Strategy Driven

JUNE 9, 2014

Don’t forget their managers who force them to use an uncomfortable ‘system,’ a non-sales helpful CRM, and hold their salespeople accountable for their actions and numbers. DEVELOP AND MAINTAIN A PRISTINE REPUTATION. Dead and over. What killed it? Who killed it? Not just your company and your products – you personally.

Customer Loyalty 63

Customer Loyalty B2C Reputation CRM 63

Harvard Business Review

NOVEMBER 23, 2015

Marketing has entered its “uncanny valley” moment. Some marketing efforts give off the same vibe, like that creepy feeling when a casual online search leads to a glut of ads for the same pair of boots or getaway destination. Sales & Marketing. And that’s off-putting. It’s worth trying to get right.

Marketing 8

Marketing Content Supply Chain CRM 8

Eric Jacobson

MARCH 18, 2013

Develop meaningful metrics. And until organizations tie experience and CRM and empower and align teams to the dynamic customer journey, businesses will continually miss important opportunities to engage and direct customers in every moment of truth. Identify the gap. Define the strategy.

B2B 56

B2B B2C Technology CRM 56

Lead Change Blog

AUGUST 14, 2018

Get the leadership more involved? Bolt-ons at the core level cover topics like developing your company’s core values, purpose, culture, and vision. competitive advantage, value proposition, and market position) and drill down to function-level strategy (e.g., marketing, sales, product development, and innovation).

CRM 172

CRM Tools Competitive Advantage Simon 172

Harvard Business Review

JULY 3, 2015

Through our research on network-centric businesses and our experience advising hundreds of companies we have developed a framework for understanding customer affinity. Although the Net Promoter Score (NPS) is a market standard, customer promotion alone can’t sustain a co-creation model. Four levels of affinity. Insight Center.

CRM 8

CRM Brand Business Model Intangible Assets 8

Harvard Business Review

DECEMBER 20, 2018

In 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. But in my work with clients, when I ask executives if the CRM system is helping their business to grow, the failure rate is closer to 90%. Broadcast this message loud and clear from the CEO and sales leadership.

CRM 12

CRM Project Succession CIO 12

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. Consider a large home energy provider in a mature, commoditized market where deregulation is driving down revenue and profit.

Execution 8

Execution Cost CRM Telecommunications 8

Harvard Business Review

DECEMBER 21, 2011

Your R&D group develops a unique new product. Marketing designs the promotional campaign. The company holds us accountable for revenues and expects us to develop and maintain the connections to drive sales. Manufacturing produces it. Finance puts the systems in place to track the money coming in.

Company 14

Company Market Penetration Long-term Short-term 14

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. But where and how do you start? As with any new endeavor, we have been learning as we go.

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

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

DECEMBER 13, 2017

There are core competencies that every PM must have – many of which can start in the classroom – but most are developed with experience and good role models and mentoring. Performing market assessments. So, what should you consider if you’re thinking of pursuing a PM role? Running design sprints. Company Fit.

Productivity 8

Productivity Products Core Competence Management 8

Harvard Business Review

JULY 27, 2017

Top startups already have market leading solutions. Similarly, Charles Schwab was the early adopter client of Siebel’s revolutionary CRM system. He noted that, in general, startups require three things to grow: capital, coaching, and clients. Private VCs and other professional investors can provide the first two.

Venture Capitalist 8

Venture Capitalist Meyer Innovation Fixed Costs 8

Ask Atma

JANUARY 2, 2011

They develop action plans. 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.).

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. Experience: Buyers use a solution, increasingly in pilots or proof of concepts, and develop perceptions about its value based on that usage.

B2B 8

B2B AIDA AIDAS Disintermediation 8