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March 11, 2021
Strategic Account Management begins with what accounts make up the portfolio. How do you identify the strategic accounts within your customer base? The most common method […]
January 19, 2021
The case for planning, managing and growing your Strategic Accounts differently, is well established. You need to understand, manage and sell to your strategic accounts differently than […]
October 23, 2017
What does it mean to align your Sales Strategy with the Organizational Strategy? How does one make this discussion real ? And what relevance does it have to Salesforce CRM implementations and vice versa - what relevance can your CRM have to this alignment?
May 1, 2017
Use data collected at granular levels from credible sources, when estimating intangible benefits from CRM initiatives. Alongside, the article provides some prompters for factoring in intangible costs.
February 27, 2017
A powerful visual tool to organize and evaluate a large number of initiatives is a simple 2 x 2 grid. It guides you in prioritizing your initiatives.
February 10, 2017
A CRM Business Analyst’s activities include relating the project to the company strategy, managing stakeholders, preparing business case & project scope, driving user adoption.
February 9, 2017
The article lists activities that go into preparing a business case – analyzing high level requirements, assessing costs and benefits, risks, solution options and then selling the case.
February 9, 2017
Cross reference observations from your workshops and interviews analyzing current state and cross reference them against best practices to arrive at strategic themes
February 7, 2017
How effectively you drive adoption among your customer facing staff to bring enduring changes in business processes and behavior will define the success of your Salesforce initiatives.
February 7, 2017
Cause & Effect Analysis for studying CRM failures is illustrated using a real life example of analyzing declining sales by diving deeper into Processes, People, Structure, Planning.
February 6, 2017
Does the business case have relevance beyond the early stages of the project?
Yes it does. A useful business case is one that you evolve as you complete key milestones during the life cycle.
February 6, 2017
Subject Matter Experts (SMEs) are good resources to tap into for new ideas and trends. Companies may have Enterprise Architecture Teams or Advisory Boards or a network of experts to tap into.
February 6, 2017
Look across internal and external users for identifying stakeholders for your project. Regulators, partners, suppliers and even competitors are candidate stakeholder groups.
February 6, 2017
A range of stakeholders exercise influence, positive or negative over the project and its results. Having a close relationship with and understanding their motivations is critical.
February 6, 2017
Rely on the techniques of Root cause Analysis and ask ‘why’ enough number of times to arrive at the real reasons for failures of CRM issues. Do not take hunches and hypotheses at face value.