Harvard Business Review

DECEMBER 29, 2014

As an example, a recent job posting on the website of a global healthcare company seeks an individual for a sales operations leadership position who can do the following: Strategy: •Contribute to the 1- and 3-year business vision as a member of the executive leadership team. Can one person really handle all this?

Offshoring 10

Offshoring Outsourcing Analysis Incentives 10

Harvard Business Review

OCTOBER 13, 2016

For example, they may involve taking inputs from emails or spreadsheets, processing the information by applying certain rules, and then entering the output into some other business systems, such as an ERP or a CRM. Take, for example, the car insurance industry. Companies can use these cognitive automation technologies in three ways.

Disaggregation 8

Disaggregation Insurance Technology CRM 8

Harvard Business Review

JUNE 22, 2017

There has been even more stability in analytical leadership, change management, and culture, and in many cases those remain the toughest problems to address. They might draw from CRM systems to evaluate the lifetime value of a customer, for example, or optimize pricing based on supply chain systems about available inventory.

Open-book 8

Open-book Software Supply Chain Technology 8

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. But good planning and proper leadership support can help. Here is what the leadership team did: They linked strategy to behaviors.

Execution 8

Execution Cost CRM Telecommunications 8

Harvard Business Review

MARCH 18, 2015

For example, 52% of high- performing salespeople indicated they were power users who take full advantage of their company’s CRM technology and internal systems compared to only 31% of underperforming salespeople. Underperformers tend to use their managers to make up for the product and industry knowledge they lack.

Comparison 8

Comparison Morale CRM Influence 8

Harvard Business Review

DECEMBER 21, 2011

After several years, salespeople earned $650,000+ a year, resetting the pay scale for the entire industry. Capturing account information using a CRM or other system: That way, people throughout the company, not just one salesperson, can learn the needs and history of each customer. In the first year, salesperson pay averaged $125,000.

Company 14

Company Market Penetration Long-term Short-term 14

Harvard Business Review

MARCH 1, 2016

Define territories carefully (by geography, industry or simply named accounts) and be sure your sales team is focusing there. Make sure that CRM data on prospects isn’t populated with companies that are outside of your target market.

Strategy 8

Strategy Execution How To CRM 8

Harvard Business Review

FEBRUARY 12, 2016

In 1933, General Motors President and CEO Alfred Sloan established the automobile industry’s first full-time consumer research department under the direction of Henry “Buck” Weaver, a pioneer in market-based decision making. Keep it simple.

Media 8

Media Automotive Globalization Active Listening 8

Harvard Business Review

NOVEMBER 23, 2015

Although the marketing industry has been promising personalization at scale for the past 20 years, expecting a machine to generate the perfect personalized experience is a fool’s errand. It’s worth trying to get right. A sustained commitment to analytics.

Marketing 8

Marketing Content Supply Chain CRM 8

Harvard Business Review

DECEMBER 13, 2017

Beyond shipping new features on a regular cadence and keeping the peace between engineering and the design team, the best PMs create products with strong user adoption that have exponential revenue growth and perhaps even disrupt an industry. Core Competencies. They also have more influence and authority over company resources.

Productivity 8

Productivity Products Core Competence Management 8

Ask Atma

JANUARY 2, 2011

Managing for Value – Governance, change management, organizational culture, communication, leadership. Customer relationship management (CRM) – a widely-implemented strategy for managing a company’s interactions with customers, clients and sales prospects. CRM has three principal objectives: Acquire new customers.

Management 40

Management CRM Objective Human Resources 40

Harvard Business Review

JULY 27, 2017

Among the 30 top companies in seven of the largest industries, almost half had a VC-fueled accelerator in 2015, up from just 2% in 2010. Similarly, Charles Schwab was the early adopter client of Siebel’s revolutionary CRM system. Even so, less than 5% of all potential startups will make it past a screening process.

Venture Capitalist 8

Venture Capitalist Meyer Innovation Fixed Costs 8

Harvard Business Review

JUNE 25, 2015

But the ways we do business have changed dramatically over the course of the last decade, and it’s become more necessary to reach outside of your expertise – or industry — to gain perspective on your business and leadership style. I’d love a CRM system that coordinates outreach among all my team members.

Execution 8

Execution Venture Capitalist Software CRM 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. In each step, sales people are expected to perform a series of tasks, usually sequentially, in order to close.

B2B 8

B2B AIDA AIDAS Disintermediation 8

Harvard Business Review

MARCH 1, 2011

Interoperating with supply chain software and CRM technologies used by big customers in Europe and America is already underway. Chinese industries don't just need to become more productive; they want to be more innovative. But to the extent that Web 2.0

Innovation 14

Innovation Supply Chain Politics CRM 14