What Is Applicant Relationship Management (ARM)?
The complete guide to the framework redefining how organisations find, assess, and select talent — with links to every published article, paper, and resource.
Antonio Specchia
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Bernie Vs Claude
Yesterday I bumped into this video.
Two Decision-Making Traps That Threaten Startups
(Your Tech Stack May Show Which One You're In)
Why are salesmen who sell good products bad salesmen?
What if your best‑selling product is quietly making your sales team worse?
From Principles to Practice: Advancing Sales Methodology with CRM Systems
The primary merits of implementing a formal sales methodology are twofold: the repeatability and scalability of sales practices.
The Digital Maturation Journey: Why SMEs Should Evolve, Not “Transform”
Why “Digital Transformation” Gets It Wrong
Data Architecture in CRM: What's the Big Deal?
Why does poor data architecture may cripple even advanced systems?
The Peril of Blind Obedience
Why Doing Exactly What You're Told Can Be a Mistake
AdvisoryPro interviews AntonioSpecchia on CRM project management.
Listen now | Sam Arora from AdvisoryPro interviews Antonio Specchia on the role of Project Management in CRM implementation.
Navigating CRM Implementation.
Leveraging Project Management to Customer Impact
From Fashion to function: Is CRM Adoption Driven by Hype or Real Business Value?
Customer Relationship Management (CRM) systems are everywhere—touted as essential for any business that wants to thrive in the digital era.
Dalla Moda alla Funzione: L’adozione del CRM è guidata dall’interesse mediatico o da un reale valore aziendale?
I sistemi di Customer Relationship Management (CRM) sono ovunque, considerati essenziali per qualsiasi azienda che voglia prosperare nell’era digitale.
From Fashion to Function: Is CRM Adoption Driven by Hype or Real Business Value?
Customer Relationship Management (CRM) systems are everywhere—touted as essential for any business that wants to thrive in the digital era.
Why Analysis Is Not Enough And Passion Is So Important
A Story From Henry Mintzberg by Karl Moore (Mc Gill University)
What Mistakes Do Organisations Make Regarding Qualification in Sales Process?
Organizations often stumble when it comes to sales, sometimes failing to truly understand customer needs.
When Reality Falls Short: Navigating Expectations Mismatch in Service Delivery
Christian Groonros and Jan Carlzon have defined the Service Mismatch in their seminal works.
The Sales Process
When Adam Grant sought to clarify the skill of a salesperson, he referenced salespeople from a spectacles shop.