Jim Dickie
Research Fellow, MHI Global, CSO Insights
Jim Dickie is a Research Fellow with CSO Insights, a research firm that specializes in sales performance benchmarking. He has more than 29 years of sales and marketing management experience. Jim began his career with IBM and Sterling Software. He is also a contributing editor for CRM magazine, CustomerThink, and Harvard Business Review.

Conference Sessions By Jim Dickie
CRM Evolution 2016
Monday, May 23, 2016
1:15 p.m - 2:00 p.m A103: CRM’s Role in Enabling Sales Transformation

CRM Evolution 2015
Monday, August 17, 2015
10:15 a.m - 11:00 a.m A101: My Sales Transformation Projects Keep Failing

CRM Evolution 2014
Monday, August 18, 2014
10:15 a.m - 11:00 a.m A101: How to Generate Massive ROI From CRM

CRM Evolution 2013
Monday, August 19, 2013
3:15 p.m - 4:00 p.m A105: CRM Comes to Sales Management (Finally)

CRM Evolution 2012
Monday, August 13, 2012
10:15 a.m - 11:00 a.m A101: CRM 2.0 for Sales Management

CRM Evolution 2011
Monday, August 8, 2011
10:15 a.m - 11:00 a.m B101: Is CRM 2.0 Delivering Revenues?

CRM Evolution 2010
Monday, August 2, 2010
3:15 p.m - 4:00 p.m A104: Optimizing Revenues With CRM

destinationCRM 2008
Tuesday August 19, 2008
11:45 a.m - 12:30 p.m A101: Web 2.0’s Impact on Buy Cycles and Sell Cycles

destinationCRM 2007

destinationCRM 2006
Monday, September 18
10:00 a.m - 10:45 a.m Profiling 2006 Best Sales Practices

Articles By Jim Dickie
Technical innovations are one thing, but companies need to consider AI's effect on their people
Posted 01 Mar 2018 [March 2018 Issue]
Leaving your coaching to an informal process at the discretion of managers will lead to blown deals
Posted 01 Dec 2017 [December 2017 Issue]
Sales enablement divisions are gaining valuable technology partners.
Posted 28 Aug 2017 [September 2017 Issue]
Multiple departments working at cross-purposes can sound a discordant note
Posted 26 May 2017 [June 2017 Issue]
Increasing adoption is a challenge, but demonstrating value can win reps over
Posted 27 Feb 2017 [March 2017 Issue]
A survey of executives reveals the top sales tools
Posted 01 Dec 2016 [December 2016 Issue]
The potential is there, but sales reps need more than just technology
Posted 01 Sep 2016 [September 2016 Issue]
If you want sales reps to use (not lose) their training, turn to the devices they use every day
Posted 01 Jun 2016 [June 2016 Issue]
Don't get so involved with system management that you miss the nuggets right under your nose
Posted 22 Feb 2016 [March 2016 Issue]
This new catalyst for developers leverages the power of technology across many disciplines
Posted 01 Dec 2015 [December 2015 Issue]
Sales reps won't adopt your software if they don't trust its data
Posted 01 Sep 2015 [September 2015 Issue]
If networking systems are underused, don't blame the technology
Posted 29 May 2015 [June 2015 Issue]
Add the power of knowledge to your reps' sales arsenal.
Posted 01 Mar 2015 [March 2015 Issue]
Innovation steps in where sales training leaves off.
Posted 01 Dec 2014 [December 2014 Issue]
Sales teams are adopting lead management roles.
Posted 01 Sep 2014 [September 2014 Issue]
When time is short, technology may have the solution.
Posted 01 Jun 2014 [June 2014 Issue]
Give sales reps the right tools to drive CRM success.
Posted 01 Mar 2014 [March 2014 Issue]
Look to big data, sales analytics for accurate insights.
Posted 01 Dec 2013 [December 2013 Issue]
New options move focus from convenience to performance.
Posted 01 Sep 2013 [September 2013 Issue]
New solutions remove barriers to payment plan success.
Posted 01 Jun 2013 [June 2013 Issue]
Building leads and communities are the most popular trends.
Posted 01 Mar 2013 [March 2013 Issue]
When it comes to making sales, technology is doing double duty.
Posted 01 Dec 2012 [December 2012 Issue]
A decline in face-to-face selling calls for new solutions.
Posted 01 Sep 2012 [September 2012 Issue]
An underused technology offers huge potential.
Posted 01 Jun 2012 [June 2012 Issue]
High usage doesn't equal high satisfaction.
Posted 01 Mar 2012 [March 2012 Issue]
Keeping pace in a changing world.
Posted 01 Dec 2011 [December 2011 Issue]
But only one-third of companies are using high-octane information
Posted 01 Sep 2011 [September 2011 Issue]
Growth is sparked by the iPad's popularity among businesses and the ability to send actionable insights to sales reps
Posted 01 Jun 2011 [June 2011 Issue]
Sales intelligence systems help shorten ramp-up time
Posted 25 Feb 2011 [March 2011 Issue]
The industry needs to overcompensate for its tragic misuse of compensation management.
Sales reps seem to get most of CRM's attention—but what about their bosses?
Posted 11 Aug 2010 [August 2010 Issue]
Innovation is the only thing that can help—and you may be overdue.
Posted 11 May 2010 [May 2010 Issue]
Learn from your failures to fine-tune lead generation efforts
Posted 10 Feb 2010 [February 2010 Issue]
Unifying the sales process and the CRM system is essential.
Posted 01 Dec 2009 [December 2009 Issue]
Three factors are combining to (finally) drive interest in mobile CRM.
Posted 01 Jul 2009 [July 2009 Issue]
Just because CRM deployments have spread doesn't mean they've succeeded.
Posted 01 May 2009 [May 2009 Issue]
CSO Insights' Sales Performance Optimization '09: Barely half of all reps made quota last year. Something has got to change.
Posted 01 Mar 2009 [March 2009 Issue]
What your inside sales team knows about selling, and what your field sales force needs to learn.
Posted 01 Oct 2008 [October 2008 Issue]
New offerings can make your sales reps more productive.
Posted 01 Jul 2008 [July 2008 Issue]
CSO Insights' Sales Performance Optimization '08: Today's companies are finding a full house of technology options.
Posted 01 Apr 2008 [April 2008 Issue]
Don't worry: If you're not wiki-ing yet, you will be soon.
Posted 01 Jan 2008 [January 2008 Issue]
We often find that CRM systems give sales managers numbers when what they really want is insight. Is CRM finally ready to demystify sales management?
Posted 01 Oct 2007 [October 2007 Issue]
New incentive management solutions deliver top-flight tracking and compensation information to companies and reps alike.
Posted 01 Jul 2007 [July 2007 Issue]
CSO Insights' Sales Performance Optimization '07: Sales reps are spinning their wheels waiting for sales knowledge and relevant management tools to be integrated.
Posted 01 Apr 2007 [April 2007 Issue]
CRM project teams will continue to purchase technology throughout 2007.
Posted 01 Jan 2007 [January 2007 Issue]
Increasing sales performance demands that lead generation optimization be top of mind.
Posted 01 Nov 2006 [November 2006 Issue]
The right training--not more training--paves the road to success.
Posted 01 Sep 2006 [September 2006 Issue]
CSO Insights' Sales Performance Optimization '06: Four essential facts about end-user performance and buy-in.
Posted 01 Jul 2006 [July 2006 Issue]
More than 70 percent of firms show positive results from using CRM systems.
Posted 01 May 2006 [May 2006 Issue]
Many companies say their CRM system implementations are surpassing their initial time and budget expectations.
Posted 01 Mar 2006 [March 2006 Issue]
At year end we evaluate the impact of SaaS, Siebel, and knowledge sharing and analytics.
Posted 01 Dec 2005 [December 2005 Issue]
More companies are turning to the Web for targeted marketing efforts.
Posted 01 Oct 2005 [October 2005 Issue]
Know your biggest pain points and determine how damaging they can be to your business if left untreated.
Posted 01 Aug 2005 [August 2005 Issue]
A new crop of services firms helps solve data-related frustrations.
Posted 01 Jun 2005 [June 2005 Issue]
Consider replacing your desktop PC with a Tablet PC.
Posted 01 Apr 2005 [April 2005 Issue]
When put to the test, this sales and marketing application delivers.
Posted 21 Jan 2005 [February 2005 Issue]
Vendors are stepping up to deliver tools that help reps sell.
Posted 15 Nov 2004 [December 2004 Issue]
Most companies received passing marks...but we discovered six sales-knowledge gaps.
Posted 17 Sep 2004 [October 2004 Issue]
The problem is that CRM focuses way too much on who and what, and not nearly enough on how.
Posted 02 Aug 2004 [August 2004 Issue]
These executives had a clear understanding of exactly what part of the sales process needed to be improved.
Posted 01 Jun 2004 [June 2004 Issue]
Successfully managing CRM initiatives is a difficult job, and it may actually be getting harder.
Posted 01 Apr 2004 [April 2004 Issue]
A case can be made that the CRM market is contracting, but to focus on that trend is to miss a quiet expansion that is also occurring within the CRM world.
Posted 02 Feb 2004 [February 2004 Issue]
Perspectives on changing how the game is played.
Posted 03 Mar 2003
Jim Dickie takes a look at companies' admitted weaknesses in their sales force policies and procedures and suggests how to change them.
Posted 22 Oct 2001
Despite the risk, the cost, and the time required to implement CRM, companies continue to take the plunge. What motivates them, and what do they hope to get out of it? A new survey provides some insight.
Posted 05 Sep 2001
Many companies are still struggling with how to evaluate CRM solutions. Jim Dickie sheds some light on the criteria firms are using to pick the right products and business partners to support their CRM initiative.
Posted 07 Jun 2001
Jim Dickie, managing partner for Insight Technology Group, explains why achieving a smooth transition into CRM means listening to and addressing the various needs of a reluctant sales force.
Posted 06 Mar 2001
Five predictions as to where CRM--and sales automation in particular--are headed in 2001.
Posted 08 Feb 2001
Author and researcher Jim Dickie defines four levels of sophistication into which most companies fall, which determines their readiness for successful CRM projects.
Posted 08 Aug 2000
One of the keys to successfully implementing a CRM project is getting your users to buy into the idea.
Posted 17 Jul 2000
The challenge picking the right CRM solution can seem overwhelming. With dozens of different classes of CRM tools (including opportunity management systems, configurators, marketing automation systems, call center applications and help desk systems) being brought to market by literally hundreds of vendors, how do you decide who to go with?
Posted 20 Jun 2000
Bob Thompson, president of Front Line Solutions, shares the results of a recent benchmark study on Partner Relationship Management (PRM) initiatives and their current roles in sales strategies.
Posted 02 Jun 2000

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