Over the years, we’ve worked with literally thousands of companies considering a CRM system. Big companies, small companies, in-between companies. Some bought ours, some bought someone else’s, and some did nothing. It is this last group that this paper addresses. I recently polled an industry group of manufacturers who sold capital equipment and services to a narrow, B2B mar … [Read more...] about The CRM Debate Goes On: Do We Really Need It?
Everything that humans do is process. Everything. Process is "a systematic series of actions directed to some end." That pretty much describes everything you do, from brushing your teeth to designing a jumbo jet. The only time we escape process is when we’re asleep. So why do many sales people react with, “Process? We don’t need no stinkin’ process.” (Apologies to Humphrey Bog … [Read more...] about Process? We don’t need no stinkin’ process.
Reading about CRM implementation is one thing, and actually doing it is another one altogether. To maybe help the transition from theory to practice, here is a checklist of all the things that you need to consider and do as described in the first three installations. We have included the full paragraph of each checklist item for context, and then listed the steps you should be … [Read more...] about Successful CRM Implementation #4: The Checklist
In this installment, we’ll take a look at the remaining steps to a successful CRM implementation, starting with your processes. Hone up the Processes Process is intrinsic to CRM systems—they live and breathe through process. But these are not processes based on moving paper around from desk to desk, these are electronic processes that move around instantaneously on a computer n … [Read more...] about Successful CRM Implementation #3: Make It Work
Even before the CRM system is specified, researched, and purchased, there should be discussion amongst all the functional groups within the company that might be impacted, and that will be pretty much the entire company. In these discussions, the previously defined vision will begin to permeate through the organization. Just like any project, if there is no plan to translate … [Read more...] about Successful CRM Implementation #2: Develop the Plan