If there is one thing all sales people can agree upon, it's that most companies have a poor CRM process. Fortunately, most of these challenges can be corrected by the sales managers, so I've decided ...

Nutshell reports that simple CRM systems can deliver strong ROI through better user adoption and measurable metrics compared ...

Among companies that have fully implemented CRM systems, the software-as-a-service usage model has emerged as the option of choice for the clear majority of them. With that licensing model comes ...

Explorers who land on uncharted shores or Marines who hit the beach first are heroes. However, in the customer service realm the technology that established the first beachhead between customer and IT ...

Legendary engineer and management consultant W. Edwards Deming once said, “A bad system will beat a good person every time.” This truism can easily be applied to the world of sales. Even the best rep ...

I'm down to the last chapter of The Commonwealth of Self Interest: Customer Engagement, Business Benefit and then have some editing to do. But I want to make sure that you keep getting some good ...

Anyone with experience running a business should know lack of organization leads to mistakes and missed opportunities. Valuable data is lost or never collected. The sales team lacks actionable ...

If you are a mid-to-large-size company, using a customer relationship management (CRM) system is critical. Getting your salespeople to adapt to using the CRM in the appropriate way so that management ...

When scaling sales teams at your software company, hiring great salespeople and maintaining great sales discipline are the most important factors in determining success. Based on my experience, I ...

So might managers be surprised to discover that CRM is something they have to do, not something they can buy, and that their own knowledge of their business is still likely to be the most important ...

Harvard University marketing professor Philip Kotler has a famous quote: “Over the past 60 years, marketing has moved from being product-centric (Marketing 1.0) to being consumer-centric (Marketing ...