Articles for Jim Dickie
Analytical Advances Unlock the ‘How’ of Selling
Sales reps know what they need to do, but how to do it is a moving target
Small Businesses, Take Note: AI Is Ready for Prime Time
It's not just for big enterprises anymore. Even mom-and-pop shops can use AI to optimize sales
With Sales Effectiveness Down, Companies Should Rethink Their Sales Process
Despite major leaps in technology, sales performance trends remain disconcerting. It might be time to blow things up
To Get the Most from Your CRM, Pair It with Process
Strong CRM adoption is good, but not enough; you also need a formal, dynamic sales process
3 Things to Keep in Mind as AI Comes to Sales
Technical innovations are one thing, but companies need to consider AI's effect on their people
Dynamic Sales Coaching Can Help Your Players (Sales Reps) Win
Leaving your coaching to an informal process at the discretion of managers will lead to blown deals
Salespeople Face an Uphill Battle, and AI Is Ready to Help
Sales enablement divisions are gaining valuable technology partners.
Sales Is Like an Orchestra. Sales Enablement Is the Maestro
Multiple departments working at cross-purposes can sound a discordant note
CRM Might Require an Internal Sale—to Salespeople
Increasing adoption is a challenge, but demonstrating value can win reps over
Your CRM Framework Probably Needs to Grow
A survey of executives reveals the top sales tools
When, If Ever, Will Social Selling Really Sizzle?
The potential is there, but sales reps need more than just technology
Two Methods for Sales Training Reinforcement We’re Not Using
If you want sales reps to use (not lose) their training, turn to the devices they use every day
Data—the CRM Gold Mine We Continue to Ignore
Don't get so involved with system management that you miss the nuggets right under your nose
Sales Enablement Will Drive CRM Investment in 2016
This new catalyst for developers leverages the power of technology across many disciplines
Make Sure Your CRM Is Well Informed
Sales reps won't adopt your software if they don't trust its data
What We've Got Here Is Failure to Collaborate
If networking systems are underused, don't blame the technology
Can Configure, Price, and Quote Apps Be Sales' BFF?
Add the power of knowledge to your reps' sales arsenal.
Coaching Solutions Guide Reps to Sales Success
Innovation steps in where sales training leaves off.
Take the Intelligent Route to Lead Generation
Sales teams are adopting lead management roles.
A Case for Sales Coaching
When time is short, technology may have the solution.
The Adoption Rate Challenge
Give sales reps the right tools to drive CRM success.
Manage Forecasts with Metrics, Not Hunches
Look to big data, sales analytics for accurate insights.
The Mobile CRM R(evolution)
New options move focus from convenience to performance.
Taking SPM Out of the Dark Ages
New solutions remove barriers to payment plan success.
How Marketers Use Social CRM
Building leads and communities are the most popular trends.
Talking About Lead Generation
When it comes to making sales, technology is doing double duty.
Using CRM to Read Digital Buyer Intent
A decline in face-to-face selling calls for new solutions.
Sales Reps Find Strategic Aid with SAM
An underused technology offers huge potential.
Are the CRM Wars Really Over?
High usage doesn't equal high satisfaction.
Sales Collaboration: Can I Get a Little Help Here?
Keeping pace in a changing world.
Turbocharging CRM with Good Data
But only one-third of companies are using high-octane information
Mobile CRM: The Quiet Explosion
Growth is sparked by the iPad's popularity among businesses and the ability to send actionable insights to sales reps
Hiring Reps? Get Them a Digital Research Assistant
Sales intelligence systems help shorten ramp-up time
CRM’s Most Underutilized Feature
The industry needs to overcompensate for its tragic misuse of compensation management.
Managing to Succeed
Sales reps seem to get most of CRM's attention—but what about their bosses?
Has CRM Lost Its Revenue Mojo?
Innovation is the only thing that can help—and you may be overdue.
Avoid the Disaster of 2009
Learn from your failures to fine-tune lead generation efforts
The Integration Advantage
Unifying the sales process and the CRM system is essential.
CRM in the Palm of Your Hand
Three factors are combining to (finally) drive interest in mobile CRM.
Don’t Confuse Implementation with Adoption
Just because CRM deployments have spread doesn't mean they've succeeded.
2009-Era Sales Needs 2009-Era CRM
CSO Insights' Sales Performance Optimization '09: Barely half of all reps made quota last year. Something has got to change.
CRM on the Inside
What your inside sales team knows about selling, and what your field sales force needs to learn.
CRM: Your Personal Digital Assistant
New offerings can make your sales reps more productive.
The Poker Dynamics of CRM
CSO Insights' Sales Performance Optimization '08: Today's companies are finding a full house of technology options.
No Rest for the Wiki
Don't worry: If you're not wiki-ing yet, you will be soon.
Analyzing the Sales Process
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?
New incentive management solutions deliver top-flight tracking and compensation information to companies and reps alike.
Fueling the CRM Engine
CSO Insights' Sales Performance Optimization '07: Sales reps are spinning their wheels waiting for sales knowledge and relevant management tools to be integrated.
Nobody Can Stop the Shopping
CRM project teams will continue to purchase technology throughout 2007.
Above the Sales Funnel
Increasing sales performance demands that lead generation optimization be top of mind.
Invest in CRM Beyond Applications
The right training--not more training--paves the road to success.
Demystifying CRM Adoption Rates
CSO Insights' Sales Performance Optimization '06: Four essential facts about end-user performance and buy-in.
What Does CRM Really Do to Help Salespeople?
More than 70 percent of firms show positive results from using CRM systems.
It May Cost More Than You Think
Many companies say their CRM system implementations are surpassing their initial time and budget expectations.
What's Hot, What's Not, and What's Next
At year end we evaluate the impact of SaaS, Siebel, and knowledge sharing and analytics.
Direct Marketing Trends for 2006
More companies are turning to the Web for targeted marketing efforts.
Demystifying the ROI of CRM
Know your biggest pain points and determine how damaging they can be to your business if left untreated.
A Little Help From Your Friends
A new crop of services firms helps solve data-related frustrations.
New Advances in the Hard Side of CRM
Consider replacing your desktop PC with a Tablet PC.
Is Social Networking an Overhyped Fad or a Useful Tool?
When put to the test, this sales and marketing application delivers.
Who's Who in the How of Sales
Vendors are stepping up to deliver tools that help reps sell.
What We're Not Putting Into CRM Systems
Most companies received passing marks...but we discovered six sales-knowledge gaps.
The Next CRM Evolution
The problem is that CRM focuses way too much on who and what, and not nearly enough on how.
The Bake-at-Home Version of CRM
These executives had a clear understanding of exactly what part of the sales process needed to be improved.
What Will Wake You Up at 3:00 A.M.?
Successfully managing CRM initiatives is a difficult job, and it may actually be getting harder.
Is CRM Contracting or Expanding?
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.
Turning the CRM Promise into Reality
Perspectives on changing how the game is played.
Companies Face Challenges in Increasing Sales Effectiveness
Jim Dickie takes a look at companies' admitted weaknesses in their sales force policies and procedures and suggests how to change them.
Why Companies Take the CRM Plunge
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.
Evaluating CRM Solutions: What to Consider
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.
Motivating Your Sales Force to Accept CRM
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.
Five Predictions for CRM Sales Tools
Five predictions as to where CRM--and sales automation in particular--are headed in 2001.
Great CRM Hinges on Great Business Processes
Author and researcher Jim Dickie defines four levels of sophistication into which most companies fall, which determines their readiness for successful CRM projects.
Selling CRM Inside Your Company
One of the keys to successfully implementing a CRM project is getting your users to buy into the idea.
Dickie: Thorough Evaluation Is the First Step to P
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?
Survey Shows PRM Taking Off
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.