Sell or Die

September is an interesting time. You may still be in vacation mode and/or believe that all of your customers and prospects are still in vacation mode. September, however, is officially here. And after September comes the fourth quarter sprint when … Continued

Building a powerful personal brand

The power of a strong brand has long been acknowledged. But the rise of social media has switched new focus to the personal brand. For better or worse, every activity you do online builds your professional profile. In today’s transparent … Continued

The Power of Integrating Data

“Any enterprise CEO really ought to be able to ask a question that involves connecting data across the organization, to be able to run a company effectively, and especially to be able to respond to unexpected events. Most organizations are … Continued

How business insights can unlock revenue growth

Revenue growth is becoming more elusive. In 2014, a survey of Australia’s largest 1000 private, public and government organizations found that average revenue growth fell 7.5% – down from 14.6% growth across the previous year’s list. While unraveling the multiple … Continued

What’s In It For Me?

Just after submitting my last blog on CRM success and failure, I was pleased to see Nancy Nardin of Smart Selling Tools take a similar tack in a blog titled “How to Turn CRM into a Strategic Advantage.”  According to Nardin: … Continued

Building Better List Building

A long standing problem with CRM sales intelligence connectors is their inability to leverage CRM information when list building.  Although the CRM is the system of record, there was no easy way to quickly pull accounts and leads into the … Continued

Why Are We Still Paving the Cow Paths?

For two decades, I’ve heard stories about failed CRM implementations.  While firms have been getting better at implementing or addressing weaknesses in their CRM investment plans, there remain significant issues that drain CRM of its potential.  Furthermore, we are making … Continued

Is The Customer Always Right?

I’m sure we have all heard this phrase, “The customer is always right”. This originally used to confuse me. I mean… what if they actually are not right? What if they think the earth is flat? What if they say … Continued