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CRM In-Action: Who should manage data in B2B sales and marketing?

Who should manage data in the B2B sales and marketing world? Who is responsible for creating, managing and purging data from your systems? This is not a topic that is discussed often, but being clear...

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The Top 10 Types of Phone Dialer and Automated Dialing Technology

As part of the Sales Technology Landscape, we created a category for “Dialing” as we believe this is an emerging and important category of technology that offers significant productivity gains to...

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Sales Technology Landscape – May 2013

The Sales Technology Landscape is intended to help sales professionals, executives, business leaders, consultants, investors and analysts to better understand the sales technology available to support...

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Sales Technology Landscape – May 2013 – Acquistions

In the Sales Technology Landscape published this week, the larger software organizations and especially Oracle and SAP seem to have a logo in every category! Some logos are via acquisition, but other...

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CallidusCloud conference round-up

I attended the CallidusCloud Connections (#caldc3) user conference a couple of weeks ago in Las Vegas. As a sponsor, I had some booth duty, but managed to attend every session I had planned and saw...

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#caldc3: Motorola Solutions sales enablement deployment

Diana Weigand is responsible for global sales enablement at Motorola Solutions and leading a team supporting a major sales transformation at Motorola Solutions, known as the ‘Sales Way’. They viewed...

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CRM In-Action: It’s not the CRM, stupid..!

The key to managing sales teams and selling more is to remove excuses from people and obstacles from the process. So let me remove a big excuse for you: The problem is not your software-as-a-service...

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CDW Sales Enablement Deployment

sales enablement Another highlight of the CallidusCloud C3 event was Joe Levin’s session describing the deployment of a new sales enablement platform at CDW. It was a great lesson in the benefits of...

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CRM In-Action: 5 Tips to Evaluate CRM Adoption

Go type “CRM + User-centered design” or “CRM and user-design” into Google and look at results. I never realized user-centered design was so important for Control Room Management, but I guess a user...

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Current Customer Composite (C3): The new Ideal Customer Profile…

Ok, we’re guilty. We use the term “Ideal Customer Profile” on our website, in our presentations, blogs, discussions. But Ideal Customer Profile is a misleading term and a poor description of what we...

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