We all know stories of late and out of budget implementations of end-to-end Enterprise Resource Planning (ERP) or custom suites of specific management software on resident hardware or the cloud. Having lived through implementations of these software platforms, I learned that every vendor presents a unique set of advantages and challenges. Although my direct experiences ...(read more)
"Companies are often challenged because they design and develop all this great content for healthcare companies or enterprises or small business and the small businesses don’t get to that content just because it’s buried in the site. Every time you require a click you’re going to lose 50%. It’s really about how do you measure the engagement of your target audiences and how do you eliminate that friction to get to that information?"
Harry Chopra, Head of Global Sales & Client Services at S&P Capital IQ, discusses top challenges encountered and opportunities to be leveraged with regards to alliances, channels and partners.
"[With] account-based marketing, for those of you that aren’t doing it, the value of it is it focuses on the best opportunities. You’re ensuring your attention is given to the top prospects, but it also delivers on sales reality."
Customers today have the option to purchase products and services in countless different ways, to a degree that can make the process quite confusing.. It is wonderful to be able to provide customers with the option to purchase 24/7 through a variety of different channels, but how do companies ensure that customers choose their brand? How can organizations break through the clutter and beat out the competition?
Lew Bader, Former SVP, North American Customer Service from Pearson, discusses why respecting your competition is one of the key elements to successfully sell to a senior Customer Service executive.
Karen Kennedy, VP of Sales at ValleyCrest Landscape Companies, shared her thoughts on the evolution of the sales process and how companies can connect with today's consumers.
Phil Moehlenpah, Managing Director of Worldwide Services for FedEx Services, discussed the importance of big data and analytics, and how organizations can use these tools to learn about their customers.
Consumers as Customers today do more technical research about the product, because digital and social tools make it easier to find relevant information. At the same time business Customers, that have always requested factual data for their buying decisions, are now more interested in what other buyers are experiencing with the product, for the very same reason: the digital and social experience is changing the behavior of every type of Customer, effectively creating convergence of some behavioral components.