“Configure, price, quote” (CPQ) programs, increasing customer wallet share via account planning, as well as social media skills and sales analytics are topping the sales VP “must have” list for 2013 projects.

Many businesses have recently budgeted for their CRM programs. But what’s the next CRM improvement that will be best for your sales team?

While insurance companies may have a reputation for moving slowly, in fact they’ve long embraced CRM initiatives that lower operating costs and increase revenues.

For companies that want to get up and running with Salesforce quickly, focus on keeping integration lean and mean, if you initially do it at all.

For optimal SFA project results, justify you project using business process reengineering, targeting specific sales productivity improvements.

There are only three ways to justify an SFA project: via a breakdown, for business transformation, or as a business process reengineering strategy. And while the latter-most approach is the most effective, it’s also the most difficult.

Too many businesses approach CRM primarily as a technology challenge, when the primary focus should be on business results.

Innoveer’s SFA Accelerator delivers a complete, cloud-based SFA program — using Salesforce.com or Oracle CRM On Demand — in less than 4 weeks.

Five thousand people crowded into Cloudforce New York to hear Marc Benioff, “cloud computing’s most evangelical spokesman” present Salesforce.com’s strategy and products. Attendee reaction was very enthusiastic, rivaling the level of excitement generated by Carmelo Anthony joining the NY Knicks.

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