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Building Product Manufacturers: Got an objective? Building materials & CRM ROI

Heard of companies who launch a CRM … because they’re supposed to have a CRM.  That ever been you? The CRM is sales, marketing, and service automation.  Done right, it becomes fruition of your business objectives, an extension of your corporate strategy.   It’s becomes tactical execution of your plan. So, if you’re just starting out, and you don’t have a set of strategic objectives for the platform that can be distilled to a set of bullet points on one slide, grab the reins, reserve a conference room and get there. Here’s a set of examples drawn from for building materials clients we’ve worked with.  Which sound like your business?        General We need to establish a shared database of our customers and target prospects - distributors, dealers, contractors, home builders, and architects - appropriately segmented. We need a laser focus on relationship management with our channel, with transparent visibility to the calls our sales team is making on them. Our sales team needs to be able to be more responsive to sales trends with individual customers, and be able to provide immediate answers on the status of orders and shipments when asked.  We need to provide our customers with login web access to their shipment status, sales history, rebate accruals, and claims status. Commercial With our new [...]

By |2019-10-20T20:54:59-04:00October 20th, 2019|Categories: Blog|Tags: , , |0 Comments

The Hunley Group Blog: 8 Points of Light: Making your CRM succeed for you

8 Points of Light: Making your CRM succeed for you CRM implementations (& major projects) succeed based on a set of common themes. What are things you can do to make them really successful: 1. Treat it as a process project, not a technology project:  CRMs are sales and marketing automation systems.  They automate your processes.  Before you start, have  you identified what processes you want to automate?  Do you have those processes defined? Do you have organizational consensus that they are your processes? 2. Start from KPIs:  If you know your processes, you should also know how to measure them.  Know what metrics define success in your business, how you want to measure them, and where the bar should be set for each.  Defining what you want to measure up front establishes what data needs to be collected and how - so you can measure it. 3. Do not reinvent the wheel:  Demand best practices approaches from your implementation team.  If you feel they’re figuring this out as they go, asking “what do you want it to do?” rather than presenting you with “here’s the most effective way to do this” or “here’s what other clients like you have used successfully before” … then you probably don’t have the right implementation team. 4. Don’t boil the ocean:  Build a [...]

By |2019-09-09T09:44:34-04:00September 8th, 2019|Categories: Blog|Tags: , , |0 Comments