What Lies Ahead for CRM?
CRM industry insiders share their predictions for 2020.
Gartner Hypes Blockchain as a Sales Tool
A handful of technologies are on the brink of making a splash in CRM sales technology but are still five to 10 years away from any significant adoption, according to Gartner, which recently released its "Hype Cycle for CRM Sales Technology" report.
Required Reading: Journey Mapping Must Bring Customer-Focused Change
In their new book, How Hard Is It to Be Your Customer? Using Journey Mapping to Drive Customer-Focused Change, co-authors Jim Tincher and Nicole Newton of Heart of the Customer note that 65 percent of customer journey mapping projects fail to drive change.
On the Scene—CRM Evolution: CRM Still Faces Challenges, Most Speakers Agree
CRM systems have been around for decades, but interoperability and data silos still have to be overcome
The 3 Stages of Personalization
Gartner lays out the keys for personalization to help companies deliver helpful and relevant messages
To Sell Globally, Market Locally
Cross-border commerce requires attention to regional nuances, a new report stresses
Required Reading: Replace Managing with The Coaching Effect
Managers make sure processes are followed; coaches drive growth
Sales Are Hitting Goals, Missing the Mark
Sales performance falls despite reaching revenue targets, CSO Insights finds
Required Reading: The Keys for Unlocking the Customer Value Chain
To avoid disruption, companies need to understand decoupling
What Will 2019 Bring for CRM?
Industry insiders share their predictions for the coming year
Required Reading: The Ultimate Guide to Becoming The Ultimate Sales Pro
Salespeople can get ahead by thinking ahead
An Empowered Workforce Needs a Culture of Engagement
Employee engagement, employee experience, and employee enablement have to come together
Sales Require Organizational Overhaul, Better Data
Most sales teams still struggle with infrastructure and processes, study finds
E-commerce Communities Alter Companies’ Go-to-Market Strategies
CMO Council urges adoption of the 4Ps of marketing: precision, personalization, persuasion, and perfection
Required Reading: The Geek, Nerd, Suit Approach to Customer-Centricity
Achieving customer-centricity requires a partnership between IT, analysts, and business strategists.
Required Reading: Get to Aha! About Your Company’s Identity
Knowing who you are as a company is the foundation of success
Sales Success Needs More of a CRM Focus
Salespeople frequently miss targets, which could require a CRM reset
B2B Trails B2C in E-Commerce Effectiveness
B2B companies need to evolve their go-to-market strategies by adopting proven B2C principles
Required Reading: Connecting with The Transformational Consumer
The most impactful customers are seeking health, wealth, and wisdom
The 8 Traits of Customer-Relevant Companies
Ovum research finds very few customer-adaptive enterprises exist today.