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A Computer Weekly e-Guide to CRM

We take a look at the fundamental do’s and don’ts of Customer Relationship Management. Including examples of how companies are utilizing it to their advantage and how to avoid making mistakes in the world of building bridges with your customers.

These are also closely related to: "5 Tips to Improve Sales Performance"

  • Flip your sales script with behavioral data and insights

    Inside sales has become a critical component of B2B sales, yet many sales teams are being held back by outdated methods that can fall into 3 crucial areas:

    1. Completely missing opportunities at accounts that are truly interested
    2. “Worst practices” that cause you to ignore members of the buying team
    3. Under-leveraging better sources of insight

    Download this white paper to learn about key differences that distinguish the best inside sales organizations from the rest, and find out how 15 enterprise tech companies are using better data to give their sales teams a winning edge.

  • Jargon Buster Guide to Enterprise Resource Planning (ERP)

    Enterprise Resource Planning has long been a quietly productive region of enterprise IT: head down, getting on with the job. It has its origins in Materials Resource (or Requirements) Planning in manufacturing, in the 1970s and 1980s, but then expanded to other industries. And it encompassed financial management and accounting from early on. As a term, ERP was invented by Gartner in 1990, and it has stuck, for good or ill, ever since. An ERP system will typically have software modules for marketing and sales, field service, procurement, and human resources, as well as the core of materials planning and financial management.

    In more recent years, the four forces of mobile, social, cloud and big data have had an impact on traditional ERP. To take but one example, SAP’s ERP system has been rebuilt for its in-memory columnar database Hana, and presented through its Fiori design language and  suite of apps. And it – S/4 Hana – is delivered over the cloud, private and public as well as on-premise.

    ERP has woken up.

    These days, too, it will be invoked as critical to “digital transformation” programmes. And suppliers will say their ERP system is infused with AI – or, more plausibly, machine learning.

    The definitions and articles in this e-guide Jargon Buster take you through this changed ERP landscape.

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