Old, big dogs don’t like to be asked to perform new CRM tricks. Here’s how to get those big dogs on board.

Even with cloud CRM, getting salespeople to adopt SFA requires give and take. Start with the give.

Maximizing sales effectiveness requires more than just a sales strategy. You also need a strategy for your to organize, manage and lead your sales team to success.

How can organizations consistently measure their sales program, without causing salespeople to revolt?

To maximize sales productivity and revenues, you’d think most organizations would create a written plan to guide sales planning—highlighting the steps salespeople should pursue for any call, defining the top skills its salespeople need, or even maintaining an integrated view of customer contact information. But most don’t.

Pipeline management is a crucial capability for making sales teams more effective, but too often, organizations forget that pipelines don’t stand alone.

Territory management helps salespeople ensure that they put the right effort into the right activities with the right customers.

Does the new Oracle CRM On Demand version 17 deliver?

How can your marketing group be more effective? Start by mastering the art of event management.

For direct marketing to be effective, you must define your marketing strategy in advance.