CRM systems fail when they're not utilized correctly or when businesses choose the wrong CRM solution. Learn how to implement ...

If there is one thing all sales people can agree upon, it's that most companies have a poor CRM process. Fortunately, most of these challenges can be corrected by the sales managers, so I've decided ...

Zoho CRM has an impressive array of core capabilities. Features like lead and opportunity management, sales forecasting, and ...

A sales process can be defined as a systematic, repeatable sequence of actions that drive customer interactions and, ideally, optimize both sales execution and expected business outcomes. CRM is the ...

I'm down to the last chapter of The Commonwealth of Self Interest: Customer Engagement, Business Benefit and then have some editing to do. But I want to make sure that you keep getting some good ...

Legendary engineer and management consultant W. Edwards Deming once said, “A bad system will beat a good person every time.” This truism can easily be applied to the world of sales. Even the best rep ...

"CRM is on the cusp of a transition in the market," Scott Nelson, vice president and distinguished analyst, CRM, said during his keynote at the Gartner CRM Summit, held this week in Baltimore. "If we ...

If you are a mid-to-large-size company, using a customer relationship management (CRM) system is critical. Getting your salespeople to adapt to using the CRM in the appropriate way so that management ...

When scaling sales teams at your software company, hiring great salespeople and maintaining great sales discipline are the most important factors in determining success. Based on my experience, I ...

Harvard University marketing professor Philip Kotler has a famous quote: “Over the past 60 years, marketing has moved from being product-centric (Marketing 1.0) to being consumer-centric (Marketing ...