B2B selling is complex, requiring companies to connect with multiple parties provided by targeted sales leads, and to clearly showcase their value.

I'm down to the last chapter of The Commonwealth of Self Interest: Customer Engagement, Business Benefit and then have some editing to do. But I want to make sure that you keep getting some good ...

Customer relationship management (CRM) software can make a huge difference to your business. It helps you to bring in more customers, create authentic connections, manage clients at every stage, and ...

Legendary engineer and management consultant W. Edwards Deming once said, “A bad system will beat a good person every time.” This truism can easily be applied to the world of sales. Even the best rep ...

We looked at social customer relationship management (CRM) from a high-level conceptual view in “Interactions with Transactions: Understanding Social CRM.” Now let’s walk through a potential social ...

CRM Watchlist 2013 Winners: Three Kings - Sales, Process, Analytics This is probably the most eclectic category - because it's so disparate - but it's the foundation for many a company's core business ...

Firstly, you need to think carefully about which areas of your CRM system need to be automated. This step can be aided by discussing the matter with colleagues. “When first implementing a CRM ...

Expertise from Forbes Councils members, operated under license. Opinions expressed are those of the author. “Over the past 60 years, marketing has moved from being product-centric (Marketing 1.0) to ...