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Sales Automation > Viewpoints

Combining Customer Relationship Management (CRM) with sales automation tools helps sales teams plan and monitor their sales activities and provides the necessary customer data throughout the entire selling process. Browse our news, analysis, and advice for sales professionals and managers looking take advantage of these time and labor saving strategies.

Why You Need a 360-Degree Customer View

Brands that can maintain a 360-degree view of customers are able to thrive in the new data-driven climate and provide a superior customer experience.

How an Open Standard for Data Sharing Benefits Retailers and Consumers

There's an opportunity for a win-win situation among retailers and customers if agency and data control is returned to the consumer, which would mean greater privacy while also giving brands a greater understanding of who is buying their products and services.

The Real Truth About Partnering with Customers

What is it to partner with a customer? What does it require and what does it produce? These are increasingly vital questions to ask and answer in today's complex world and business environment.

Why Your Marketing Content Ranks High but Your Content Experience Ranks Low

High-quality content will have less of an impact if the experience around it is poor. Here are two common problems and ways to avoid them.

The 7 Styles of Listening—and How They Can (or Can’t) Help You Close Deals

For salespeople, being a good listener means closing more deals and meeting revenue goals. But not all styles of listening are equal.

How B2B Businesses Can Successfully Move to a D2C Model

As more consumers conduct business online, more companies are striving to cut out the middleman and engage end customers directly.

AI’s Untapped Potential for CRM—and Why It Starts With IT

AI for CRM has evolved in a huge way, and it's time for IT to know about it.

Don’t Think Providing Real-Time Sales Feedback Is Doable? Think Again.

Event-based, one-size-fits-all, just-in-case coaching models—or training models, for that matter—are better left in the past.

Meet Customer Expectations Now with Experiential Sales Programs

Engage prospective customers by developing a hands-on product experience early in the buying cycle, with technologies like 3-D or virtual reality or with hybrid physical-digital events.

CRM Integration Equals Better Cross-Team Collaboration

Having an integrated CRM will reduce organizational silos, save time, and provide in-depth customer understanding across teams. Plus, 4 key business areas to focus on first.

4 Best Practices for Knowing Your Customers as Well as They Know You

A decade of investment in customer engagement solutions has not paid off for most businesses. In fact, things have gone backwards. Here's why and how to fix it.

4 Tips for Using a Sales Process to Improve Your Wins

Salespeople often can't help changing up their sales process every time they engage with a client, but their results end up being unreliable and inconsistent. The answer to turning around fluctuating numbers is to adopt sales best practices that work.

The State of Sales Enablement: The Good, the Bad, and Everything In Between

Here's a look at the current state of sales enablement, how it works for organizations, where they run into complications, and everything else sales leaders need to know. 

Real-Time Interaction Management Is Key for Personalization and CX

Learn how real-time interaction management (RTIM) helps organizations translate current customer data into relevant experiences that provide value at each step in the customer journey.

5 Ways to Reclaim Inactive App Users

There are a number of time-tested ways to re-engage users who have gone silent or inactive, and they can all mean a boost to a brand's bottom line.

The Key to Sales Success in a Digital Landscape? Make It Personal

Adding a personal touch to every stage of the sales process is the best way to stand out. Here's how to do it in the absence of in-person interaction.

5 Email Subject Lines Sales Prospects Simply Can’t Ignore

The follow-up email in sales can be one of the greatest challenges, but here are five subject lines that are harder for prospects to disregard.

Text Marketing Helps Brick-and-Mortar Brands Reimagine Digital Interactions

As brick-and-mortar marketers face first-party data priorities and look for technology updates to enable more one-to-one customer relationships amid COVID impacts, text marketing offers a commerce-driving channel that affords every smartphone-owning guest a direct line to ordering and offers.

CRM Is Key to E-Commerce Marketplace Success

Relationship building and maintenance are every bit as important for marketplace operators and vendors as they are for traditional retail and e-commerce sellers.

Hone Your Customer Focus with Returns Feedback

Listening to what the customer wants is the very essence of what great retailers do. But what if there was a whole array of very direct customer feedback that they weren't really using to its full effect?