Nutshell CTO Andy Fowler: Good CRM Tools Stay Out of the Way


“CRM was originally created for the managers and bosses to report on the pipeline, and it was sold as a value proposition to the manager,” noted Nutshell CTO Andy Fowler. “What’s changing now is that CRM is becoming much more about supporting the rep — giving them the tools they need to improve their performance. It’s no longer just a tool for the boss to check in on the salespeople. If [salespeople] see the intrinsic value of the CRM tool they’re using, that motivates them.”

The original article can be found here: http://www.ecommercetimes.com/story/84514.html?rss=1

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Aviso CEO K.V. Rao: Humans, Machines and Magic


“CRM is a mature industry, but it’s fundamentally not moving the needle for the user, for the subscriber — the sales rep or manager. It’s fundamentally recording your activities, but it doesn’t really let you commit with confidence to drive the right outcomes,” said Aviso CEO K.V. Rao. Predictive analytics “can help you find the right content faster. That’s what the state-of-the art is for sales. You’re trying to understand what deals to work on to meet your target and make money, and that’s what predictive analytics can do.”

The original article can be found here: http://www.ecommercetimes.com/story/83994.html?rss=1

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CFB Strategies Cofounders Anderson and Vaillancourt: Catching Up With CRM


CRM innovations in recent years have had a significant impact on campaigns and nonprofit organizations, according to CFB Strategies President Trace Anderson. “Traditionally in the campaign world, it was an old-school mentality of just collecting checks,” he said. “Even when I started working in politics, from 2006 to 2008, everything was done by hand. Now, with everything being done online, there are numerous channels of fundraising, and the cloud enables us to combine all of that information and segment it properly.”

The original article can be found here: http://www.ecommercetimes.com/story/83783.html?rss=1

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5 Ways to Guarantee Sales Will Hate Your CRM


CRM often is described as a discipline and a technology that will transform the entire business. Sales and marketing can get on the same page, support will have visibility into what sales and marketing are doing, and every interaction can be captured and used to create a complete and comprehensive view of every customer. CRM has some weak links, however. In many businesses, those weak links are the members of the sales team. Like any software, CRM is only as good as the data that goes into it.

The original article can be found here: http://www.ecommercetimes.com/story/83711.html?rss=1

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Report: CRM Is Going Strong


CRM software had a good year in 2013 with the category totaling $20.4 billion, a 13.7 percent increase from $18 billion the previous year, according to a report released this week by Gartner. Furthermore, the next few years are likely to be just as positive, if not more, the firm predicted. “CRM will be at the heart of digital initiatives in coming years,” said Gartner Research Vice President Joanne Correia. “This is one technology area that will get funding because digital business is critical for companies to remain competitive.”

The original article can be found here: http://www.ecommercetimes.com/story/80431.html?rss=1

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