Exclusives

"The reality of relationships is that people buy from people they like, know and trust," said Nimble CEO Jon Ferrara. "In the old days, before we ever engaged in selling, we made a connection by looking at books, things on the shelves, that kind of thing. Today, we're doing that more and more electr...

"There's a gap in performance across B2B selling, because buyers are innovating faster than sellers are getting better at selling," said Miller Heiman CEO Byron Matthews. "Sales enablement's function is to try to close that gap. It's not sales operation ... . It's more strategic, in terms of trying ...

"There's this notion that software is primarily something you have to work for," said Jon Lee, CEO of ProsperWorks. "There's a lot of data entry, a lot of navigating screens and moving between different windows. Software as it was designed in the 1980s was a database for recording information. The t...

A number of trends have taken hold in the CRM space, according toHubSpot Sales Exec Brian Signorelli. "One of the first things that stands out to me is that, ironically, despite all the money that is spent on CRM overall, sales reps aren't spending that much time there," he said. "Instead, reps are ...

"The rise of artificial intelligence, for sales teams both internally and externally, is the biggest trend in the industry," observed Rodrigo Vaca, vice president of marketing for CRM at Zoho. "If you think of CRM as the centerpiece for your company, and you marry that with the escalating amount of ...

"We're seeing a digital transformation take place, where companies are moving their contact centers to the cloud," noted Dan Burkland, president of Five9. "There are two key criteria for a contact center -- there's the CRM and the contact center infrastructure, and those two really go hand-in-hand.

"The customer journey is the journey that e-commerce customers go on when they come to a site, and hopefully it ends with buying a product," said Chemi Katz, CEO of Namogoo. "Hijacking interferes with the customer's journey. It can be a pop-up that the company didn't put there, or something that wil...

Pre-roll video ads are about to get smarter, according to OwnerIQ, a digital advertising company that is adding targeting data based on consumer browser behavior to online video ads. The new targeting capabilities borrow from tactics developed for display advertising that try to zero in on a prequal...

In the fast-moving world of consumer electronics, last year's gaming system and smartphone are old news. Luckily, however, they're not entirely worthless. Electronics recommerce company Gazelle buys this equipment, offering consumers cash, as well as free packaging and shipping -- and then resells i...

In the fast-moving world of consumer electronics, last year's gaming system and smartphone are old news. Luckily, however, they're not entirely worthless. Electronics recommerce company Gazelle buys this equipment, offering consumers cash, as well as free packaging and shipping -- and then resells i...

Gazelle takes your old cellphones, laptops, digital cameras, camcorders, GPS devices, game systems, calculators, e-readers, LCD monitors, tablets, and any other out-of-date electronic equipment cluttering up your home or office, and turns it all into cash. First launched as "Second Rotation" in 2006...

Gazelle takes your old cellphones, laptops, digital cameras, camcorders, GPS devices, game systems, calculators, e-readers, LCD monitors, tablets, and any other out-of-date electronic equipment cluttering up your home or office, and turns it all into cash. First launched as "Second Rotation" in 2006...

As an Internet marketing tactic, retargeting has never quite reached its stride. However, updated technology, changing market dynamics and new offerings by vendors -- especially Google's entrance into the space -- is changing that. Briefly, retargeting is a marketing response triggered when a consum...

As an Internet marketing tactic, retargeting has never quite reached its stride. However, updated technology, changing market dynamics and new offerings by vendors -- especially Google's entrance into the space -- is changing that. Briefly, retargeting is a marketing response triggered when a consum...