Articles
Tag: christine crandell
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Fix Your Marketing Data Problem So You Can Get on With Work
How to fix the growing data integrity problem.
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How to Get What You Want From Analyst Relations
It matters less what you say than what others say about your company or product.
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Want to Improve Customer Experience? Ask Your Customers for Help
Customer co-creation is a powerful technique through which customers and vendors can jointly work together to create value. I define this as “the purposeful action of partnering with strategic c
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It Takes a Network for CMOs to Stay on Top
Combine velocity and volatility with the 24/7 global business cycles and it becomes virtually impossible for any leader to stay on top of his or her game. For Chief Marketing Officers (CMOs), staying
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Why the CX Discussion Keeps Returning to Culture
It's been interesting to watch customer experience mature. The customer experience concept was born out of work consultants did across disciplines, including marketing, operations and customer service
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Journey Mapping the Customer Experience
“‘We’re going to solve the customer experience problem’ is a hard sell to the C-suite,” said Miguel Quiroga, executive director of customer experience at Verizon. He went
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Addressing the Gap Between Marketing Automation and CRM
In this era of economic growth, the Sales Enablement Trends 2015 Report (registration required) by Qvidian was sobering. While B2B companies continue to grow at any cost, sales teams still strugg
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The State of B2B Customer-Alignment Maturity
“If you don't know where you're going, you'll end up someplace else.” -- Yogi BerraThis pretty much sums up the customer-alignment journey of most companies. Companies know their surv
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One-Size Fits All Selling Backfires with Small Businesses
While some small business purchase behavior is similar to their larger brethren, most B2B sales people don’t recognize they differentiations between how the “S” of SMBs purchase. Tha
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!['Death by PowerPoint' and Other Sales Training Fails [Infographic]](/~/media/3647135dc69b4d14b490c5368fd278fe.jpg?mw=155&mh=117&hash=F0CFC65334CA6739AA96A928441440D6C9DAE4F2)
'Death by PowerPoint' and Other Sales Training Fails [Infographic]
Earlier this year I was at an annual two-day sales training event for a global software company. The venue, meals and entertainment had been painstakingly planned to ensure everyone had a memorable ti
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The Customer Intent Wake Up Call
Companies aspiring to be customer-aligned add a few more dials to the conversation -- what should the chief customer officer be measured on, beef up the customer success team, invest in employee engag
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Omnichannel Experience is a Matter of Perspective
Omnichannel is rapidly taking over the customer engagement conversation, but it's more than just a new label. Omnichannel, according to the Winterberry Group, is defined as “seeking to promote a
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Are You Playing Whac-A-Mole With Customer Experience?
CEOs and management teams agree on these points on an intellectual level, but emotionally, the new reality is a hard one to swallow. In the good old days Sales was the key to customer’s success.
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The Problem with Lead Scoring
Marketing automation helped marketers gain a deeper understanding of their target buyer and develop the right messaging, calls to actions and campaigns. But the real big win to come from marketing aut
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