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  • Sales 2.0 Conference, East
    Hear first-hand case studies from your peers on how they are harnessing the power of Sales 2.0 technologies within their organizations. Benefit from learning new ways to win more deals by aligning sal...

  • Delivering a -€œWow-€ Customer Experience
    On-Demand Webcast>  Watch Now! SPONSORED BY: OracleWatch this FREE on-demand webinar to hear from a panel of speakers who will guide you through the 5 key areas that make the biggest differenc...

  • Sales 2.0 Conference - San Francisco, Calif. (March 8-9, 2010)
    Sales 2.0 is quickly becoming the new standard for sales & marketing leaders to stay one step ahead of the competition. Attend the 2010 Sales 2.0 Conference and get the latest insights fr...

  • Selling Power Sales Leadership Conference
    A conference that brings together sales leaders from a variety of different industries to network and tap into the wisdom of expert panelists and relevant sponsors.In today’s economy, sales lead...

  • 10 Questions for CSG Systems' Dwayne Ruffin
    Dwayne Ruffin, senior vice president of product Management at CSG Systems, has a lot on his plate. Charged with overseeing the evolution of the company from a provider of fairly standard customer mana...

  • Buzzwords: the secret language of CRM
    Last month, the eminently readable and undeniably talented Ginger Conlon wrote a post about buzzwords on the 1to1 Media Blog (which is one of the first things I read each day, and you should too, because it quite nicely puts things in a customer-centric frame of reference). She asked about buzzwords people hated, and she [...]

  • Sales 2.0 Conference
    In today’s economy, sales leaders need to stay one step ahead of the competition. This means finding the right prospect at the right time, understanding the customer’s buying behavior, get...

  • Comcast self-service, revisited
    Frank Eliason took the time to respond to last Wednesday’s post about Comcast’s somewhat dubious idea of having customers hook up digital converter boxes themselves, which was indeed nice of him. However, some parts of Frank’s response were not particularly mollifying. Frank pointed out that… “Customers have a choice, and they can, if they prefer, have [...]

  • Comcast’s new take on service: you do it, losers!
    Bu Chris Bucholtz Just today on the Focus Blog I wrote about a great study TOA Technologies did gauging the experiences of customers waiting for installers/delivery people in the cable, telecommunications and satellite industries. Sadly, the numbers are exactly what you’d expect: many people feel that the companies they buy these services from really couldn’t give [...]

  • CRM Evolution 2009
    Save up to $600 and receive a FREE BLACKBERRY SMART PHONE when you register for a conference pass using code IC09.Attend this conference to learn how to retain customers in a difficult economy and how...

  • SpeechTEK 2009
    SpeechTEK 2009 is the largest speech technology-focused conference and exhibition allowing you the opportunity to accomplish more in 3 days than you might in a month's worth of meetings. Between c...

  • Anatomy of a Lousy Pitch: The 6 Worst Presentation Habits and How You Can Avoid Them
    Whether you are speaking to an audience of 1 or 1,000, it’s critical that you engage your listeners. As the presentation coach for some of today’s fastest growing companies, Tim Wackel kno...

  • Who Should Lead the Customer Social Media Interaction?
    By Guest Blogger Dr. Natalie Petouhoff, Forrester Research I’ve had a number of interesting debates on who should lead the customer social media interaction in the last few weeks. In part, this question comes up because a great deal of social media was initiated in the Marketing department via listening or brand sentiment programs. What we [...]

  • Tomorrow’s Webinar: Ending the Roller-Coaster Sales Cycle
    Tomorrow, I’m moderating a webinar with a couple of great guests – Jill Konrath, author of Selling to Big Businesses, and Bill Golder, the executive vice president of business development at Miller-Heimann. The talk’s topic will be “How to End the Roller Coaster Sales Cycle,” and we’ll be talking about some Sales 2.0 techniques and [...]

  • Where-€™s the Sweet Spot for Salesforce.com?
    There are dozens of CRM vendors in the marketplace, and since they all have customers each of them has at least  been right for somebody at one point. But not every customer will get the most out...

  • Echosign thrives in the era of quick time-to-ROI
    We wrote about Echosign last year, and the company is not standing still. It might seem as if the idea of signing contracts on line was simple and left little room for new features, but CEO Jason Lemkin says that’s just not so. “We were strong in B2B, but not as strong in the B2C space [...]

  • KANA gives service a process to control service processes
    By Chris Bucholtz There’s been a push recently – especially in marketing automation – toward making systems easier to use. First came things like campaign management, so the ordinary marketer could use the system without the need for a trained “expert” to translate ideas into actions. Lately, we’ve been seeing approaches that help make process creation [...]

  • The Right Way to Handle Partner Business Using Salesforce.com
    In many B2B companies, the sales organization is the single most expensive function in the business. Improving sales reps' leverage should be the primary job for the CRM system.One of the most dra...

  • LucidEra: shuttering SaaS
    News came today of the wind-down in operations of LucidEra, which offered an SaaS business intelligence product that we discussed with CEO Ken Rudin. The first indication I received of this was an email on Friday from Ken telling of a change in email addresses from his corporate to his personal address, never a good [...]

  • How social media’s impact goes beyond lead generation
    By Chris Bucholtz Everyone knows that social media is going to have a major impact on CRM (the concept and the technology), but as lot of people on the sales side struggle with exactly how that will manifest itself. There doesn’t seem to be any such struggle on the service side of the equation; there’s a [...]