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

To avoid SFA project failure, the solution is simple: plan. Know what you want to achieve, and how you’re going to achieve it.

How can companies turn stalled SFA projects into success stories? Based on Innoveer’s numerous engagements over the past 10 years — with 1,100 projects spanning 400 customers — these five rules stand out.

Lately, I have been involved in a number of conversations regarding segmentation and targeting. I state it this way, segmentation and targeting, as if it were one topic with two words in the name because that is how many folks I have been interacting with refer to it. Combining the two terms, as if one, [...]

What is your web strategy? Are you monitoring the appropriate sites for content related to your brand or products? Do you have a user-driven content function on your site? Because users are discussing your products.

CRM programs should target growth, efficiency or customer experience as a primary direction. Without question, the extreme majority of programs focus on growth or efficiency and seldom do the programs I encounter target the improvement of customer experience. Fun does not pay the bills. Or, can it?