Pick up any mainstream publication today and you will routinely read lines like, “Companies used to focus on making new, better or cheaper products and services....Now the game is to create wonderful and emotional experiences for consumers around whatever is being sold. It’s the experience that counts, not the product.” – Business Week, December 19, 2005

Author, CRM Guru and Chief Customer Officer for BPT Partners Paul Greenberg shares his unique perspective on what sales executives need to know in the age of the mobile enterprise: “The customer that you face in the 21st century – whether in the B2B or B2C world – is empowered and fully aware of how the power has shifted to them.”

How do you address the change in customer expectations to maintain competitive advantage and retain your current customers? How do you provide your sales personnel the real-time data they need to transact in the field?

As Greenberg puts it, “the implications for sales organizations are huge. It means that the salesperson is not only responsible for opening the opportunity, following it through the pipeline and closing the deal, but, because the sales person is a frontline professional, he is responsible for a relationship."

“Actually, it’s even more than that – he has primary responsibility to see that the customer has a unique satisfying ongoing experience with him as representative of the company. That means it’s not just the buddy/buddy stuff anymore… It means that they have an expectation that involves delivery of content on demand throughout the life of the relationship you have with them. That means in real-time.”

In this webcast and discussion paper, Mr. Greenberg describes this shift in customer power and how Mobile CRM is being widely adopted in response. Supported by recent survey results and case studies, you will come away with a sense of how Mobile CRM might be deployed within your own organization.

Mobile CRM webcast
(may require registration with the BlackBerry Resource Center)

Mobile CRM is changing the way organizations deploy CRM for the better. Finally, there’s an approach to CRM systems that has users in mind. Being able to access and update customer data at any time, from anywhere, increases system adoption and improves the timeliness of customer data captured within CRM software. Join CRM Guru Paul Greenberg, author of CRM at The Speed of Light and prominent industry keynote speaker, for an illuminating discussion on how leading organizations are deploying Mobile CRM and achieving unprecedented levels of customer intimacy.

CRM for the Professional on the Go discussion paper
(PDF document, may require registration with the BlackBerry Resource Center)

CRM Guru and Chief Customer Officer for BPT Partners Paul Greenberg shares his unique perspective on what sales executives need to know in the age of the mobile enterprise. Find out what the customer is looking for from you, what mobile CRM really is, and steps and considerations for deployment.

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In this issue: Selling the Sales Force on Automation and CRM

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View the following case studies (PDF documents):

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