Gartner Blog Network

Tag: '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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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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Does B2B Sales Have a Seat at the Customer Experience Table?

by Tad Travis  |  March 26, 2015

This is an intentionally provocative question.  At first glance, it may seem that the answer is an obvious, sarcastic "well, yes of course they do."  But for all the recent focus...

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Five Proof Points that "Social" is More than Digital Marketing

by Jenny Sussin  |  March 20, 2015

As the "digital" bubble gets bigger and the "social" bubble is staining many a floor in the enterprise world, I find many clients have a hard time understanding the difference...

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The Road to Enduring SFA Adoption Success: Part 3

by Tad Travis  |  March 19, 2015

Lately, I've spoken with several companies that are achieving strong business value from their SFA programs. These companies have clearly achieved durable usage and business value.    Given that I've talked with many...

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Will robots replace B2B sales representatives?

by Tad Travis  |  February 4, 2015

It's a provocative question, one that we've occassionally discussed here at Gartner.  The idea is simply this: given the rise in public/crowd-sourced knowledge, automated provisioning & billing systems, and self-service...

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So You're a Leader in Social for CRM? Prove It.

by Jenny Sussin  |  January 23, 2015

Every year, Gartner develops a piece of research called the Top Use Cases and Benefits of Social for CRM. We look at what our clients are doing, and the innovative...

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Now Live: the 2015 Magic Quadrant for Sales Performance Management

by Tad Travis  |  January 7, 2015

Gartner subscribers are invited to download the newly released  2015 Magic Quadrant for Sales Performance Management (SPM) here http://www.gartner.com/document/2955918. Selected highlights from the Magic Quandrant include: The SPM market grew approximately 1.1%,...

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