Leaders often spend as much time trying to figure out what information they should and shouldn’t share with employees as they do actually communicating with them. The reasons vary. Some leaders feel information is power and they don’t want to relinquish that power. Others feel their employees will become demoralized if they learn of bad […]

Usually, we cover four to six industry announcements in this space. However, sometimes there’s an announcement of such importance that it warrants more detailed attention. The last time we sequestered the entire article for a single announcement was when Oracle purchased Siebel Systems. This time the situation is a little different.
The recent codevelopment agreement between […]

If there was ever an application that can rightfully be considered “mission critical,” it’s CRM. If you don’t want to end up wasting time and money, beware of these five “gotchas” that can bring any CRM system to a screeching halt:
Gotcha #1. The vendor doesn’t know your industry. If your industry is different from other […]

Sales professionals tend to travel more than the average worker. Unfortunately, CRM was originally developed as an extension to Enterprise Resource Planning (ERP) systems, which are famously “back office” in orientation. As a result, CRM applications (even when presented across the Web) have a tendency to be awkward when accessed on the road, often requiring […]