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How to Manage The New Salesperson
By John Harrison | Dec 12 2007
Hired a person new to sales? Transitioning a promising employee to sales? Now what? Let's focus on business to business sales (B to B). You may already have a training program for salespeople and if… Read More
CRM Across Borders: Managing Internationally
By John Harrison | Nov 29 2007
Many CRM systems begin to struggle as business growth expands across borders and currencies, resulting in poor visibility across the entire business organization. Consider a global organization: sales information and results cover the territory, the… Read More
How Companies Waste Leads
By John Harrison | Nov 13 2007
Marketing expert, Patty Azzarello, shares two basic principals that will keep you from wasting leads. Follow her advice and you will maximize your investment in marketing and close more business. Read More
Put Your Offering in Context
By John Harrison | Nov 13 2007
Relationship expert, John I. Todor, shares insights on how to put your offering into a context that is meaningful and valuable to your customers. It's all about the customer's perspective. Read More
CRM Analyst Buzz
By John Harrison | Nov 13 2007
What’s the latest buzz in customer relationship management? Here's what the leading industry analysts have to say about the most current CRM techniques and trends. Read More
What's Hybrid CRM?
By John Harrison | Nov 13 2007
It's the best of all worlds. Hosted and on-premise customer relationship management software. In fact -- it's the new market trend. Learn about it. Read More
The Oakland A's Hit a Home Run with NetSuite
By John Harrison | Nov 09 2007
The Oakland A's switch form Excel to NetSuite, improving their lead management, sales tracking and reporting capabilities. Read on to see how the Oakland A's and NetSuite make a winning sales team. Read More
The Inevitable SaaS Market Segmentation Evolution
By John Harrison | Nov 06 2007
Chuck Schaeffer, CEO of Aplicor, notes that the majority of hosted CRM software publishers have yet to deliver market specific business solutions for routinely recognized market segments. For the most part, on-demand solutions... Read More
What Does it Mean to Know Your Customer?
By John Harrison | Nov 06 2007
Kathering Jones, Director of Marketing at NetSuite, notes that real-time visibility into every aspect of the customer life cycle from initial lead through revenue transactions is vital. Having this information within one business solution improves… Read More
"Out-of-the-Box" CRM Customization?
By John Harrison | Nov 06 2007
Our CRM Advisor tackles the question "How much modification should an 'out-of-the-box' CRM solution typically need?” A: There is no black-and-white answer when it comes to CRM customization. The level of customization required... Read More