Strategy Driven

NOVEMBER 4, 2013

What you need to do is look at the sales cycle and parenthetically look at the dollars, but they have to be compared to what you projected those dollars to be. Jeffrey, You are pretty critical of CRM systems. How do you suggest someone shows the value of CRM to the sales users? Best regards, Jeffrey. Best regards, Jeffrey.

CRM 58

CRM Advertising Customer Loyalty Competitive Advantage 58

Harvard Business Review

FEBRUARY 24, 2014

For instance, a 2013 Gartner survey found that 64% of enterprises were deploying or planning big data projects, up from 58% the year before. Is big data just another IT project that can be run by a unit head? Big data is not comparable to ERP and CRM applications. First, they contradict what I’m seeing in the field.

ROI 9

ROI Maturity How To CRM 9

Harvard Business Review

MAY 16, 2017

Initiate whatever needed to ensure projects’ success. Described by faculty as “the Hope Diamond among the many gems on staff” when received 2016 and 2013 Staff Excellence Awards. Built systems — financial, HR, CRM, PM — to ensure orderly expansion from ten to 150 employees and one U.S.

COO 13

COO Chief Operating Officer Transportation Real Estate 13

Harvard Business Review

MARCH 11, 2013

They didn't understand how to sell their project internally and were unable to garner senior executive sponsorship. Salespeople complained that excessive updating of CRM systems, time consuming forms/reports required by management, and post-sales administration activities sapped valuable selling time in the field. Administrivia.

CRM 16

CRM Telecommunications Price Long-term 16

Harvard Business Review

MARCH 11, 2013

They didn't understand how to sell their project internally and were unable to garner senior executive sponsorship. Salespeople complained that excessive updating of CRM systems, time consuming forms/reports required by management, and post-sales administration activities sapped valuable selling time in the field. Administrivia.

CRM 9

CRM Telecommunications Price Long-term 9

Harvard Business Review

JANUARY 6, 2015

Worse, a founder will probably assume that such a candidate will quit as soon as he finds out he has to spend five weeks cleaning junk out of a CRM database, or writing a JavaScript crawler to scrape LinkedIn. An MBA from a top school is likely to be perceived as adding limited value at premium cost. There are caveats, sure.

Software 8

Software Engineering Incentives CRM 8