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July 30, 2014
I was impressed by the announcement by Salesforce.com last week of a new product combination it calls "Sales Reach." It's supposed to be a mashup of sorts between Sales Cloud, Pardot and Communities functionality that helps reps run micro-campaigns, perform nurturing and develop communities. As someone who once carried a bag for a living, my reaction was, "Oh happy day!" While marketing automation has taken the industry by storm over the last couple of years, I don't know any business that generates all of the leads a sales person needs. [More...]

July 29, 2014
As Amazon's Fire Phone finds its way into consumers' hands, brick-and-mortar retailers are on guard. Amazon's new device is equipped with technology that seems to have been designed to take showrooming to new heights -- or depths, depending on one's perspective. The Fire Phone, in brief, has functionality that lets users scan an item they see in front of them or in a magazine. [More...]

July 29, 2014
Let's get one thing straight: E-commerce will not kill the physical retail store. Hold on, I hear you object, the digital world has utterly disrupted our shopping habits. We rarely enter a store without having researched the big-ticket items we want to buy. Much of our holiday shopping is done with a mouse click. When we do venture into a store, we rarely do so without clutching a smartphone. [More...]

July 28, 2014
Tellwise, a two-and-a-half year old startup, has introduced Smart Messages, a new collaboration platform for sales reps to target prospects. The multichannel platform comes equipped with such tools as intelligent notifications, behavioral analytics and mobile functionality. Smart Messages is the culmination of the vision of Tellwise's cofounders, all of whom are former Microsoft engineers. [More...]

July 25, 2014
Your company has a CRM system that employees love and use regularly, and marketing automation tools to help streamline and automate all of your online marketing activities. That's a great start, but did you know that most marketing qualified leads -- perhaps more than 94 percent -- don't convert to paid customers? That doesn't mean your sales and marketing information systems aren't working. [More...]

July 23, 2014
So far, Satya Nadella's moves as Microsoft CEO echo the teachings of Jim Collins' 2001 best seller, Good to Great. It's about how and why some companies wallow in mediocrity and others operate at several levels of magnitude higher than their peers -- think Apple for one and Salesforce for another. Nadella has done a good job of articulating a vision for Microsoft, a Collins fundamental. [More...]

July 21, 2014
Attentive.ly recently released its application on the Eloqua platform, digging a deeper foothold for itself in the CRM enterprise space. Attentive.ly provides social marketing automation functionality in the form of a plug-and-play toolset that works with a CRM overlay. Using its tools, companies can organize customers in specific groups, listen to their online conversations, and send personalized marketing messages. [More...]

July 17, 2014
SAP and its long-standing partner Esri have developed a native product integration that debuted this week at the at the Esri User Conference currently under way in San Diego. The companies have been collaborating on projects since 1999, due to the significant overlap in their respective customer bases. Some 60 percent of SAP's asset management customers use Esri's mapping technology. [More...]

July 16, 2014
It's general practice to have multiple sales forecasts, and that typically means low and upside potential as well as what's committed -- but the idea of teasing those threads apart only at forecasting time might no longer applicable. Long before you compile a forecast, you have a good idea of which deals might be prone to a typical divergence -- so it makes sense to group like with like. [More...]

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