Harvard Business Review

JULY 3, 2015

Today, however, by exploiting new digital technologies, firms like Apple, Lending Club, and AirBnB have made customer co-creation of value central to their business models and in doing so now rank among the world’s most innovative and valuable firms. 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 29, 2016

They have an even harder time admitting that the answer might be new leadership. As a venture begins achieving a solid foothold in the marketplace, it needs different leadership capabilities to create maximum shareholder value. For many, this means recognizing the need for a new CEO. But how can founders handle that transition?

CEO 8

CEO Tacit Knowledge Chief Technology Officer How To 8

Harvard Business Review

APRIL 15, 2013

Fact: When it comes to marketing spending, analog still outstrips digital by a factor of three to one. Digital marketing provides targeted reach and measurable impact. Innovative digital marketing approaches in social media, CRM, and other areas dominate the discussion. Light dawns on the marketing spend!

CIO 8

CIO Marketing CRM Information Technology 8

Harvard Business Review

DECEMBER 20, 2018

In 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. Those failures can mean a lot of things — over-budget, data integrity issues, technology limitations, and so forth. I recently led a working session for a team of executives looking to select a CRM provider.

CRM 11

CRM Project Succession CIO 11

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. And hiring the right candidates also becomes a problem, especially as new buying processes, driven by online technologies, reshape selling tasks.

Execution 8

Execution Cost Telecommunications 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. How technology is changing the way we work. But where and how do you start? Insight Center.

Media 8

Media Automotive Globalization Active Listening 8

Harvard Business Review

MARCH 1, 2016

Many companies in my experience have a similar disconnect between their intended market or customer type and their actual client base. There’s a reason you chose those target markets or customer types. 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

JANUARY 29, 2013

At one global technology services firm, salespeople grew furious with a CRM system whose new analytics effectively held them accountable for pricing and promotion practices they thought undermined their key account relationships. The emerging cultural challenge for leadership is whether analytics-driven accountability cuts both ways.

Resistance 8

Resistance Organization Supply Chain CRM 8

Harvard Business Review

DECEMBER 29, 2014

Perhaps the biggest challenge for sales ops leaders is delivering a huge diversity of work, while operating in a constantly changing business and technology environment. •Manage sales force automation and CRM systems and processes. •Evaluate sales force strategies, plans, goals, and objectives.

Offshoring 9

Offshoring Outsourcing Analysis Incentives 9

Harvard Business Review

DECEMBER 21, 2011

Marketing designs the promotional campaign. A sales model that pays salespeople almost entirely on commission and gives them exclusive "ownership" of customers often works for a while for products in unsaturated markets. Your R&D group develops a unique new product. Manufacturing produces it. Your sales force is ready to execute. "We

Company 14

Company Market Penetration Long-term Short-term 14

Harvard Business Review

JULY 12, 2017

Sales professionals and organizations are responding with new strategies and technologies that allow them to deliver personalized experiences at scale. And once contact is made, the best sellers use technology to gauge whether the information they’re sharing with a buyer hits the mark. Gain executive buy-in.

B2B 8

B2B CRM Franchising Media 8

Harvard Business Review

JULY 27, 2017

This meant that the company was leaving out huge innovation potential — thousands of startups with billions of funding — that could help BMW innovate anything from core vehicle technology (batteries, sensors, artificial intelligence software) to manufacturing innovations (internet of things, cybersecurity, robotics).

Venture Capitalist 8

Venture Capitalist Meyer Innovation Fixed Costs 8

Harvard Business Review

DECEMBER 13, 2017

Performing market assessments. Managing tight deadlines, revenue targets, market demands, prioritization conflicts, and resource constraints all at once is not for the faint of heart. So, what should you consider if you’re thinking of pursuing a PM role? Running design sprints. Feature prioritization and roadmap planning.

Productivity 8

Productivity Products Core Competence Management 8

HR Digest

NOVEMBER 18, 2021

Management Skills: Motivating, leadership, problem-solving, etc. You can find some of the most significant hard skills here: Technological savviness. B2B Marketing. Customer Relationship Management (CRM). People Skills: Persuasion, teamwork, communication, negotiation, etc. Six Sigma techniques. Porter’s Five Forces.

Skills 111

Skills Six Sigma Software CRM 111

Ask Atma

JANUARY 2, 2011

And the Fundaments of managing by objectives : Cascading of organizational goals and objectives, (For example, a top level goal of increasing sales by 20% over a defined period may require a bottom level goal of increasing marketing effectiveness or marketing coverage in order to reach the sales set.). Measuring Value- Valuation.

Management 40

Management CRM Objective Human Resources 40

Harvard Business Review

OCTOBER 30, 2018

Marketing outreach can also be tailored to target at-risk customers and increase overall engagement. Getting there requires leadership to invest time and resources into acquiring the right data, systems, and people to build these new capabilities. Globally, how is your CRM system being used? 1) Start with clean data.

CRM 8

CRM Content Power Price 8

Harvard Business Review

AUGUST 5, 2015

This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets. The marketing–sales relationship now tops the agenda of concerns in a survey of B2B executives.

B2B 8

B2B AIDA AIDAS Disintermediation 8