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New Trends in CRM
Customer Relationship Management (CRM) systems have tended to produce mixed results for the sales and marketing professionals that once hailed them as a magic bullet. There's no denying that CRM implementation has been a fraught and expensive process for most companies. Even so, sales organizations worldwide now use these tools to serve their customers, gain market insight, obtain product feedback, monitor competitors and improve organizational efficiency. CRM is here to stay.
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The Evolving Social Customer
The Social Customer (TSC)'s latest survey suggests that companies are increasingly leveraging social tools and strategies to engage their customers. Conducted jointly with the Society of Consumer Affairs Professionals (SOCAP), our survey shows that the percentage of customer service interactions taking place on social media has accelerated substantially in the past six months.
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Turning On Power Consumers
Smart grid implementation allows power consumers to double as electricity producers. It also helps incorporate more renewables onto the grid. Customers will have new choices and responsibilities. Regulators will face new challenges. Bottom line: The electricity market is on the cusp of a major evolution.
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The Broken Data Promise
The marriage of CRM systems and near-boundless quantities of market and customer data was supposed to produce the holy grail of sales: The 360 degree customer view. It would be comprehensive. Predictive. And foundational for lasting, profitable relationships. Except that promise was never fulfilled. So how can you use CRM to tame the data beast and get the jump on your competitors? Find out in this new eBook.
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Ardath Albee is CEO and B2B Marketing Strategist for her firm Marketing Interactions and an author. More »
Dave Brock is President and CEO of Partners In EXCELLENCE, a global consulting company. More »
Charles Green is founder and CEO of Trusted Advisor Associates and an author. More »
Paul Greenberg is the author of the best-selling CRM at the Speed of Light and President of The 56 Group, LLC. More »
Gavin Heaton is the author of one of Australia's leading marketing blogs. More »
Jill Konrath is a recognized expert in B2B sales and the author of Selling to Big Companies. More »
Kendra Lee is author of the awward-winning "Selling Against the Goal" and a popula speaker on sales prospecting/lead generat More »
Mike Merriman is Director of Strategic Service at MZinga and has an extensive background in product development and management. More »
Natalie Petouhoff Dr. Natalie serves as the Chief Strategist for Social Media, Digital Communications and Measurement at Weber Shandwick More »
Anneke Seley is the CEO and founder of Phone Works, a sales strategy and implementation consultancy, and an author. More »
- YOU
- Ardath Albee
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- David Armano
- Trish Bertuzzi
- Dave Brock
- Brian Carroll
- Krishna De
- Jonathan Farrington
- Josiane Feigon
- Francois Gossieaux
- Charles Green
- Paul Greenberg
- Marc Hausman
- Matt Heinz
- Adam Honig
- Patrick Kitano
- Craig Klein
- Christopher Koch
- Jill Konrath
- Simon Mainwaring
- Christian Maurer
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- David Meerman Scott
- Sharon Drew Morgen
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- Natalie Petouhoff
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- Anneke Seley
- Koka Sexton
- Paul Simon
- Dave Stein
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“Greatest post. A sandler consultant that I once worked with says that most prospects attend a secret university where they are taught to lie to sales people. :)At the end of the day people just don't to be sold. If you have a real conversation with them about the problem you are helping solve, your chances of winning the deal are much much higher.thanksOri”
“Interesting post. I have been hearing that cold calling is dead for a number of years. So you are not ever, ever,ever going to take a cold call. How then are you getting your new ideas? Content marketing? browsing the web, exclusively from people who refer other people to you?What if a company is new in a market with no body to grant a referal? What do you suggest? Thanks,John ”