For Sales Forces, Big Data May Be Overhyped
Harvard Business Review
AUGUST 9, 2012
The history of Customer Relationship Management (CRM) systems holds valuable lessons. The first wave of CRM systems got a boost with success stories in an HBR Article (" Automation to Boost Sales and Marketing ") in 1989 by Moriarty and Swartz. It must arm salespeople with information, rather than telling them what to do.
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