Search

Results 1-20 of 275 for Christopher J. Bucholtz.
OPINION

Winning the Sales Talent War in the Big Data Era

Had a hard time hiring sales talent lately? You aren't alone. And guess what? It's only going to get worse! There are a lot of headwinds confronting sales recruiters these days. Among the strongest: The number of sales jobs is projected to grow 18.8 percent between 2010 and 2020, so you're facing st...

OPINION

Top CRM Blogs of 2016: Countdown, Part 2

There's something to be said for consistency. Baseball Hall-of-Famer Tony Gwynn hit over .300 19 years in a row. The swallows have returned to Mission San Juan Capistrano every year since 1812. Richard Belzer played Detective John Munch in nine different television series over 23 years. Doing things...

OPINION

Top CRM Blogs of 2016: Countdown, Part 1

In a year when it seemed that CRM continued to blur into other technologies -- artificial intelligence, the Internet of Things, analytics, predictive tools -- there was no shortage of things to blog about. However, only a few bloggers really captured what was going on in CRM in 2016 and reflected th...

OPINION

Bring Back the CIO

The cloud revolution has made an enormous contribution to the evolution of sales and marketing software, as well as to business software of all types. There's a long list of benefits it's conferred on its users -- from the ability to outsource security and maintenance tasks to the avoidance of manua...

OPINION

Dreamforce’s Einstein: First Shot in New Sales Tech Arms Race?

A technology conference staple is the over-the-horizon announcement: a proclamation that something that isn't quite here yet is the next big thing, often accompanied by simulated screen shots, hypothetical use cases, and demonstrations that veer closer to fantasy than reality. Even Salesforce has in...

OPINION

Abuse of Trust, Lack of Transparency: HP Shows How to Kill the IoT

There's been a lot of virtual ink spilled about the glorious future promised by the Internet of Things: just-in-time service, data-assisted performance optimization, automatic software upgrades, and a host of other hands-off solutions that make life easier for customers and results better for busine...

OPINION

Incentives-Driven Disaster: Wells Fargo’s Ethical Implosion

Anyone who works with sales people knows that their ultimate incentive is their commission check. Since the first time that "sales" was identified as a profession, we've been paying the people who sell based primarily on their results. This has worked well -- but things are starting to change. The d...

OPINION

Sales Tech’s Forgotten Byproduct: Employee Happiness

Why do companies invest in CRM, sales performance management software, business intelligence, and every other component of the customer-facing technology stack? The obvious response is ROI. CRM paid back $8.71 for every dollar invested in it, Nucleus Research reported way back in 2014. Business anal...

OPINION

Gamification’s Serious Role in Sales Success

When gamification was just starting to catch on several years ago, I recall sitting next to the CMO of my then-company at a Gartner conference session. The presenter walked the audience through the concept of using ideas borrowed from gaming as a motivational tool, and about two-thirds of the way th...

OPINION

5 Ways to Guarantee Sales Will Hate Your CRM

CRM often is described as a discipline and a technology that will transform the entire business. Sales and marketing can get on the same page, support will have visibility into what sales and marketing are doing, and every interaction can be captured and used to create a complete and comprehensive v...

OPINION

Rethinking the Customer Journey Map

If you talk to marketers for any amount of time about what they do, you are bound to hear the term "customer journey" at some point. The go-to exercise for marketers looking to up their lead generation games today is "journey mapping," the exercise by which you try to understand how a potential buye...

OPINION

Creating the Right Business Culture for Success

In an era when technology is changing the ways people conduct every aspect of their lives, it's not a surprise that business leaders have come to depend on it as the lever that will elevate their sales and marketing performance to the next level. Productivity has increased in all aspects of busine...

OPINION

Selling Imagination in the IoT Era

If you love studying technology trends and imagining what they will do for your business, it's easy to lose sight of the fact that you have a vision of how things will be, while many of those you need to partner with to achieve that vision still are trying to master the reality of today. Congratulat...

OPINION

The Customer Experience Tipping Point

Sometimes, it takes something drastic to change a business' behavior. Standard procedures can remain in place long after they've become detrimental to the business, but sometimes it takes a tipping point to drive home the fact that failing to change is the surest way to fail. For example, the Ford P...

OPINION

The Successful B2B Relationship: It’s About Time

Respect is a vital ingredient in any mutually beneficial relationship, and that's never truer than in the case of business-to-business buyers and sellers. The most elementary way a seller shows a commitment to a healthy customer relationship is through an ongoing display of respect. That doesn't mea...

OPINION

The Sales Process Starts With Retention

Despite the numbers that show how lucrative retention is in an increasingly subscription-driven economy, the emphasis has been on new customer acquisition. That is still true, according to a recent study. Forty-two percent of the firms surveyed said they were increasing their budgets for customer ac...

OPINION

Generation Customer: Defined by Attitude, Not Age

I hate the idea of chopping our population into generations: the Greatest Generation, the baby boomers, Generation X, Generation Y, millennials and so on. The assumption is that everyone born during an arbitrarily selected time period shares certain traits. It also results in people projecting ideas...

OPINION

Why Is Sales-Marketing Alignment Getting Worse?

We're almost a quarter century removed from the coining of the phrase "sales and marketing alignment," a concept that dates back another 30 years. Businesses have been wrestling with the idea of coordinating two teams of people with different skill sets, ideas, personalities and goals ever since the...

OPINION

The Top 20 CRM Blogs of 2015, Part 2: The Top 10

Almost a decade ago, the first edition of this list was tough to compile. There simply weren't that many CRM blogs that were consistent (we set the annual minimum number of posts at a mere eight), vendor-agnostic and -- most important of all -- high quality. That number has increased over the years,...

OPINION

The Top 20 CRM Blogs of 2015: Part 1

What makes a great CRM blog? Generally, the same things that make a great CRM implementation: good planning, thoughtful responses to a changing market, consistent posting, the right technology, and people with the right personality. It's the classic "people, processes and technology" trilogy, really...

Which most influences your decision to accept a LinkedIn invite from a stranger?
Loading ... Loading ...

CRM Buyer Channels