Inside the Briefcase

2016 APM Reference Guide: Application Performance Monitoring

2016 APM Reference Guide: Application Performance Monitoring

IT Briefcase Analyst Report
This product guide allows you to...

IT Briefcase Exclusive Interview: Top IoT Trends and Predictions for Organizations in 2016

IT Briefcase Exclusive Interview: Top IoT Trends and Predictions for Organizations in 2016

with Mike Martin, nfrastructure
In this interview, Mike Martin,...

Unleash the Power of Global Content

Unleash the Power of Global Content

globeYour business depends on pushing accurate and dynamic content...

Clicking Away Your Right to Privacy

Clicking Away Your Right to Privacy

Before using any standard Internet service provider for e-mail...

Top Questions to Ask Before Implementing VoIP

Top Questions to Ask Before Implementing VoIP

Thinking about a move away from traditional phone lines...

Eat Your Own Dog Food — And Other Challenges To Using CRM Tools

August 2, 2011 No Comments

Over the past few decades, CRM has evolved extensively. The genesis of CRM was really database management. For the last 25 years, I have worked in sales and sales management for several organizations, and I don’t think there is a CRM tool that has existed in that time span that I haven’t used. Lotus spreadsheets, ACT, Siebel, SAP, Oracle; you get the picture.

The initial CRM drivers were used to enable sales management to view forecasts of the sales team. They could track the activity of individual sales representatives, their accounts and prospects. Managing the pipeline and predicting future outcomes were paramount for internal reporting up the corporate food chain. In addition to internal reporting, maintaining contact lists (protecting the company if a sales rep left the company) became the second most common use.

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