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David Taber

CRM, Data Quality and the Cloud

March 28, 2011

With most data, you expect a unique key and an unambiguous match. But what do you do when you don't have a key to match on, as can happen in the cloud?

CRM and the Named Account Model - Square Peg, Round Hole?

February 11, 2011

Most CRM systems are perfect for the lead-generation model of marketing and new account capture. But in the Named Account Model of selling, you already know who all your Accounts are...and new people there should really be Contacts, not Leads.

The Truth About Sales Leads

November 30, 2010

Everybody knows that sales leads are the start of the business pipeline. More leads are always better, right? But what if that's - pardon the pun - misleading?

 
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