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?
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
Over the years my team has been involved in a large number of CRM implementations to all types and sizes of company. I think we’ve done a good job overall. One reason for this is our CRM technology was developed for running our own sales distribution company – we learned on the job.But still, today, over twenty years since the idea of CRM was first developed lots of CRM pro … [Read more...] about Successful CRM Implementation #1: Getting it right first time
A while ago I wrote a post on Sabermetrics which us using baseball statistics to make strategic decisions in improving a team’s performance especially when it came to individual performers. This was the subject of the story in the movie “Moneyball” staring Brad Pit. My post was how to use some of these ideas in building sales teams. Now there is another book that discusses the … [Read more...] about Baseball, Big Data, and Selling.