Viewpoints

What Start-Ups Can Teach Enterprises About the Customer Life Cycle

Enterprise marketers need a serious wake-up call on the need to create transactional and triggered email experiences that realize the full revenue potential of their most important customers—those they've already won.

Machine Learning Remakes the Sales Conversation

Forget the art of the deal; with AI and machine learning illuminating the patterns that result in successful sales, it's more like the science of the deal.

Rise of the Micro-Influencer: Turning Brand Users into Brand Advocates

For small and midsize businesses, micro-influencers are a cost-effective way to boost awareness, engagement, and sales.

Does Your Sales Force Automation Help Your Reps Actually Sell?

To boost productivity, client engagement, and the bottom line, SFA systems should prioritize the four V's: volume, velocity, value, and visibility.

Earning Consumer Trust Starts with Building Genuine Connections

To address the growing gap between brand message and public sentiment, the industry must hit the reset button, get back to its roots, and work to better understand, engage, and win consumers.

3 Questions to Ask About Any New Sales Tool

Technology can now capture insights about everything from weather patterns to the winning habits of your best sale reps. But before adopting a solution, here's what you need to consider.

4 Key Areas Customer Experience (CX) Leaders Must Master

These core competencies can help you take a 360-degree approach to customer experience, a journey that starts with seeing your business through their eyes.

5 Questions to Ask When Scaling an E-Commerce Business

To ensure you're scalabe and profitable down the road, you need to have your strategies and tools in place now.

4 Ways AI Turns Customer Engagement Into a Science

Artificial intelligence can harness data to make your business smarter, more effective, and more successful.

Sales Metrics Should Focus on Measuring Relationships, not Activity

Sales organizations should build on the most human of metrics, with the help, ironically enough, of artificial intelligence.

Reaching, Interacting With, and Measuring Today’s Empowered Digital Consumer

With so many touchpoints and channels to choose from, consumers have more knowledge and control than ever before. But the always-connected digital customer gives marketers unprecedented opportunities as well.

10 Tips for More Productive Sales Calls

Here are some proven tips for making your sales pitches more productive, according to the social dynamics of sales.

What AI Can and Can’t Do for Your Marketing Automation Process

There are some tangible benefits to adding artificial intelligence solutions to your marketing arsenal right now. But you'll need those human marketers around for the foreseeable future.

How Much Personalization Is Too Much?

Collecting your customers' data is essential to creating experiences that will keep them coming back, but the data should provide actual value, and their information needs to be staunchly protected.

How to Build a World-Class Sales Academy

Adobe made big changes to attract and retain the best sales talent. Here's how you can follow its lead.

3 Ways Big Brands Can Adopt a Small-Business Mind-Set

For big businesses looking to revamp their communications strategy, making changes from the outside in by adopting a small-business mind-set can fuel lasting engagements and build loyal customers.

How to Find and Track Your Real Customer

Begin by making your customer personas look more like your actual customers

4 Ways Sales Performance Management (SPM) Systems Keep Your Team Aligned and Focused in a Sea of Change

M&A mayhem may be coming to your sales team. Sales performance management can ensure that you're ready.

CCM Brings Customer Communications Under One Umbrella

As customer expectations and communication channels continue to multiply, customer communication management (CCM) solutions can reduce the chaos.

Blockchain Is One Emerging Technology Manufacturers Should Embrace

Manufacturing is not often synonymous with innovation. But by adopting blockchain technology, manufacturers can elevate their operations, performance, and customer trust.