Pointclear

OCTOBER 18, 2011

” “They won’t use the CRM system.” ” “The CRM system is time consuming and doesn’t help me, just them.” Lead Generation: Short term, an 18 month window, very measurable, and requires cooperation from salespeople, management and indispensible tools: CRM and Marketing Automation software.

Sales Qualified Lead 187

Sales Qualified Lead Forecasting Lead Generation Cold Calling 187

Customer Centric Selling

NOVEMBER 25, 2013

Part of the decision to launch CCS® in 2002 was the recognition that a larger percentage of transactions were continuous improvement rather than disruptive offering sales. A new approach was needed to sell the 4th generation of ERP software than was used to sell a company''s initial MRP system 30 years prior.

Training 63

Training Vendor Government Construction 63

Zoominfo

JUNE 24, 2019

As with many software offerings that fail to thrive, they changed their name (to Customer Relationship Management [CRM]) and introduced expanded functionalities. At the time, many felt it was quite a stretch to imply software could manage relationships, but nonetheless, CRM took off. Seller opinions were still the input to the system.

Forecasting 272

Forecasting B2B CRM Quota 272

LeadFuze

JANUARY 1, 2022

Next, I’ll share my tactical approach on how startups and mature software companies can build a go-to-market strategy for their business. SkyStream had to diversify its business when the “bubble” burst in 2002. B2B segments: Enterprise-wide, we will use a contract to sell our CRM and ERP software.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Insight Demand

APRIL 7, 2016

In an interview just after winning the Nobel Prize for economics in 2002, Kahneman said : “There is an asymmetry between gains and losses, and it really is very dramatic and very easy to see. They might, for example, state that the customer’s current system lacks timeliness or is prone to error.

Government 20

Government Scale Lead Rank Lead Scoring 20

Zoominfo

JUNE 24, 2019

As with many software offerings that fail to thrive, they changed their name (to Customer Relationship Management [CRM]) and introduced expanded functionalities. At the time, many felt it was quite a stretch to imply software could manage relationships, but nonetheless, CRM took off. Seller opinions were still the input to the system.

Forecasting 100

Forecasting CRM Quota B2B 100

SBI Growth

AUGUST 28, 2012

If your next sales leader candidate has 15 years of software sales experience, does it really matter if he was able to sell an on premise enterprise system to a customer in 2002? Blockbuster declared bankruptcy. Netflix evolved faster and won.

Hiring 267

Hiring Buyer Persona Solutions Selling Buyer 267