Donna Serdula: What Does Your Profile Say About You? Does this sound like you? You created a LinkedIn profile several years ago by copying information from your resume. You added some people you know as contacts. You visit LinkedIn only when people ask you to add them...
User Adoption and Conformity: How Well Is Your CRM Strategy Working? Customer relationship management (CRM) starts at the top of your organization. The CRM choices made by leadership influence decisions made farther down your marketing and sales funnels. That’s...
Frank Cespedes: Sales Management That Works The business world, it seems, is changing faster than ever. Tried-and-true business models are being supplanted. Entire industries are being disrupted by upstarts with new ideas and ways of delivering what customers want....
Melissa Matthews: Looking For the Uncomfortable What do you do when you’ve lost your job, your dreams are shattered, you’ve moved back in with your parents, and don’t know what to do next? For Melissa Matthews, the answer was: Go to a bar. And a chance meeting at that...
Are You Getting Value From Your CRM Reporting? Like many mission-critical business software tools, a well-designed CRM system makes it easy for users to put data into the system. The greatest value, however, lies in the reporting you get out of it. In too many CRM...
Russell Brown: Building Deeper Sales Relationships Too often, sales professionals early in their careers approach their jobs with a service mindset: Their role, they believe, is to serve the customer (or, sometimes, themselves). Success in sales, however, depends on...
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