Why CRM Projects in B2B Fail and How to Make Them More Successful.
Many studies over the years have shown a very high failure rate for Customer Relationships Management (CRM) systems. Already in 2001 Gartner estimated this rate to be at about 50%.
Why CRM Projects in B2B Fail and How to Make Them More Successful.
Many studies over the years have shown a very high failure rate for Customer Relationships Management (CRM) systems. Already in 2001 Gartner estimated this rate to be at about 50%.
Nevertheless, nothing works. The efforts do not pay off measurably, and the analyses wither away in archives.
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What are essential trends in B2B sales and how to succeed in this flood of innovation?
According to Gartner, purchasing behaviour in the B2B sector is adapting to today’s fast and innovative economy. During this “big data” age of new technologies and rising customer expectations, companies should not stick for too long to old structures. In short, a stagnating company cannot survive in such a dynamic market.
Several trends underpin its transformation. New forms of industrial distribution are emerging, and big manufacturers offering e-commerce are choking the middle-guy. Wholesalers are creating tangible value for their customers while providing new services, not only logistic ones.
The times of pure “order-takers” are over. However, do salespeople understand what is necessary to actively and sufficiently pursue B2B social selling?
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