Lance Kyle

Here’s the Right Way To Audition CRM Software

There is a right way and a wrong way to select CRM software, and most organizations do it wrong. As a former senior CRM expert at a well-known software company, and now managing partner of a business process improvement company dedicated to optimizing CRM, I...

You Can Succeed in Your CRM Sales Rollout

It's amazing that surveys are still revealing poor results from sales rollouts of CRM. Take for example, a December 2004 survey conducted by, which found that few of the people surveyed believed that their firms—and, specifically, their sales teams—were achieving significant performance gains...

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