John Cheney

How much value do companies really gain from Google advertising? more

Jan 19, 2015 12:00 AM Opinions

Far too often, organisations are failing to exploit CRM beyond a pipeline management tool. more

Nov 10, 2014 12:00 AM Sales Technique

The sales process remains 80% science, 20% craft and the old fashioned disciplines of sales still apply. more

Oct 7, 2014 2:40 PM Toolbox

At its most primitive, online CRM software is used as an unsophisticated way of recording customer data. At its most sophisticated, CRM is placed at the heart of the corporate growth... more

Sep 8, 2014 12:00 AM Opinions

Just like your first love, despite the hopes, excitement and expectation, a mixture of naivety and youthful exuberance means that a company’s first foray into CRM is unlikely to stand the test of time. more

Aug 11, 2014 11:00 AM Toolbox

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