Wow. More Than a 50% Failure Rate So we ran a little survey. Polled about 1,000 executives and sales users on their perceived CRM success. And less than 50% considered their CRM a win. So We Asked Some More Questions. And It Got Really Interesting. While we were at it, we also surveyed [...]
1. Do you have your business impact objectives identified? IE, what you’re going to use the CRM to do for you? Too many people purchase a CRM “because they’re supposed to have one” and think it will move the needle for them based on that. We’re not clear there are many other investments that businesses [...]
Salesforce is a big investment for you. But stories of CRM failures abound. What can you do to avoid missteps that could put you in that dismal company? Start by considering these key ways to fall on your CRM face: 1. Assuming It Works Magically: You license a CRM and expect the tool will just [...]
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 [...]
A Customer Relationship Management (CRM) system is a necessary and exciting sales productivity tool for any company. It is a leading indicator of how your business will perform: you can see selling activity, which leads to pipeline growth, which leads to better sales forecasting, which leads to actual sales. But all too often, this big-ticket [...]
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