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Latest Articles from CRM Developer's Journal
This acquisition is a further step in the realisation of CLS's international growth strategy.
Despite a down economy, we continue to see investment in SFA. With shrinking sales resources and market opportunities, investing in technology to automate critical sales processes may be the only alternative to still meet sales targets. The economy has affected vendors in different way...
IT professionals often speak a complex language that business listeners just don't understand, and when listeners tune out, they go into the Communication Dead Zone. Read on for the causes for Dead Zone communication and more importantly, some remedies.
In this new era of marketing, communications must focus on creating a dialogue, not just keeping in touch. If your marketing programs are only focused on the top of the funnel, you're missing a lot of opportunities. That's because the funnel is now more like a cylinder. It takes contin...
Microsoft Corp. today announced the availability of Microsoft Dynamics POS 2009, a flexible, scalable solution that helps midmarket companies and specialty retailers provide outstanding customer service, drive employee productivity and make business decisions with confidence. The new s...
In a rare advertising foray, Internet ad darling Google has harnessed the antique 3,000-year-old medium of billboards to push Google Apps. It's targeting traffic-stalled, mind-wandering commuters in New York, Chicago, Boston and San Francisco seeking corporate converts, apostates from ...
Be Present – Woody Allen (will he ever again be mentioned in a martial arts article? Doubtful) once said that 80% of life is showing up. He was right. If you don’t show up to class, you can’t learn. Sure you can stay at home and practice the moves, but nothing replaces having a real pe...
Hapkido is a form of martial arts that is practiced heavily in Korea and is similar to jujutsu practiced in Japan. The word Hapkido itself comes from hap meaning harmony, ki meaning internal energy or strength and do meaning the way or joining energy. Hapkido in word and in action shou...
There are many Twitter applications available, but there is one I highly recommend for those who manage multiple Twitter accounts. Check out www.hootsuite.com for Twitter assistance and consolidation of accounts.
Remember the "good old days" when we sat around and waited for the marketer to tell us where the value was? Even if we didn't believe them, they would throw money at it and pound on us until we decided that there must be something there. Now the marketers have to fight the joined voice...
Marketing a professional services firm takes a bit of a different mindset than marketing a product and solutions company. One of the major differences is that the partners of the firm are doing the selling. Marketing has often been an after-thought or undervalued resource for service p...
A recent press release by CPA firm Templeton offered some interesting data on poor CRM adoption rates by accountants. Using a strong CRM solution is a critical strategy for any firm of size that considers its relationships important to the long term success of the company. It's interes...
The trick of establishing rapport when you're not really there means you need to create your online content exchanges and email messages with a clear focus on what's valuable to your prospects. If you just speak AT them, you'll lose them at Hello.
There are lots of people right now who are in the middle of their career who believe there is no job security. These are surely challenging times. But I believe you can improve your job security in a world that needs authentic value. The key is to be known for providing value and fi...
At times, do you think you're a Superman or Wonder Woman? Pitted in a daily struggle between the IT department and the business units? We all know that IT managers juggle a number of hats and scramble to put out dozens of fires, and truly can be a superhero to their organizations. B...
Recently a sales mentor of mine from many years ago, named John Tuohy passed away. Mr. Tuohy was an award winning field sales professional in the high tech industry who, had a panoply of tactics and sales strategies that he utilized to sell his products. I was fortunate to have him...
We have invited Jonathan Kranz to discuss his eBook.Today, Jonathan Kranz enjoys the confidence of numerous clients and agencies. After completing his MFA in Creative Writing in 1995 (and publishing a number of short stories in literary journals such as the Missouri Review and the Gree...
When choosing a leadership development programme, one may encounter courses which promise “facilitation by experts.” The experts will have a background in a particular industry, and will draw on this background as they develop managers from the same industry on their programme. In ...
When the economy trends down, it’s challenging enough to address people’s uncertainty and concerns. Buyers tend to hunker down and avoid anything that isn’t already a project in progress, sometimes even standing by while those projects shut down in mid-stage. You may start to notice...
For a while now, I have been stating and documenting the iPhone’s progress in the enterprise. This progress has not only been through Apple's efforts, with the iPhone 3.0 OS update that addressed some enterprise concerns, as well as the new iPhone3GS device launch, but companies that ...
NetSuite, the Salesforce.com rival that Larry Ellison owns most of, is buying QuickArrow Inc, an Austin-based maker of cloud computing software for professional services businesses. It's paying $20 million cash. QuickArrow will be integrated into NetSuite's OpenAir business. NetS...
If you're waiting for data nirvana to get your nurturing programs started, you could be missing a lot of sales opportunities. Status quo is as big an issue for marketers as it is for your prospects. The trick is to "just do it" and refine as you learn.
Bernie Borges' new book: Marketing 2.0: Bridging the Gap between Seller and Buyers through Social Media Marketing. Bernie's book aims to give a macro view of social media marketing with a focus on "what it is" and "how" small and medium size businesses (SMB) can develop a strategy, imp...
Focus groups work great for markets that are trendy - where buyer behavior follows a herd mentality. Which is mostly in the consumer space. If you want an honest, accurate customer moment - you have to do it 1:1. Mano-a-mano.
Every single piece of marketing content needs to be designed to achieve a goal. That goal should include delivering on the promise your title or associated messaging sets in the mind of your audience. Otherwise it's just blowing hot air that diminishes prospect interest. Use these tips...
Remember, we're human beings and after all isn't that what this social media thing is all about? Isn't it about connecting people to people? Connecting people to you, your product, your service, your solution? And what will happen in the future? It will be about connecting clients to c...
I was listening to a product launch webinar early this morning. The speakers were droning on and on about technology and architecture and innovation. Not a customer benefit in sight - other than the usual generic claims of 'market leading' performance,' unmatched' reliability, 'next g...
The mantra heard most often in business these days is "Do More With Less." For many businesses, cutting costs while trying to grow—or even sustain their place in the market—is easier said than done. What could help many businesses is gaining access to some of that $787 Billion in Feder...
As my grandpa used to say, "The view never changes unless you're the lead cow." While I don't believe the competition should heavily influence a company's strategy, I do believe competitive knowledge is key in better understanding your market. Yet IMHO few companies actually assess th...
Lead nurturing is often thought about as being found with a flag waving when your leads decide to take action. Waiting to be found is not a strong strategy. In fact, sitting around passively encourages your leads to leak away to competitors working harder to engage them. The secret is ...
Positioning is best thought of as a matrix of elements that can be combined in various way to create a relevant and compelling story for the situation at hand. The key is to be concise with compelling core positioning statements (3-5 maximum) and then support those statements with wide...
How is it that normally secure, confident, outgoing people can feel so nervous about giving a presentation? A recent survey of the top 10 things people most dreaded showed Public Speaking as top of the list closely followed by Death! Presumably if you were asked to give a eulogy at a f...
I’ve been consulting successfully for over 20 years now. That makes me an old-timer in many folks’ perceptions. Friends and associates often come to me for advice on how to start their own consulting business – mostly around how to position themselves as an expert in the market. Her...
Marketers spend a lot of time creating content, messaging and resources to catch the attention of prospective customers. Research shows that salespeople spend an inordinate amount of time recreating that collateral in ways that work for them. By being smart about how you create sale...
If your prospects' response to your E-Marketing programs is stalling, don't be complacent enough to just push them back into the general nurturing pool without a lifeguard. By taking some steps to evaluate why and when they stall, you can work proactively to refine your content and com...
There's a lot said about from addresses and subject lines, but don't overlook the preview pane. If the first words your prospects see don't engage them, you just got deleted. Find out what doesn't work and get tips and insights about creating email messaging that gets them at Hello.
Publishing information based on your company's agenda is not a content strategy. Providing meaningful information your prospects need to answer their highest priorities is the key. Incorporating stories not only creates higher engagement, but gets your prospects talking about your idea...
The conversion rate of visitors to a website turning into buyers is an extremely important part of a successful Internet marketing campaign. If you’ve decided that you want to test a sales page for your product/service here’s exactly how to do it. The first thing you need to do is y...
IBM Friday lost its bid for a preliminary injunction that would stop its ex-M&A chief David Johnson from going to work for Dell. Flummoxed, IBM’s now going to try rushing to the Court of Appeals for the injunction.
Do you know what to ask before you buy? The Web Hosting Unleashed Managed Hosting Services Checklist gives you a comprehensive list of questions and a step-by-step approach to evaluating managed-hosting vendors and providers. Be armed with the right questions, market research and crite...