Gartner Blog Network

Category: 'crm' Blog Posts

from the Gartner Blog Network

The Most Underused Capability of SFA Systems

by Tad Travis  |  August 21, 2015

There is a low-cost, high-value component of B2B SFA systems that are rarely appreciated and rarely implemented: making the SFA their sole source of institutional memory about their relationships with clients....

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Sales Performance Management Capabilities for Sales Execution

by Tad Travis  |  August 18, 2015

I regularly speak with companies that are chasing after sales execution excellence, despite having used SFA systems for multiple years.  SFA systems are well suited to capturing sales activity, and for giving...

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Gearing Up for the Customer360 Summit

by Don Scheibenreif  |  August 11, 2015

In less than four weeks, I will have the privelege of delivering the opening keynote for Gartner's Customer360 Summit at the  Hilton San Diego Bayfront September 9-11. You can find all...

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Gartner Special Report: Engaging Customers in a Mobile Digital World

by Robert Desisto  |  July 30, 2015

Mobile interaction is quickly become the preferred means of communication for customers. IT leaders therefore cannot afford to put off the development of a strategy for mobile digital customer engagement....

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Product Lifecycle Management (PLM) does NOT manage customer-facing product information - true or false?

by Andrew White  |  July 16, 2015

I just heard this from a client while on an inquiry: "I have to go to my users and now tell them that we need another 'P underscore M' solution since our...

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Now Live: Gartner 2015 Magic Quadrant for Sales Force Automation

by Tad Travis  |  July 9, 2015

Gartner has published the 2015 version of the Magic Quadrant for Sales Force Automation, available to Gartner clients on gartner.com here. The Magic Quadrant reflects the considerable change in the SFA marketplace...

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A CRM Litmus Test Question: Who Owns the Client Relationship?

by Tad Travis  |  July 6, 2015

The question: when discussing your company's clients and prospects, what pronouns do you use? I recall an interaction some time ago in which a sales account executive attempted to rally support...

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Gartner's Market Guide for Digital Content Management for Sales

by Tad Travis  |  July 1, 2015

Yesterday, Gartner published the first Market Guide for Digital Content Management for Sales  (accessible only to Gartner clients).   These solutions include capabilities like repositories, authoring tools, and collaborative environments and interfaces for...

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