Trending Sources

It’s Your ‘Reputation’ Stupid: the Real ‘R’ in CRM

Strategy Driven

I don’t think entering data, scheduling activities, or even communicating with someone amounts to ‘management’ in any meaningful way.

CRM 21

Customer Relationship Automation Is the New CRM

Harvard Business Review

But in the enterprise world, data has traditionally been siloed, unwieldy, and manually entered into database systems such as customer relationship management software, or CRM. And other than moving from on-site to the cloud, CRM has not changed much since its inception in the 1990s. What if CRM as we’ve known it is dead?

Transforming Information to Satisfy People's Needs

Coaching Tip

It is the way we manage our organizations. The problem is their current tools can''t process information quickly enough. Related articles.

Seven Strategies for Managing Workplace Internet Usage

Strategy Driven

As a value-added reseller of platforms and applications from the industry’s top manufacturers, and a provider of our own line of technology products and services, we design, build, and maintain today’s complex voice and data networks. As a business owner or IT manager, you need tips and tactics on striking the right balance.

CRM 25

As Promised – Very Long Post on Managing Remote Teams | Survive.

Survive Your Promotion

While advances in remote access and flexible work options have been multiplying like bunnies, management practices have been slower to catch up.

Stop Numerator Thinking: Innovating Your Service Experience

Lead Change Blog

A best-selling book becomes a hit movie that spawns a popular video game that leads to a cool toy that becomes an industry.

For Sales Forces, Big Data May Be Overhyped

Harvard Business Review

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. Information & technology Knowledge management CRM

A Tool to Map Your Next Digital Initiative

Harvard Business Review

I have successfully used the BDN with many organizations in a variety of industries. Insight Center. Operations in a Connected World.

CRM 12

Boost Your Traveling Sales Representatives’ Productivity

Chart Your Course

For workers in many industries, working remotely is a novel concept. Behavior Assessments Sales Talent ManagementTraining. Support.

CRM 2

The Danger of Turning Cynical About Silicon Valley

Harvard Business Review

While noting that this doesn’t seem to be the case with respect to the public — both the computer and internet industries poll favorably — she documents at length the rise of “tech hate” among journalists and other commentators, including HBR contributor Umair Haque: “Tech is something like the new Wall St. of U.S. trillion.

CRM 2

IT Resources for Non-Profits

Survive Your Promotion

Over the years I have worked with many organizations in all sorts of industries, and I accumulated a pile of resources specifically for non-profits.

CRM 2

Why Individuals No Longer Rule on Sales Teams

Harvard Business Review

Companies have long developed and managed their sales people differently from other employees, placing great emphasis on individual performance.

The BlackBerry Can Be Saved

Harvard Business Review

That is, until the next big thing catches the industry Goliath flatfooted, and the company once deemed "too big to fail" is either knocked out or slips into obscurity. I've outlined five steps that BlackBerry executives can use to make the hard changes required to succeed, but these can apply to any industry: 1. Lead by example.

The 3 Ways Work Can Be Automated

Harvard Business Review

As business leaders and managers, we have become increasingly capable of engaging a workforce that is some combination of virtual and on site, part time and full time, permanent and contingent. Take, for example, the car insurance industry. Technology Managing organizations Leadership Digital ArticleInsight Center.

Recommended Marketing And Social Media Conferences For Marketing Professionals 2013

Krishna De

If you are managing social media and marketing for a large corporate then take a look at the Social Brands Event hosted by Brand Republic.

Get More from Your Event Spending

Harvard Business Review

According to a report by the Convention Industry Council , about 225 million people attend more than 1.8 But it needn’t be that way.

CRM 11

How an NBA Team Thinks About Data, Talent, and Pricing

Harvard Business Review

We talk about things like yield management, demand curves, and perishable inventory — factors that dictate our pricing strategies.

How to Get Your Salespeople to Execute Your Strategy

Harvard Business Review

Define territories carefully (by geography, industry or simply named accounts) and be sure your sales team is focusing there. McKinsey & Co.

Why Sales Ops Is So Hard to Get Right

Harvard Business Review

Manage sales force automation and CRM systems and processes. •Evaluate sales force strategies, plans, goals, and objectives.

How More Accessible Information Is Forcing B2B Sales to Adapt

Harvard Business Review

CRM), tools (e.g., data management, analytics), infrastructures (e.g., Here are examples from several industries. Systems (e.g.,

B2B 6

What Separates the Strongest Salespeople from the Weakest

Harvard Business Review

Sales management impact. Does a salesperson’s manager play a determining factor in achieving success? Verbal acuity. Sales

Identify the Marketing Metrics That Actually Matter

Harvard Business Review

The Internet of Things will collect and transmit unprecedented amounts of data. Now, more than ever, marketers need to be measuring the right things.

It’s 10 AM. Do You Know What Your Sales Reps Are Doing?

Harvard Business Review

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.

7 Marketing Technologies Every Company Must Use

Harvard Business Review

Indeed, according to my research into 351 mid-market B2B companies , except for companies in software, the adoption rate of marketing technology is very low: companies in other industries are using a median of just 2 out of 9 major marketing technology programs that I identified. This is a wasted opportunity. Leading Tools: MailChimp. AdRoll.

CPM 9

How to Compete When IT Is Abundant

Harvard Business Review

The original IT department was formed to centralize a unique expertise that could purchase, implement, and manage technology in the enterprise. Only the largest of enterprises could afford the best technologies, and even for those with the largest bank accounts, IT strategies were limited to basics like CRM , ERP , or email.

Ten Reasons Salespeople Lose Deals

Harvard Business Review

Companies like Microsoft, Cisco, and IBM are so dominant in their particular industry that they win business by default. No Decision. Sales

CRM 12

Ten Reasons Salespeople Lose Deals

Harvard Business Review

Companies like Microsoft, Cisco, and IBM are so dominate in their particular industry that they win business by default. No Decision. Sales

CRM 12

5 Ways to Increase Your Cross-Selling

Harvard Business Review

The financial services firm USAA prizes its relationships with customers and consistently earns the highest customer loyalty scores in the industry for both its U.S. telecommunications industry found that up to 60% of customers split their services across multiple providers for mobile phone, landline, TV, and internet services.

What Knowledge Workers Stand to Gain from Automation

Harvard Business Review

Let’s hope the imaginations of their managers expand as rapidly as their automation toolkits. Insight Center. The Future of Operations.

CRM 12

Data Scientists Don’t Scale

Harvard Business Review

There may be no better example of this than the financial services industry. Wealth management is starting to see this benefit.

Sales Data Only Matters If It Helps You Take Action

Harvard Business Review

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. Helping sales managers. It’s not the data and technology that matter.

CRM 9

Executives and Salespeople Are Misaligned — and the Effects Are Costly

Harvard Business Review

According to an assessment of over 700 sales professionals and senior executives conducted by GrowthPlay — a sales-focused consulting firm where one of us is Managing Director — the problem stems from gaps between the perceptions, attitudes, and information flows between executives and sales reps. So what’s the problem?

What Salespeople Need to Know About the New B2B Landscape

Harvard Business Review

That is, core solution-selling and account-management skills still matter. Selling has always been more about the buyer than the seller.

AIDA 12

7 Ways to Introduce AI into Your Organization

Harvard Business Review

If you’re already using Salesforce CRM offerings and want to ease into smarter processes for sales, marketing, and service, this seems like one of the easiest ways to do it. Some other CRM companies like Customer Matrix were founded with the idea of combining cognitive tools with customer transactional capabilities. Mostly Build.

Sales Still Matters More than Social Media

Harvard Business Review

Another McKinsey survey , conducted in 2011, found then that the average company with more than 1,000 employees already had more data in its CRM system than in the entire Library of Congress. One reason may be that journalists have seen their industry rapidly transformed by digital technology. are picking up steam.” According to U.S.

CRM 9

Meet Your Company's New Chief Customer Officer

Harvard Business Review

The future of customer management means individually optimized touchpoints, and CI pros are already halfway to the finish line. Agree? Disagree?

Where are you on the management scale of newbie to expert hacker?

The Atman Group

Three Levels of Management. As a starting place we can look at three general levels or grades of management. Beginner’s Management [Newbie or Management 1.0]. Fundamentals of managing an organization : (Forecast & Plan) – Examining the future and drawing up a plan of action. Skills management.

What VCs Can Teach Executives About What Drives Returns

Harvard Business Review

Motivating people to take moonshots, predicting changes, and making transformational bets are what the venture industry is predicated on.

Stop Guesstimating Your Sales Forecasts

Harvard Business Review

The pipeline meeting is where you tell management your team's sales forecast for the next month, and no matter how good your numbers were last month, your work life is a mess. You have been diligent in managing your people and in creating compensation plans that reward consistency and predictability. There are two reasons. Sales

CRM 2

How GM Uses Social Media to Improve Cars and Customer Service

Harvard Business Review

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.

CRM 6