Post-CRM: Data Helping Improve Enterprise Sales Execution And Performance
Information Age, March 11th, 2019
March 11, 2019,
Volume 252, Issue 2

"In the post-CRM world, organisations need to take advantage of the data they already have to inform sales decisions and improve success rates...

Customer-relationship management (CRM) changed the way that sales teams operate- suddenly enterprise sellers had a system of record for contacts, opportunities and accounts.

As with anything, there was always a push back about sales people entering in data, because they didn't necessarily feel they were getting the value back; and certainly it was true that the data in the CRM system didn't enhance the quality of their engagement with customers..."

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