Collaboration Is Critical in a Multi-Channel B2B Environment
In B2B markets, in particular, a customer- and market-based strategy should underpin the collaborative roles of different resources, according to Jeremy Cox.
Inside Scoop: What Role Does a “Chief Customer Officer” Play?
A member of the new breed of “chief customer officer” is Dennis DeGregor, senior vice president for Bank of America. He shares his ideas with CRMGuru.com founder Bob Thompson.
When In Rome, Don’t Speak Greek: Marketers and Sales Need a New Mindset
When Gary Schmidt and Morris Karolicki went to work with a “disfunctional” organization, they found that marketers focused on dissecting and proving why sales was wrong. While they may have been right and winning the battle, they were losing the war—badly.
There’s no “I” in Team
There are several factors Debbie Qaqish deems necessary in creating a collaborative environment where sales and marketing not only co-exist but also provide measurable results that matter.
RBC Finds a Customer-First Strategy Builds Loyalty and Profit
An aim for balance is a large part of how the Royal Bank of Canada has become the epitome of a business with the customer at its heart.
Applications and Processes Must Span Across Departments
Without measurement, you may find, writes Mark Powers, that marketing doesn’t know that the sales department is using a pitch that doesn’t touch on key elements of the campaign.
Take Our Brochures, Please! Marketing and Sales Have To Collaborate on Collateral
Based on her experience as a consultant to companies seeking to unite seemingly disparate functional areas, Alisa Gilhooley is happy to report that it can be done!
Put Away Your Swords: Modern Times Demand a Collaborative Approach
Working with his clients as sales and CRM consultants, David Ben-Gal Kramer and his colleagues have found that today’s challenges are too complex to be managed by any one person or department.
You Can’t Gauge Your Business Success Without Effective Measurement
One of the biggest challenges in creating a customer measurement “ecosystem” is effectively orchestrating cross-functional efforts, writes Niall Budds.
Don’t Believe in Metrics? Have You Heard of StorageTek?
One of the most compelling cases studies Jim Dickie’s company, CSO Insights, collected, was how John Williams took StorageTek from $700 million in revenue to $2.2 billion in four years without adding any new salespeople.