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Results 21-40 of 275 for Christopher J. Bucholtz
OPINION

CRM Predictions: Spotting the Critical Connections

At this time of the year, there's a great clamoring among the business publishing class for predictions. That is partly because prediction stories are considered easy to write, and once they're done the staff can go celebrate the holidays while their publication continues to deliver content. ...

OPINION

5 Customer Relationship Objectives for the Growing Biz

The amount of effort spent on talking and thinking about the best ways to connect with customers truly is incredible. The amount of ink spilled -- real and virtual -- the number of conferences held, and the dollars spent on efforts and expertise are vast ...

OPINION

Great Customer Experiences Start With Sales

The term "customer experience" flows from the lips of business people so smoothly these days. It's very clearly the business jargon du jour; its importance has been trending upward for the last decade, and according to Gartner, by 2018 more than half of all businesses will implement significant business model changes in their efforts to improve customer experience...

OPINION

Sales and Marketing Sentiment: Feeling Is Perception Is Reality

About a year ago, I conducted a survey that led to my company's first-ever Sales & Marketing Sentiment Study. The idea was to get inside the heads of people in sales and marketing and reveal their feelings about the way they worked, the technology they used, and about each other. We split the results into sales and marketing responses (astoundingly, we had exactly one more sales response than marketing response) and compared them.

OPINION

Fire, Aim, Ready: Is Your Marketing Approach on Target?

Business-to-business marketers know what customers want, in general terms, from initial contacts with the people they buy from. It's taken awhile, but through trial, error, some more error and eventually some actual thought, the mystery has been solved ...

OPINION

Are Your Sales Tools Turning A-Performers Into B-Performers?

Some things in business are very clear and binary: A company succeeds or fails. A customer buys from you or from someone else. A customer returns for additional sales or leaves for a competitor ...

OPINION

3 Ways CRM Can Help Sales in the IoT Era

It's becoming increasingly clear that the nature of the sales profession is changing ...

OPINION

The IoT’s Data Prioritization Pearl

The era of digital transformation and the digital business, the customer experience as a key differentiator, and the movement toward smart machines are some of the common themes Gartner Distinguished Analyst Don Scheibenreif touched on in his keynote last week at the Gartner Customer 360 Summit in San Diego ...

OPINION

3 Ways Great Customer Experiences Boost Sales

Hardened sales veterans may hear the expression "customer experience" and shrug or scoff. What has it got to do with them, they may ask? A lot -- because it can add dollars directly to their commissions checks ...

OPINION

Dearth of a Salesman: Does Technology Erode Sales Talent?

For many years, provocateurs have been able to stir people up by proclaiming the death of the salesperson. Ten years ago, in fact, Marc Miller authored the book Selling is Dead. It must be a lingering death, because I still know lots of salespeople. I sure hope they have their affairs in order, what with their impending demise foreshadowed for so long...

OPINION

Monitoring the Sales Metrics That Matter Most

I recently conducted a simple, one-question survey, using sales pros as my target audience. The question was idiotically simple: What is the most important metric for people in sales? ...

OPINION

Are Your Spreadsheets Leaking Money?

We all use them. They're the default system for listing and tracking things. And no one (except, maybe for that one weird guy in finance) really likes them. I'm talking about spreadsheets. ...

OPINION

Wrangling Big Data: When in Doubt, Think Like a Customer

As businesses gain a new appreciation of the power of data, they're discovering new tactics for sales and marketing that go far beyond what was possible in the past. It's not just big data and a technology-driven revolution -- it's also a shift in attitudes about data's place in the selling process, its role as a guide or as a reality check, and its ability to fuel new processes that drive greater sales performance...

OPINION

Customer Experience Is Everyone’s Department

Customer experience is more than the experience of trading money for a product or a service. It's the experience leading up to that, and the experience customers have with what they've purchased, all the way until they stop using it ...

OPINION

What Buyers Want

Technology is giving companies an unprecedented view of their customers: demographic data; buying preferences; behaviors that signal the intent to buy; and analyses that enable them to develop expectations about how customers are likely to act during the buyer-seller relationship. Those abilities are new and, in many cases, hold a lot of promise ...

OPINION

Dodging Disorganization: Showing Sellers a Sharper Image

Despite vendors' assertions to the contrary, customer relationship management is not all about technology. Technology helps it scale, but CRM is really a discipline. It's the discipline of creating relationships that benefit both the buyer and the seller. ...

OPINION

Message for Marketers: Always Be Engaging

In sales, we know customer retention is critical for success in the subscription economy. For many tech companies in the SaaS space, it takes three years to break even. In insurance, which has toiled in the subscription economy for more than a century, the average break-even time is an incredible seven years. ...

OPINION

Order Taker, Meet Undertaker: What Sales Pros Must Do to Survive

Within a few years, 1 million B2B sales roles will be eliminated, according to a recent Forrester Research report. That's 20 percent of them gone, thanks to the evolution of technologies like self-service and customers' increasing desire to avoid the hassle of speaking to sales reps ...

OPINION

If You Build a Structure, Sales Enablement Will Come

There's a lot of devalued sales jargon out there, but the phrase that makes me wince the most is "sales enablement." ...

BEST OF ECT NEWS

5 Ways to Change Sales Behaviors With Creative Compensation

The idea of using incentives to drive business behaviors is not a new one. It happens in all areas of business, but it's most obvious in sales, where compensation is tied to performance ...

To earn your loyalty as a consumer, how important is it that a brand provides a personalized experience?
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