Biographical Information
Barry Trailer

Articles By Barry Trailer
We are still seeing plenty of program misstarts, and a number of outright failures. --Bernie Goldberg, founder of Direct Marketing Publishers
Posted 27 Oct 2003
A direct route to adoption is to address issues that are causing pain in the sales and marketing arena.
Posted 04 Aug 2003
To maintain this difference managers need to do three things: hire right, engage their employees, and retain the best people.
Posted 02 Jun 2003
Perspectives on changing how the ROI game is played.
Posted 07 Apr 2003
For every successful CRM implementation that benefited from outside consulting services, there's at least one other that's a tale of woe. What should your company do when contemplating a consulting engagement to maximize your chances for a successful project?
Posted 18 Apr 2000
Sales managers must know who is doing what, when and how. Now, technology can provide this information-and make it more meaningful.
Posted 01 Jan 2000 [August 1999 Issue]
We talk a lot about sales force automation. What about sales manager automation?
Posted 01 Jan 2000 [July 1999 Issue]
IN THIS final installment of a three-part series on challenges facing sales managers, we will examine increased competition and issues surrounding new hires. We will also look at how CRM/SFA technology can assist managers in meeting the challenge.
Posted 01 Jan 2000 [September 1999 Issue]
The success of your SFA project may depend on the consultant who advises you.
Posted 01 Jan 2000 [November 1999 Issue]
Coaching and SFA technology offer the keys to improved sales performance.
Posted 01 Jan 2000 [October 1999 Issue]
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