The ability to collect massive amounts of data represented a huge leap forward in customer service and communication when customer relationship management first hit the market as a marketing, sales and data management tool. However, CRMs aren't a holy grail. Data management is one thing. Using data to understand what customers really need -- not just what you think the...
Customers are crucial to a successful business. They can be one-off customers or repeat buyers. Ideally, a business wants a mix of both. Problems arise when marketing tactics fail to attract either type, which is why customer engagement is so critical in today's hypercompetitive e-commerce environme...
From generation to generation, retail has evolved into a global business. Gone are the days of the local corner store. Today's consumers have access to products from across the world with a simple click of a button. Even brick-and-mortar stores are adapting to e-commerce as retailers find innovative...
The holiday season presents a significant opportunity for sellers to capture unprecedented sales on Amazon. Cyber Week alone, the seven-day period beginning the Tuesday prior to Thanksgiving and running through Cyber Monday, is expected to account for 40 percent of all e-commerce sales during the ho...
Over the past 10 years, I've been a part of at least that many startups. The tools of the trade have changed rapidly, but the core elements of successful entrepreneurship remain relatively unchanged. When I first started out, "social media marketing" was a brand new concept and existed almost entire...
As markets mature, they trend toward oligopoly or even outright monopoly. There isn't much difference, because an oligopoly has several members instead of just one. Examples include electric power generation, an oligopoly made up of vertically integrated monopolies in most areas, and the airline ind...
Given today's data and technological advancements, coupled with an abundance of choices for consumers, the importance of loyalty has never been greater. The marketing landscape has shifted as power has moved from sellers to buyers, and businesses have realized a heightened need for customer loyalty...
Sales talent for a long time has been broken up into three groups: A-players, B-players and C-players. Everyone loves the A-players -- they're the ones who bring home the bacon, after all. The B-players show promise and, with the right training and motivation, could become A-players. The C-players? ...
With the advent of digital technologies and the radical growth of online shopping, it might seem that brick-and-mortar stores are on the way out, but that's not so. Physical stores are likely to remain far into the foreseeable future. However, the nature of those stores will be fundamentally transfo...
I have never been a big fan of the term "360-degree view of the customer," mostly because you never can have a complete view of your customers. It's simply impossible. Things happen that you don't capture in the data, as CRM guru Paul Greenberg has pointed out. They get divorced, their dog dies, the...
I have a gripe with the way Caller ID works -- or in fact, increasingly doesn't work -- on wireless phones. I've noticed that most very stinking time I get a call on my wireless phone, the Caller ID information is wrong. Sometimes the number is correct, but the city is wrong. When Caller ID was intr...
OK, this is looking somewhat predictable. Oracle reported $9.20 billion in Q1 revenue, or $0.03 per share, against consensus estimates in the $9.24 to $9.29 range. In other words, it missed its number. How concerning is this? Excuse me while I yawn. It's important all right, but no reason to get cra...
With less than a week to go, Dreamforce continues to bear down on the world like a hurricane slowly approaching from across the ocean -- in a good way, if that makes any sense. Salesforce has pumped new products into the market that will serve as the focus of at least part of the discussion in San F...
Many shoppers would be just fine if they could never set foot in a retail store again. After all, everything is available online: books, groceries, pizza, household necessities, even big ticket items like mattresses and cars. However, 15 percent of people worldwide have a disability that affects the...
If there's one thing that can be said with certainty about artificial intelligence in the field of sales, it's this: It's coming. Solutions for sales leaders, account executives and business development reps tout various AI-enabled features and the benefits they offer to sales. Writers breathlessly...
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Enterprises Are Trading 'Press One' for CRM-Native AI Agents
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AI in Customer Service: Efficiency Gains, Workflows Still Fractured
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Silent Churn Is the Biggest Customer Support Risk
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Why Google’s Universal Cart Means Brands Must Sell to AI, Not Humans
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https://www.crmbuyer.com/story/adobe-positions-itself-as-the-ai-control-layer-for-cx-180293.html
Adobe Positions Itself as the AI Control Layer for CX
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https://www.crmbuyer.com/story/revenue-tech-stack-sprawl-slows-ai-adoption-177637.html
Revenue Tech Stack Sprawl Slows AI Adoption
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AI Can Grow SMB Revenue — If It Moves Beyond the Back Office
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https://www.crmbuyer.com/story/workbooks-takes-on-crm-giants-with-plain-english-ai-177589.html
Workbooks Takes On CRM Giants With Plain-English AI
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