Pounding sales reps to enter sales activity data into CRM doesn’t sound like much of a future. People hate entering data into CRM, especially sales people. It’s just not in our DNA to want to spend lots of time entering data into a system that provides limited return on data entry.

CRM systems were thought to be the Holy Grail of business process improvement. For much of an organization, they are a great way to manage all the details for any given customer account. However, ask any sales rep about their customer relationship management (CRM) platform and you’ll likely hear a lot of groaning and complaints. …

The B2B community is facing some serious challenges with CRM ROI, but the steps needed to address these challenges aren’t always clear. CRM Implementation is Growing CRM software investments have overtaken every other category of enterprise software (by revenue).   Unfortunately, the exponential rise of CRM implementation hasn’t quite contributed to a renaissance of B2B …