Blog

  • Jun
    24

    Achieving Strategic Sales Effectiveness

    Join us on June 26th at 12pm EST for a webinar discussing state-of the-art trends for enabling sales people and improving sales effectiveness. Mark Dancer (Channelvation) will offer insights from hiswork with leading sales organizations and share findings from his new book, Getting the Most Out of CRM. Additionally, Scott Taback (Highland Solutions) will offer insights on team selling and technology. Here's a preview: "Perhaps the most important finding from my research of more than 200 executives is that CRM fails without strategy and follow through. The opposite is also true. By...

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  • Jun
    14

    The Journey to True North: A Client-centric Strategy

    As companies work to develop products, acquire new customers and improve efficiencies, they often do not take a moment to ask: "Why are we doing this?" It is often assumed by leadership that everyone knows 'why', while in fact most of the organization may be 'wondering why'. There is also the occasion when leadership decides, consciously or unconsciously, to worry about the 'why' down the road. This may be okay for Forrest Gump stepping off the porch for a run; but it's not good for businesses and, more significantly, customers. As I have progressed in my professional journey, I have come...

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  • Jun
    12

    Owning the Moment: Providing A Consistent Client Experience

    On the topic of customer service: why do some companies seem to 'get it,' while others seem to justify themselves, or worse--have to apologize-- for shoddy service? Think about the brands and companies you typically buy from, either for personal or business reasons. Think about some of the traits each of them share: Are they a respected and reliable brand? Do they have the best selection of goods and services? Is it simply that you've always shopped there? In my experience, there is one thing that smart companies do to keep customers longer than others: they 'own the moment'...

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  • Sep
    09

    Fostering Collaboration Without Sacrificing Organization

    "The Situation" A large RFP (the game-changer) is due in a week—it’s time to get folks from various departments in various locations together to review documentation, approve pricing and legal details, and sign requested forms. In IBM Connections, the RFP project manager posts the RFP draft in the QA Community for team evaluation.  Within the community relevant personnel are able to converse, document and work through the remaining items on the checklist. After their review is complete, the approved RFP is stored directly in SugarCRM under the appropriate account record, and alerts are...

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  • Feb
    10

    Sugar and IBM: Integration with SAP, Oracle and ERP

    Being an ex-IBMer I am thrilled at the possibility of an IBM and SugarCRM partnership. It's really amazing to see this partnership unfold,and we at Highland fully embrace the IBM family of solutions. One area we are focused on is data integration, and IBM is really good at it. You probably see this in your own company: there's a plethora of data available about your customers--purchasing, invoices, customer service, marketing, supply chain--and you have an ERP, SCM, financial system, etc. All of this data exists but are you allowing your sales organization to truly harness this information...

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