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.