Strategy Driven

JUNE 13, 2011

As social media and personal email continue to be many individual’s primary forms of communications, it becomes harder to keep them focused at the workplace. An increase in usage of media-rich sites can place a considerable strain on limited bandwidth, which can hurt the performance of critical business tasks. About the Author.

Strategy 93

Strategy Management Telecommunications CRM 93

Strategy Driven

APRIL 15, 2013

I’m an outside salesman who spends countless hours filling in itineraries, CRM notes, and reports. You’re an idiot who knows nothing about leadership, coaching, or creating winners. You’re using CRM as an accountability tool, rather than a sales tool. NOTE WELL: The new cold call is a social media connection.

CRM 50

CRM Customer Loyalty Seminar Marketing 50

Harvard Business Review

FEBRUARY 12, 2016

Thanks to the proliferation of smartphones, brand and online-shopping websites, social media, and vehicle connectivity, businesses have a unique opportunity to use technology to revolutionize the customer experience and to incorporate the voice of the customer into product development. Give your social media team the resources they need.

Media 8

Media Automotive Globalization Active Listening 8

Harvard Business Review

JULY 12, 2017

Social media platforms offer rich demographic information, and the smartest sales pros are using it to segment “likely buyers” into “buyers who are ready to buy now,” capitalizing on something that yesterday’s sales pros could only dream of: intent signals. This typically requires integration with the CRM system.

B2B 8

B2B CRM Franchising Media 8

Harvard Business Review

JULY 3, 2015

New tools and strategies. Example: Carol owns a small business and needs a customer relationship management (CRM) platform. Example: Jim’s firm has used the same CRM software for ten years. Example: Ann just switched to a new CRM platform and has heard from the sales team that it saves time and increases conversion.

CRM 8

CRM Brand Business Model Intangible Assets 8

Harvard Business Review

FEBRUARY 24, 2014

One big barrier to implementation is the incessant noise around big data from consultants, vendors, and the media. Traditional tools (business-intelligence applications, relational databases) simply can’t handle petabytes of unstructured information. They’ve invested in new tools. They wonder: Do we start small or large?

ROI 9

ROI Maturity How To CRM 9

Harvard Business Review

JANUARY 26, 2017

companies spend over $900 billion on their sales forces, which is three times more than they spend on all ad media. 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.

Execution 8

Execution Cost Telecommunications CRM 8

Harvard Business Review

JULY 27, 2017

Third, corporate VCs and accelerators are costly and complex to operate, turning them into a slow and expensive innovation tool. Based on this insight, Gimmy proposed a radical rethinking and new corporate venturing tool to boost corporate innovation: the “venture client” model. Creating the Venture Client Model.

Venture Capitalist 8

Venture Capitalist Meyer Innovation Fixed Costs 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 cross-functional communication and coordination that is required to navigate this change is the job of leadership. Don’t believe the hype.

B2B 8

B2B AIDA AIDAS Disintermediation 8

Harvard Business Review

MARCH 1, 2011

But political unrest enabled by social media has virtually all of Asia atwitter. In Australia, pundits openly speculate that digital media will influence Middle Kingdom governance as powerfully as they did Middle East rulership. Someone had apparently tried to organize an online discussion on a topic that offended the authorities.

Innovation 14

Innovation Supply Chain Politics CRM 14