The sales process must align a go-to-market strategy with the buyer's identified behaviors.
Viewpoints,
Posted 17 Dec 2003
Unique considerations specific to CRM projects fall into two groups: those things you must do, and those things you must avoid.
Viewpoints,
Posted 08 Dec 2003
The system has to be simple to use and offer real value to sales representatives and other stakeholders.
Viewpoints,
Posted 01 Dec 2003
The deployment began in May; the plan is to roll out the new system to 1,200 users over the next year.
REAL ROI,
Posted 01 Dec 2003
The increase in government e-procurement spending is largely due to the popularity of what is known as reverse funding.
Daily News,
Posted 20 Nov 2003
Target marketing is much more effective than sporadic initiatives, trying to always find new leads, and restarting the process from scratch with every new marketing campaign.
Experts on Call,
Posted 17 Nov 2003
Nearly half (45 percent) of recent Maritz Poll respondents indicated that their companies' brand or image played an important role in their decision to apply for a job at those firms.
Experts on Call,
Posted 10 Nov 2003
Nearly 40 percent of online users plan to do some or all of their holiday shopping online in 2003.
Daily News,
Posted 06 Nov 2003
How to overcome the barriers to implementing an effective sales process.
Viewpoints,
Posted 03 Nov 2003
Organizations tend to make four common mistakes that undermine the potential of process mapping. How can you avoid making these mistakes? Read on.
Experts on Call,
Posted 03 Nov 2003
As a business progresses, effective and systematic sales management becomes increasingly crucial.
Viewpoints,
Posted 13 Oct 2003
If competencies really worked, we should see numerous examples of increased productivity and profitability as any given sales force becomes more and more competent.
Viewpoints,
Posted 06 Oct 2003
Speech technology vendors showed their wares during the ninth Annual SpeechTEK Exposition and Educational Conference in New York City this week.
Daily News,
Posted 02 Oct 2003
The synergy between marketing resource management and campaign management is tight.
Experts on Call,
Posted 29 Sep 2003
Salesforce.com also reported that it gained a larger number of subscribers in the past quarter than in any previous quarter.
Daily News,
Posted 22 Sep 2003
The best risk mitigation for a prospect is a satisfied customer.
Viewpoints,
Posted 22 Sep 2003
CRM suites have broadened significantly from their roots, but companies are finding that the automation and successful execution of a company's revenue strategy clearly requires a different focus.
Viewpoints,
Posted 15 Sep 2003
Forty-four percent of uninsured consumers who plan to apply for health insurance in the next year say they will do so online.
Daily News,
Posted 10 Sep 2003
There are five must-haves: functionality that provides for integration with back-office applications; advanced scheduling capabilities; spare-parts integration; connectivity for a wide range of mobile and wireless devices; a comprehensive customer data model that provides a single view of customer.
Viewpoints,
Posted 08 Sep 2003
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