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Gartner questioned 410 senior business executives at the end of 2013 to discover their thoughts on who assumes responsibility of digital leadership at their companies. Most of the respondents said that they think the CIO is critical in this role at their organization, although other executives absorb some of the responsibility.Read More
For many asset management companies, Internal Wholesalers (IWs) spends less than 30 percent of their time on actual selling/client engagement. Alarmingly, the majority of time is spent on operational activities such as identifying who to contact, preparing for the contact and conducting post-call activities.Read More
I’m going to kick off my “Metrics that Matter” by shedding some light on conversion rates. Conversion Rates: Rarely Understood, Often Misused Despite being one of the most cited metrics by sales and marketing organizations, conversion rates are rarely understood, and are often misused. When calculated correctly and reviewed in the proper context, your company’s…Read More
This is Part 2 of a two-part Q&A series with Salesforce Area VP Jim Rich. Daniel Rodriguez, VP of Marketing at Seismic, proposed the following questions during a recent webinar. Rich elaborates on the direction of Salesforce, as well as how to boost overall sales efficiency.Read More