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.

Enterprise Software Retools Customer Experiences

Disruptions in the traditional sales model create urgency for vendors and opportunities for end users.

Executive Demand for Data Analysis Grows

CEOs re-evaluate enterprise roles, strategies to tie analytics to business values.

Is Gamification Overhyped?

The majority of near-term gamified processes are expected to fail.