Archive | Sales Performance

Build a Customer-Centric CxO Team: CRM Resolutions for 2007

In the 2006 Rocky movie, Rocky Balboa, the aging fighter, gives some sage advice to his son. It’s not whether you get knocked down, he says. It’s about whether you get back up and keep fighting. Perhaps customer relationship management—which I define as developing and implementing a customer-centric business strategy—has made you feel as though […]

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Forget Benioff's Hype: Five Problems Will Thwart Salesforce.com's Rise in On-Demand CRM

In enterprise software, the latest innovation is not about the software but how it’s delivered—via the Internet. Salesforce.com has earned a reputation as an innovator and market leader in on-demand CRM, but getting on top and staying there are two different things. In my view, the real on-demand CRM market leader will emerge in the […]

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Collaboration: The Cure for What Ails CRM

Ready or not, welcome to the Customer Age. Customers have more choices than ever before, thanks to a global economy that pumps out high-quality goods and services, with a helping hand from the Internet to ensure competitive prices (unless you’re dealing with Microsoft software or the California energy market, but that’s another story). That’s why, […]

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