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Results 41-60 of 134 for Louis Columbus.
OPINION

Birth of a Salesman

When the sales team operates with urgency, the soul of a company is alive, thriving and growing. The sales department is the company's heartbeat and is absolutely necessary to create a sense of purpose and maintain a constant focus on delivering value to customers. Great salespeople are constantly t...

OPINION

Recruiting Your Customers’ CEOs to Conferences

Customer events have replaced trade shows as the big-spend item in many software vendors' and analyst and advisory firms' marketing budgets. Implicit in this shift of spending is the precision possible for targeting CEOs and CIOs with relevant content. The challenge however is getting these senior ...

OPINION

In Australia, Pragmatism and Solutions Rule

Spending the last week traveling through Australia, visiting a manufacturer, giving presentations and talking with several other companies after my presentations has been fascinating. What's so refreshing about Australian manufacturers' approach to using enterprise software for selling, serving and...

OPINION

Trekking AdWords’ Last Mile

Google AdWords is the most commonly used lead generation tool in many small and medium businesses. Layer in small and medium vendors of CRM's many varieties of applications, and the dependency on precise targeting for lead generation becomes even more important, due to the highly targeted messaging...

OPINION

Strategies for Synchronizing Demand

The world's best manufacturing companies have found that through the integration of product development, sales and marketing, including channel forecasting, procurement and production, synchronization results that can strengthen sales, channel and marketing operations. Taking this a step further, i...

OPINION

Bringing the Value Back Into Value Propositions

They are everywhere -- value propositions that claim much and deliver little. The fact that so many value propositions these days are of the "boil the ocean" variety makes some thoughtful people wonder if their view of the world is overly simplistic or if they are missing something. Sure, a list...

OPINION

Cookies Are for Closers

Now is the time for all good dads to come to the aid of their Girl Scout daughters and sell, sell, sell cookies. What is reminiscent of the sentence used by many typing teachers to teach that skill has become the battle cry throughout the suburbs of America. What has quickly replaced the length of...

OPINION

Changing the Politics of Integration

The growing adoption of service-oriented architectures including SAP's NetWeaver platform and its related applications are having a significant impact on the politics of integration between manufacturers and distributors. The balance of power has already shifted in a few industries to the channel o...

OPINION

Communication Hubs Are Redefining Relationships Globally

The fact that instant messaging, e-mail and chat are rising much faster as a combined approach to communicating supports the scenario of communication hubs redefining customer relationships in the next three to five years. Yahoo claims that 10 percent of all instant messaging sessions end with a te...

OPINION

Honey I Shrunk the Market

While sitting through technically complex webinars and presentations this week, I felt like raising my hand and saying, "May I be excused? My brain is full." Seriously, the level of technology and adroitness of world-class demo jockeys is both impressive and intimidating. Compound this with bondin...

OPINION

Future Satisfaction Comes From Today’s Customer References

My Web survey of SAP users is producing some interesting results. More than any other factor, customer references influenced buyers to choose SAP, quelling their concerns about the potential risks involved in taking that step. In fact, at this point in the survey, 80 percent of respondents said they...

OPINION

Solution Selling With Integrity

The mantra of selling solutions has taken enterprise software by storm and nowhere is this more prevalent than CRM. Honestly, it seems like the more challenging and difficult it is to sell into specific sectors of CRM, the more "solution-selling" is being invoked. This newfound religion is truly t...

OPINION

Users Speak Out About SAP NetWeaver

The vast majority of SAP applications get sold because there is an ERP instance somewhere in the organization to tie back to. Rarely, if ever, in the years of doing primary research on SAP's customer base, would I find a reference to one that had just come on board for its channel management applic...

It’s 2006: Do You Know Where Your Customers’ Buying Strategies Are?

Many sales forces seem to be stuck in a time warp. Selling with a transaction focus to customers who require a consultative or even enterprise approach is driving the cost of supporting these misaligned sales forces to the point of being unaffordable. Conversely, there are companies out there that ...

INDUSTRY ANALYSIS

Demystifying Web Services in CRM

Throughout the last few months of 2005 there was a pronounced ramp-up in activity around Web Services to enable integration of marketing, sales and CRM databases so that more precise selling strategies could be created. The holy grail of CRM -- achieving a single view of the customer -- is within re...

INDUSTRY ANALYSIS

Resolving to Get Customer Strategies in Shape

It seems so many companies are finding it easier than ever to automate, speed up, and turbocharge their way into mediocre performance with customers all because they don't stop to re-define the essence of their strategies for attracting, selling to, and serving customers in the first place. What's n...

OPINION

2006: The Year Services Become King

The coming year is going to see the fruition of several dominant trends that have been percolating just under the surface of CRM specifically and enterprise software markets generally. It's going to be an invigorating and challenging year because many software companies will need to re-invent thems...

OPINION

Think of 2005 as Rocket Fuel for 2006 Resolutions

With 2005 nearly done, it's interesting to look at the lessons learned and insights gained in customer relationships overall and CRM's response to them specifically. A seismic shift is happening in CRM today. Foremost of these is the shift from transactions to trust -- and if your pipeline has been ...

OPINION

Betting the Ranch on Google AdWords

A silent stealth war is going on between best-of-breed vendors for position in the Google AdWords column of searches on keyword searches, and a strategy on the part of larger best-of-breed vendors of completing dominating their smaller best-of-breed counterparts in AdWord spending alone. This war fo...

OPINION

Where Venture Capitalists and M&A Strategies Are Taking CRM

The buzz in enterprise software and M&A circles these days is how easy venture capital is, relatively speaking, to come by today. VentureWire, Venture Capital Journal and the many blogs from venture capitalists underscore this point. The buzz is so strong that rumors are surfacing from within ...

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