Gartner Blog Network

Tag: 'sfa' Blog Posts

from the Gartner Blog Network

Develop Customer Personas for Better SFA Design

by Tad Travis  |  July 28, 2014

Some time ago, a VP asked me "How can we ensure that we create a system that sales will want to use?"   This is a significant and important question, one...

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The Road to Enduring SFA Adoption Success: Part 1

by Tad Travis  |  July 8, 2014

Last month I spoke with an IT leader from a B2B company who asked a question that comes up very frequently in many sales force automation (SFA) projects.  He inquired,  "How do...

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Who Represents Your Customers in Your CRM and SFA Redesign?

by Tad Travis  |  July 1, 2014

Last week, I discussed salesforce automation (SFA) redesign strategy and tactics with three different clients. Two B2B manufacturers, and one B2C firm. In each meeting, I asked some form of...

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