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- Fixing CRM (Pt. 1): Rename It.
- Last week, in the post "Why Sales Reps Hate CRM," I promised to fix CRM and make it into something useful. This is going to take a few posts, so bear with me. Product names are important. Companies spend millions of dollars trying to...
- Blog posts 2008-03-17
- CRM is (Almost) Dead.
- Not the technology, but the buzzword. Ten years ago, "Customer Relationship Management CRM" was called "Sales Force Automation SFA." Then SFA started getting a bad name because so many of the systems turned out to be expensive mistakes. Vendors switched to CRM buzzword to avoid...
- Blog posts 2008-02-22
- Five Workforce Apps for the iPhone
- When the iPhone first debuted last year, it wasn't exactly enterprise-friendly. It couldn't sync with Exchange servers, couldn't run third-party apps, and so on. Of course, all that changed with the introduction of the iPhone 3G, which brought Exchange support, the App Store, robust security, and other enterprisey goodness. For...
- Blog posts 2008-09-04
- The Power of Databases: Managing Information And Growing Your Small Business
- All over the country, businesses large and small are using database software to turn raw data into profitable information. Databases are helping them gain new customers, sell more to existing customers, drive more efficiency from their suppliers, better manage employees and so much more. While spreadsheets are fine for some...
- White papers 2005-12-02
- The Advantages of Developing Business Requirements for Your Small Business CRM Project
- Whether it's a medium size company doing a full-blown CRM or a small business doing a Sales Force Automation project, having a good set of Business Requirements is the single best predictor to success. This paper explains some of the advantages that make having CRM Business Requirements a predictor to...
- White papers
- The Right Stuff for a Liberated Salesforce
- Salespeople watched in frustration as rigid data entry routines were imposed on them and number crunching became the norm. It is no surprise that traditional selling solutions that force salespeople to report on their progress rather than engage prospects continue to suffer from low user adoption rates. Sure, there are...
- White papers 2006-02-10
- SFA Case Study: Lead Assignment Automation and Marketing Campaign Tracking
- An electronics manufacturer has 200 sales representatives on four continents supporting distributors, architects, designers, engineers, and retail outlets selling directly to consumers. Via e-mail, these representatives receive leads from reader service cards in various publications, trade show booths, fulfillment houses, and service bureaus that provide data on building projects in...
- Case studies 2004-11-01
- Sanofi Pasteur MSD Improves Sales Health With Salesforce SFA and AppExchange Builder
- To deliver its range of vaccines for diseases like whooping cough, cholera, and polio as cost-effectively as possible, SanofiPasteur MSD, the UK-based specialist vaccines business of sanofi-aventis Group, needed to overcome its reliance on an outdated internal technology - its local, on-premises, pharmaceutical-industry CRM system. To increase sales effectiveness and...
- Case studies 2006-04-01
- Maximizing the Value of Enterprise Information
- The Holy Grail of knowledge management is that all individuals and communities of interest can gain instantaneous access to highly relevant information, whenever and wherever needed, to make better decisions, reduce risk, eliminate redundancy, improve efficiency, save time, improve financial results and improve security. Ironically, ceaseless efforts to develop new...
- White papers 2004-03-01
- Successful CRM and Organisational Change: Is Your Organisation Fit to Drive?
- Many organisations have invested heavily in implementing technology solutions as the cornerstone of their CRM programmes. Single view, campaign management, sales force automation, web personalisation and content management offer powerful technology-led capabilities in the search for revenue growth through an improved customer experience. Although these programmes typically include training in...
- White papers 2001-12-18
- Sales Force Automation (SFA) For An Effective DSD Sales Force
- Sales Force Automation SFA is a vital tool that enables and empowers Direct Store Delivery DSD sales teams to make accurate spot decisions. This Infosys paper highlights the functions that Direct Store Delivery DSD enterprises must build to enhance sales force effectiveness and productivity. Sales managers in DSD firms need...
- White papers 2006-11-17
- The Power of the Pen
- More than at any other time in the history of personal computing solutions, pen computing today provides performance and flexibility that is opening doors for all types of industries and users. What used to be strictly a vertical technology, used primarily in healthcare and insurance, is becoming...
- White papers 2007-12-01
- Enhancing Business Mobility with Pen Computing
- For years pen-enabled computing devices have enjoyed great success and acceptance in highly vertical industries like delivery services, auditing and POS. The primary limitations of early pen computing devices, which were the hurdles to early mainstream adoption, were the power limitations of the devices, no stable OS...
- Webcasts 2008-03-17
- Exciting Innovations to Supercharge Sales Force Productivity
- Advances in technology have made it possible to bring sales force productivity to new heights. Learn about the latest exciting innovations in CRM and SFA software and how they can help take your sales force to the next level. This issue of the Sales Performance Journal offers...
- White papers 2007-08-01
- Sales Force Automation Guide: 100 Questions Consultants Get Paid To Ask
- Evaluating and selecting a Sales Force Automation SFA solution among so many vendors is a challenge. There are many to make a bad decision and only a few ways to make good one. To help simplify the process, the authors have created this Sale Force Automation Evaluation Guide which includes...
- White papers 2006-06-26
- Sales Force Automation Comparison Guide
- Inside CRM's analysts have compiled this comprehensive Comparison Guide that features the top 10 industry SFA providers. This guide offers solutions to help sales and marketing to continue to sell and generate leads and grow revenue in these turbulent economic times.
- White papers 2008-05-15
- On-Premise CRM Comparison Guide
- If your business needs the flexibility offered by an in-house CRM system, your first step should be to research offerings from some of the industry's biggest vendors. Find out how different solutions address different features, how much you can expect to pay and what kind of technology infrastructure you need...
- White papers 2008-05-14
- Adopting Sales Force Automation Solution Tip Sheet
- Accurate sales forecasting & customer relationship management can make or break a business, yet many sales and marketing managers struggle to find the right customer relationship management Sales Force Automation SFA solution that get their team excited. With the right CRM/SFA solution, immediately see the potential revenue and overwhelming benefits...
- White papers 2007-09-13
- Effective ERP & CRM Integration
- Making a CRM system work for your company is about more than finding the right solution. Carefully linking existing applications to a CRM system is critical for success. Imagine, for example, convincing a customer to enroll in a new service only to mail them a brochure the very next week...
- White papers 2009-01-15
- Multitenant CRM Enables Rapid Deployment, Flexible Foundation for US Dynamics Field Sales Team
- Facing rapid growth, U.S. Dynamics Field Sales needed a sales force automation tool that would map to the team's unique solution-selling process and drive adoption among sales staff. Working with Microsoft IT, U.S. Dynamics Field Sales deployed Microsoft Dynamics® CRM and integrated it with its legacy customer relationship management system,...
- White papers 2008-10-01
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