# Antonio Specchia Me Page: Feed: --- ## [What Is Applicant Relationship Management (ARM)?](https://antoniospecchia.substack.com/p/what-is-applicant-relationship-management) _2026-04-07 · Antonio Specchia_ The complete guide to the framework redefining how organisations find, assess, and select talent — with links to every published article, paper, and resource. ## [Bernie Vs Claude](https://antoniospecchia.substack.com/p/bernie-vs-claude) _2026-03-20 · Antonio Specchia_ Yesterday I bumped into this video. ## [Two Decision-Making Traps That Threaten Startups](https://antoniospecchia.substack.com/p/two-decision-making-traps-that-threaten) _2025-12-02 · Antonio Specchia_ (Your Tech Stack May Show Which One You're In) ## [Why are salesmen who sell good products bad salesmen?](https://antoniospecchia.substack.com/p/why-are-salesmen-who-sell-good-products) _2025-11-24 · Antonio Specchia_ What if your best‑selling product is quietly making your sales team worse? ## [From Principles to Practice: Advancing Sales Methodology with CRM Systems](https://antoniospecchia.substack.com/p/from-principles-to-practice-advancing) _2025-11-04 · Antonio Specchia_ 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”](https://antoniospecchia.substack.com/p/the-digital-maturation-journey-why) _2025-10-04 · Antonio Specchia_ Why “Digital Transformation” Gets It Wrong ## [Data Architecture in CRM: What's the Big Deal?](https://antoniospecchia.substack.com/p/data-architecture-in-crm-whats-the) _2025-09-22 · Antonio Specchia_ Why does poor data architecture may cripple even advanced systems? ## [The Peril of Blind Obedience](https://antoniospecchia.substack.com/p/the-peril-of-blind-obedience) _2025-09-08 · Antonio Specchia_ Why Doing Exactly What You're Told Can Be a Mistake ## [AdvisoryPro interviews AntonioSpecchia on CRM project management.](https://antoniospecchia.substack.com/p/advisorypro-interviews-antoniospecchia) _2025-08-13 · Antonio Specchia_ Listen now | Sam Arora from AdvisoryPro interviews Antonio Specchia on the role of Project Management in CRM implementation. [Listen](https://api.substack.com/feed/podcast/170877236/7bb274688492daf2f94cd98ca38b8938.mp3) ## [Navigating CRM Implementation.](https://antoniospecchia.substack.com/p/navigating-crm-implementation) _2025-07-31 · Antonio Specchia_ Leveraging Project Management to Customer Impact ## [Snapshot Showdown on Google Play (Sponsored)](https://crawlproof.com/a/NEJquh17eglN) _2025-07-31 · **Sponsored**_ Available on Google Play for Android devices. ## [From Fashion to function: Is CRM Adoption Driven by Hype or Real Business Value?](https://antoniospecchia.substack.com/p/from-fashion-to-function-is-crm-adoption-fc4) _2025-07-18 · Antonio Specchia_ Customer Relationship Management (CRM) systems are everywhere—touted as essential for any business that wants to thrive in the digital era. [Listen](https://api.substack.com/feed/podcast/168623183/e442ae4f879d22737e680e51d5d72902.mp3) ## [Dalla Moda alla Funzione: L’adozione del CRM è guidata dall’interesse mediatico o da un reale valore aziendale?](https://antoniospecchia.substack.com/p/dalla-moda-alla-funzione-ladozione) _2025-07-08 · Antonio Specchia_ 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?](https://antoniospecchia.substack.com/p/from-fashion-to-function-is-crm-adoption) _2025-07-08 · Antonio Specchia_ 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](https://antoniospecchia.substack.com/p/why-analysis-is-not-enough-and-passion) _2025-02-26 · Antonio Specchia_ A Story From Henry Mintzberg by Karl Moore (Mc Gill University) ## [What Mistakes Do Organisations Make Regarding Qualification in Sales Process?](https://antoniospecchia.substack.com/p/what-mistakes-do-organisations-make) _2025-02-13 · Antonio Specchia_ 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](https://antoniospecchia.substack.com/p/when-reality-falls-short-navigating) _2025-02-12 · Antonio Specchia_ Christian Groonros and Jan Carlzon have defined the Service Mismatch in their seminal works. ## [The Sales Process](https://antoniospecchia.substack.com/p/the-sales-process) _2025-01-15 · Antonio Specchia_ When Adam Grant sought to clarify the skill of a salesperson, he referenced salespeople from a spectacles shop.