The Army of New Sales CRM Vendors, and Why They’ve Got It Wrong

Written by on . Posted in CRM, Sales & Technology No Comments

We have recently released a new version of ASPEC that has added Accounts, Contacts and Interactions to our Sales Tracking and Opportunity Management functions.  Some call this CRM, others call it Sales Force Automation. I tend to view ASPEC 4 as true Sales Automation.  As usual, however, there is no standard definition out there on what Sales Force Automation actually is – some say it includes inventory management while others define it literally as the automation of sales tasks.

I mention the distinction because there is a resurgence in what seems to be called “Sales CRM.”  Startups and Investors have recognized there is a large market opportunity in CRM, specifically for the sales organization. There are a number of relatively new players in this Sales CRM market, and their focus is almost entirely on sales process and opportunity management.  They all agree one thing – the established current CRM vendors just aren’t cutting it with helping sales people and sales teams win more business, be more disciplined, and be more productive.

Continue Reading

7 Reasons Why I Still Like My HTC One

Written by on . Posted in Mobile Devices, Sales & Technology No Comments

It has been a while since the last time I put out an article. This time around, I am not reviewing or comparing latest devices. Instead, I want to share why I like my HTC One. If people have read my previous posts, one of them was Smartphone Battle: Apple iPhone 5, Blackberry Z10, HTC One, or Samsung Galaxy S4 where I mentioned Samsung Galaxy S4 was the phone for me. However, reviewing the Samsung Galaxy Note 8, I came to realize that the cumbersome interface of TouchWiz, and pages of options aren’t for me. They make the learning curve twice as steep. Therefore, I decided to go with HTC One, and I have not yet regretted my decision. I have been using it for over 5 months now, and the device itself has been released nearly a year ago, but it still stacks up against the newer devices very well. I must say it is still one of the best Android phones made to date.

Continue Reading

The Ultimate Tablet for Tech-Savvy Sales Professionals

Written by on . Posted in Mobile Devices, Sales & Technology 2 Comments

Sales Tech Talk is back again! We’ve reviewed the Microsoft Surface RT as a good value tablet and have reviewed it from a project manager’s perspective. The newest member of our marketing team, Joshua Doner  tells us why he thinks the MS Surface is better than other tablets for salespeople. Let’s hear what this tech-savvy sales professional has to say about the Surface RT and how this mobile device can help to revolutionize the way of selling and increase overall sales productivity.

Continue Reading

Why CRM Fails: Inflation!

Written by on . Posted in CRM, Sales & Technology No Comments

The introduction of a customer relationship management system has the potential to highly improve the productivity of the sales and marketing teams through better access to information and streamlined processes. Nevertheless, according to various studies, between 50% and 70% of CRM system introductions fail to fulfill these expectations. This may partially be attributed to the systems themselves, but to a greater extent, the problem lies in the implementation process.

Continue Reading

The 3 C’s of Groupware: Communication, Collaboration and Coordination

Written by on . Posted in CRM, General Sales Topics, Sales & Technology, SFA No Comments

In my last post I talked about Lotus Notes—how Notes was the first commercially available software application that positively improved the ways teams of people worked together. This new breed of business application was labeled “groupware.” Groupware emerged as computers and networks became universally available across organizations. Customer Relationship Management (CRM) and Sales Automation (SFA) were the first front office applications made possible by groupware.

In business, people work in teams. Teams are designed to address mission critical processes like finance, production, or development. In the so-called “front office” (customer facing) the three core teams are marketing, sales, and service. CRM uses technology to create information across the core teams and to provide an infrastructure for using and sharing it. There’s no doubt that storing and sharing customer information is the central tenet of CRM— if the information is bad, or incomplete, the CRM initiative will fail.

Continue Reading

Getting Somewhere – Interactive Sales Automation As Your GPS

Written by on . Posted in Sales & Technology, Sales Technology, SFA No Comments

Since it was Teacher’s Day in Brazil last Wednesday, I turn to a discussion that I recently had with students in my classroom about comparing the methods and sales models implemented in sales force automation with GPS applications.

While the GPS takes us from where we are to a certain destination we want to reach, sales automation supports the sales professional as he moves through the sales cycle trying to reach a successful conclusion. In both cases we can reach the destination in several ways.

Continue Reading

Does Marketing Kill Innovation? – Part 2

Written by on . Posted in Apps, Sales & Technology No Comments

In my last post, I talked about the best personal productivity software ever created, a program called Ecco. It was so popular that it still has a loyal following 16 years after its owner, Netmanage, axed it. Ways have been found to make it compatible with later versions of Windows. Enterprising hackers have extended its functionality and plugged some of the gaps in its feature list. Thousands of users are still lovingly using Ecco. The lesson is: if software provides genuine and reliable productivity, it is near impossible to kill it off. Which brings me to the next tale of great products being vanquished by the Microsoft marketing machine.

Continue Reading

Samsung S4 Final Review for Business Users – Is the iPhone Better?

Written by on . Posted in Mobile Devices, Sales & Technology No Comments

Samsung S4 Final Review

I’ve now had the Samsung S4 for approaching three months, and have had enough time to really get a feel for it. I’m a former iPhone user, and was originally quite excited to trade into the world of Android. I committed myself – I made the Samsung S4 my primary business phone. From a business perspective, personally I’d rather be using the iPhone. Let’s look at why.

Important for Business: #1 = E-Mail, Calendar, and SMS

For many sales people out there, E-Mail is the most important app on their phone. It’s the #1 reason that BlackBerry fan at the airport religiously defends himself. “E-Mail just works!”

Well, in short, the S4 could be confusing for the average business user. Samsung ships with it’s own E-Mail and Calendar app, which is different than other Android devices, and different from the Google Play edition of the S4. Plus, if you use Google Apps, you can also get native Google Calendar and Gmail apps. Which is a separate set of Google Apps running on a Samsung device powered by Google. Yeah, confusing.

Continue Reading

Does Marketing Kill Innovation?

Written by on . Posted in Apps, Sales & Technology No Comments

Some folks think that the influence of big data on marketing decisions is going to kill off creativity. The thinking is that executives will determine the fate of projects by analysis of data alone and not allow time for the creative juices to really flow and awareness and adoption to develop.

I’m more concerned by powerhouse marketing killing off ideas emanating from small companies—those who don’t have funds to match big guys in getting their story out. This has happened a lot in the technology world, and there are countless examples of really smart ideas and products getting axed through fear of competition from a colossus peddling a less capable offering and using sledgehammer-type marketing campaigns and funding.

Continue Reading

Building a Windows 8 PC From Scratch

Written by on . Posted in Computers, Sales & Technology No Comments

I’ve been an Apple user for a few years now, and recently switched from iPhone to the Samsung S4 (First impressions here).  I’ve been running solely with a Macbook Pro as my primary computer, but I’ve been wondering what Windows 8 is really like.  That, combined with wanting to catch back up on PC hardware, resulted in my building a new PC from scratch, and I put a focus on value components to see what you could get for under 1k, here in Canada.

Building a Custom PC vs Buying a Finished PC

Building a computer from scratch is the best value overall – it will be the best performance for the best price, particularly in the under $1,000 market.  In the past, a complete system was often cheaper than the separate parts.  It isn’t true anymore, particularly if you consider performance. What I noticed was that complete systems often had last generation technology – an older Intel Core i3 for example.  Further, they cut corners on the power supply and motherboard.

Continue Reading

Social Network