Routes to Market

Author: Nicholas Coutts

The ways in which we can buy products and services is changing, as a result of changes in technology, which have led to the development of new channels and to reductions in the time and cost in finding information. In turn, this has led to changes in expectations and motivation regarding the use of information and how we engage in the buying process.....

Real CRM/SFA Success

Author: Michael Meltzer

If we accept that the technology for the SFA solution is sound and the software does work then what can be the problem? It must be the people tasked with using the SFA. Who really wanted the SFA solution? Was it the sales and service teams at the sharp end? I don't think so....