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Results 1-20 of 936 for Denis Pombriant.
INSIGHTS

Dreamforce Goes Back to the Future

Salesforce is reinventing itself. Again ...

INSIGHTS

The Salesforce Way

If you are reading this, you know Salesforce at least superficially. If you know the company just a little bit better, you know it is over twenty years old and practically singlehandedly invented cloud computing ...

INSIGHTS

Oracle Is Signaling

Oracle's recent acquisition of Cerner for north of $28 billion plus layoffs in the CX business tells a story. How you read that story might tell you a good deal about the future of the CRM/CX world -- and you don't want to get this wrong ...

INSIGHTS

Oracle’s ‘Box of Chocolates’

It's hard to see how Oracle's recent layoffs, especially those in the CX business would not benefit the larger CRM vendor space. There is nothing definitive here other than less spending and less labor chasing the same number of deals. Other vendors like Salesforce will naturally move to fill any vacuum created by the news ...

RESEARCH

A Study of Selling

Over the winter, in the (hopefully) waning days of the pandemic, we at Beagle Research did a study of selling. Oracle sponsored the study and it included responses from more than 500 sales professionals and their managers ...

The CRM Quiz

Software systems come and go ...

INSIGHTS

Service Is More Than a Selling Opportunity

My last piece took modern selling to task because experience tells me there's too much emphasis on lead generation and not nearly enough on doing things that result in closing deals ...

INSIGHTS

Have We Forgotten How To Sell?

This reminds me of that old joke about the guy who couldn't make ice because he lost the recipe. Selling is something us humans have done since the species climbed down from the trees and on to the savannah ...

VENDOR WATCH

Zoho Consolidates Marketing Functions

The CRM vendor community seems to be trying to welcome us back to normalcy by priming the selling pump with new marketing tools. It makes sense. Marketing is the beginning of the pipeline that brings in revenue, so why not? ...

ANALYSIS

Digital Skills Front and Center

My analyst life has an interesting ebb and flow to it, as do most professional lives, I believe. My most productive times are when I work heads down on a project drilling into sometimes arcane aspects of the market. From that comes unique information that I share with clients first, then more generally later. Other times I'm swimming in the general pool of CRM explaining my research and learning from others...

INSIGHTS

Spreadsheet Mishigas

For some reason, McKinsey & Company publishes a newsletter-report on weekends that I dutifully read when I should be watching sports or otherwise recreating. Call it a busman's holiday. They call it "The Week in Charts" with the nerdy subtitle, "All the Week's Data That's Fit to Visualize." I love it ...

INSIGHTS

The Sustainable Customer

A long time ago, before CRM and very early in my sales career, someone pointed out to me that customers are the bottom of the food chain. It was not a profound idea, we just kind of chuckled and moved on, but obviously it has stuck with me ...

INSIGHTS

Moving Up From SFA

It's time -- past time, really -- to reevaluate sales force automation and maybe consider a new path. That's not as dire as it sounds though ...

INSIGHTS

Tech Real Estate Grab Headed to a Small Town Near You

We're at an inflection point that affects almost all of us. Should we return to the office en mass? Continue working at home? Further develop a hybrid approach to working from anywhere? ...

INSIGHTS

More Platform Tools

When you consider a sphere, it's well understood in math and physics that surface area increases by the square of the radius while the volume increases by the cube. In other words, what's inside expands faster than what you see on the surface by a considerable amount ...

INSIGHTS

The Great Upgrade

Last time we examined at a report from the Federal Reserve Bank of St. Louis that looked into the Great Retirement ...

INSIGHTS

The Great Re…tirement

CRM has become big enough to generate a significant shadow. When an idea like putting customers in the center of our universe takes hold, we see ripple effects everywhere in the culture. Nobody wants to be in favor of something else ...

INSIGHTS

Dreamforce NYC Was Un-CRM-Like and That’s Okay

Salesforce held its Dreamforce NYC on schedule in early December, which you might have missed because of other news like Omicron and the looming chaos of the holidays ...

INSIGHTS

This Year in CRM

It's okay to give ourselves kudos for CRM's resiliency over the course of the pandemic. We did a heck of a job keeping most of the balls in the air ...

INSIGHTS

The Great Sales Methodology Debate, Solved

For most of my professional life before I became an analyst, I was a sales rep, and my forte was software. Back in the mini-computer era nothing was easier, and then harder, than selling software ...

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