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Strategy
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Your CRM Isn’t Cutting It; How to Prepare for the New Wave of Analytics.

It’s Crunch Time – the Beginning of Q4 Are you going to hit your 2018 number? What’s your forecast for 2019? Do you have the heads, processes, and funding to ensure a successful 2019? Only a handful of Sales Ops leaders can...

Is Your CRM Investment Coming Up Empty?

Gartner predicts the market for CRM software will reach $23.9B this year. They go on to suggest it will reach $36B by 2017. Those are staggering figures considering it was an $11B market in 2012. The growth is being fueled...

Can You Trust the Data in Your CRM?

You depend on your CRM system to give you actionable insight. Leading and lagging indicators tell you how well the Sales team is performing. Dashboard reports give you ‘at a glance’ visual cues throughout the week. But is your CRM getting...

Bad Quarter: Is Your CRM to Blame?

It’s the last week of the quarter and everything is looking good. You have the deals in the tank to hit the target. Then it happens: Things start slipping and it’s not pretty. Deals are falling faster than ice cream...

Renew Your Vows with The CRM System

Companies that have successfully implemented a system tout benefits like: Increased rep productivity Greater pipeline transparency More aligned sales reps and materials Integration of multiple systems to automate routine tasks. However, we’ve witnessed a varied success rate across CRM implementations. Most organizations are still waiting...

Three Steps to Optimize your CRM Investment

Based on our research, less than 5% of organizationswho have invested in Customer Relationships Management (CRM) technology are currently optimizing their investment. In fact, every engagement I have ever been involved in has recommended changes to the CRM system. (Download...

Sales Performance Management: Insight From Your CRM

After all, every bit of data that you track about your customers and prospects is in that system. You’ve meticulously set up the system, ensured that your sales force is faithfully tracking all required information, and had dashboards and reports...

Salesforce.com Acquires Radian6 to Solidify a Social CRM

Founded in 2006, Radian6’s unique technologyassists in the monitoring process of millions of “conversations” happening across every social platform. As many as half of the Fortune 100 companies already subscribe to the unique dashboard style listening stationthat the innovative Radian6...

Why More CMOs Are Scaling ABM Investments in 2021

CMOs are shifting their investment mix to meet the needs of an increasingly digital buying environment. One of the primary ways they’re doing this is by doubling down on Account Based Marketing, targeting and delivering customized programs to the accounts...

The Impact of Your Digital Evolution on Your Customer Acquisition Cost

The global pandemic has brought about the greatest virtual sales experience ever to occur. Organizations that were staving off digital evolution were forced into adoption, while those that had embraced digital were positioned for success. In a multi-quarter stretch where...
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