Strategy Driven

JANUARY 14, 2016

I’m selling insurance. Here is another one: Halfway into a sales call, my client got hooked on his own agenda and didn’t hear reality: Prospect: Well, we don’t have a CRM system that operates as efficiently as we would like, but our tech guys are scheduled 3 years out and our outsourcing group’s not available for another year.

Succession 50

Succession CRM Case Study Efficiency 50

Harvard Business Review

NOVEMBER 22, 2016

banking and insurance businesses. Those events trigger USAA to contact the customer at just the right time, with just the right offer, such as auto insurance when a customer’s daughter is about to turn 16. Digital channels now allow companies to fine-tune marketing messages based on observed behavior.

Insurance 8

Insurance P&L Telecommunications CRM 8

Harvard Business Review

SEPTEMBER 21, 2016

Looking at one metric for gauging customer advocacy, the Net Promoter Score, promoters are worth nearly three to seven times more in lifetime value than detractors, depending on the market. That’s because promoters buy more, stay longer, often cost less to serve, and are more likely to recommend your company to colleagues and friends.

Team 8

Team CRM Supply Chain Insurance 8

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

MAY 16, 2017

Collaborated with University Facilities, Safety & Risk, Risk Manager; ServPro; and Insurance Adjuster to plan and execute clean-up and equipment replacement. Meghna has been COO of a small market research company since she earned her MBA several years ago. into multiple global markets. Expand from U.S.

COO 11

COO Chief Operating Officer Transportation Real Estate 11

Harvard Business Review

MAY 22, 2015

Typically, marketing teams toil every quarter to document portfolio performance and add commentary (see an example here ). When a salesperson checks her pipeline status within her CRM application, she’ll be able to ask, “How am I performing compared to my colleagues this quarter?”

Benchmarking 8

Benchmarking Analysis Report CRM 8

Harvard Business Review

JUNE 19, 2015

In reality, this is just software that can be made to perform the kinds of administrative tasks that otherwise require stop-gap human handling – for example, transferring data from multiple input sources like email and spreadsheets to systems of record like ERP and CRM systems.

Case Study 8

Case Study Software Process Operations 8