Jim Dickie

Capturing New Accounts is at Risk Due to Poor Data Quality

Capturing New Accounts is at Risk Due to Poor Data Quality In CSO Insights 9th annual Lead Management Optimization study we gathered data on 100+...

Lead Management a Must Have for Marketing

Lead Management Systems Now a Must Have for Marketing As part of CSO Insights 9th annual Lead Management Optimization study, we gathered data on over...

Optimizing the People Who Lead Our Sales Teams Q&A

Sales Managers can make or break your year. What are you doing to help them excel at their jobs? We conducted a...

Accessing Intelligence on Your Customers and Prospects

In sales today we all say we are customer-centric. That would imply that we have access to the right quantity and quality of Customer...

Customer Satisfaction Does Not Equal Customer Loyalty/Advocacy

As this month CustomerThink is focusing on Customer Loyalty, I thought I would use my blog to share some of the results of our...

GE’s Jeff Schaper: “We Change Our Focus From the Product Out to the Customer...

This month, CustomerThink is focused on Building a Customer-Centric Culture and Operation. A worthwhile goal, but how do you do that? I had the...

Arm Your Sales Reps With Knowledge: The Experian SKM Story

As a multibillion-dollar global information services company, Experian is dedicated to helping organizations and consumers make commercial and financial decisions with greater confidence and...

Beyond Customer Satisfaction: An Interview With Bob Knebel

One of the most Customer-centric executives I know is Bob Knebel, Vice President of Sales for Bombardier Flexjet. Bob is committed to continuous improvement...

What Really Differentiates You From Your Competitors?

In April, CustomerThink is focusing on How to Build a High-Performance Brand. In today's crowded marketplaces we need to make it a priority to...

Employees as Ambassadors: Should We Bother?

When I saw that the topic of this month's editorial focus was Turning Your Employees into Ambassadors for Your Company, two thoughts came to...

Don’t Believe in Metrics? Have You Heard of StorageTek?

CSO Insights is often brought in to CRM initiatives when the evaluation team is preparing the recommendation to management for how team members think...

2006 Is the Year To Close the Gap Between What Sales Needs and What...

There is a disconnect between sales goals and the actual benefits companies are receiving from their CRM systems. That's one of the most important...

The CRM Landscape Is Expanding; Just Look What’s Out There

This year, with Oracle's completed acquisition of PeopleSoft, and its accepted bid for Siebel, one might be left with the impression that the CRM...

Turbo-Charge Your CRM Project for Success: Have a Process in Place

How much of an impact can an emphasis on process have on your CRM implementation? Based on our studies. it can play a tremendous...

Can Starbucks Help You Jumpstart Your CRM System?

Having time to kill before speaking at a sales management conference, I ducked into a Starbucks for a "grande, half-caf latté with a twist."...

CRM 2005: Will Technology Finally Live Up to Its Potential?

Each year for the past 11 years, CSO Insights, as part of our annual sales effectiveness study, has surveyed companies on the use of...

The Message to CRM Vendors in 2004? Show Me the Money!

Because we have collected data on more than 2,000 CRM purchases made over the past three years, CSO Insights continues to get a lot...

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