Technology News: Getting Started

Small Business CRM, Part 5: How to Save a Troubled Implementation
March 16, 2010

A successful CRM implementation starts with good preparation. It is a good idea to document the goals and objectives of the small business first and test the system with the users, Sheryl Kingstone, director of the enterprise research group at Yankee Group, told CRM Buyer. "Be proactive," she advised.

CRM for the Small Business, Part 3: What to Expect During Contract Negotiations
March 02, 2010

Once a small business finds the perfect CRM solution for its needs, the owner or manager must then negotiate the appropriate legal agreements with the vendor. This can be a daunting task for anyone who is not familiar with the many types of contracts that may come into play with an IT purchase.

Social CRM: Walk Before You Run
February 25, 2010

Had a meteor hit the Dulles Westin outside of Washington, D.C., two weeks ago, it would have set social CRM back 10 years. That meteor, in addition to melting a lot of snow, would have vaporized in a trice the vast majority of the world's serious thinkers on the topic of social CRM.

CRM for the Small Business, Part 2: Choosing the Right CRM Tool
February 23, 2010

Once a small business decides to invest in a CRM solution to replace the patchwork assortment of tools it has been using to manage its information, the selection process can be daunting. A plethora of CRM vendors offering an assortment of features have appeared on the scene in recent years, said Brent Leary, cofounder and partner of management consulting and advisory firm CRM Essentials.

CRM for the Small Business, Part 1: When Is It Time to Invest?
February 16, 2010

Ken Jones, cofounder and executive director of Maximo Nivel, an executive language center, knew his company needed a CRM tool as early as 2006. His company was growing fast and using a variety of tools to meet CRM needs, including Outlook. Unfortunately, like many small business owners, Jones was unaware of any CRM options available.

Coaching a Killer Sales Force
September 10, 2009

With a variety of options available for training their revenue-seeking professionals, today's sales leaders need to carefully select the methodology that will most directly impact their bottom line. Ongoing Aberdeen research of over 500 companies surveyed in July and August of 2009 provides significant insight into how Best-in-Class organizations select and deploy sales training modalities.

Automation: A Lube Job for a Sluggish Economy
July 14, 2009

Companies are now in the third stage of "economic downturn syndrome." Having passed through Panic and Denial, they're firmly in Acceptance. Panicky knee-jerk responses such as cost-cutting, layoffs, tightening budgets and resources are a thing of the past. Most companies have had a quick breather and segued to the stage of a more carefully considered response.

The Carrot, the Stick and Other Sales Effectiveness Strategies
July 09, 2009

Companies seeking to organize and centralize customer, account and opportunity information are leveraging sales force automation and customer relationship management tools to provide sales managers with better visibility into internal operations and improve overall sales productivity.

The Crucial Difference Between Contact Management and CRM
January 29, 2009

The budget cuts and spending freezes resulting from the current economic downturn have reduced the number of legitimate opportunities for sales representatives; therefore, organizations are placing a renewed emphasis on cutting costs and customer retention to combat certain economic realities.

Loyalty Lab: The Key Is to Keep Adapting
November 11, 2008

Five years ago, Mark Goldstein and three partners recognized that loyalty programs were becoming a cottage industry. Coming up with the right way to manage those programs, he believed, would be a neat trick. So would finding an effective way to lure in customers. "The toughest part of the business is the selling," Goldstein, founder of San Francisco-based Loyalty Lab, told CRM Buyer.

The 5 Things Your ERP Sales Rep Doesn't Want You to Know
October 13, 2008

Enterprise Resource Planning systems have become the core platform for both internal and cross-company business processes. By integrating business functions, data and interfaces, they can bring many benefits, process efficiencies, improve customer service and -- if coupled with the right business strategy -- amplify business advantage.

Packaged CRM Solutions: Kind of Like Baking Soda
August 25, 2008

The real beauty of baking soda isn't what it does in the oven but what it does outside of the oven. It's flexible. It's dynamic. It does everything it does extremely well. In addition to playing a key role in cakes, breads and pastries, it keeps refrigerators smelling fresh, can clean a bathroom or kitchen better than any chemical and can even be used as toothpaste.

Still Plenty of Juice in the On-Premise, On-Demand Debate
June 15, 2008

So you've decided to buy your solution instead of build one. This doesn't mean that it's easy to choose which product, or even what kind of solution to purchase. Take the choice between installing software on your own equipment -- the "on-premise" solution vs. leasing a solution that runs on the vendor's servers, or getting your software "on-demand."

Vote Your Data Off the Island and Onto the Mainland
June 06, 2008

As a company grows in size, various information sharing challenges appear that can stifle that growth. One such speed bump sets in a few years into the growth cycle, when the company expands and each department develops its own information needs. That problem is called "Islanditis."

How to Avoid Spreadsheet Suffocation
May 30, 2008

Growing companies encounter various bottlenecks that inhibit growth and cause them to plateau. It starts innocently enough. Everyone reaches for a spreadsheet to make lists. Things are fine while there are only three or four of you. Then the new hire in sales creates his own list of customers.

'C' Is for Collaboration
April 29, 2008

Fittingly, the Google-Salesforce.com tie-up is many things to many people. The message for the larger industry is that CRM has to make room for collaboration in its suite set, says Rebecca Wettemann, vice president of Nucleus Research. "It is no longer just about the workflow -- it is about getting the right people together to solve a problem or address an issue."