September 27, 2016
The deeper your organization goes into requirements early in the CRM evaluation process, the more successful your CRM implementation will be.
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August 23, 2016
Because of the high cost of most CRM software, an important part of the evaluation and selection process is the CRM demo. If a vendor’s software doesn’t end up meeting your organization’s needs or is
August 19, 2016
Whatever you call it–scorecard, report card, feature matrix–there are certainly lots of variations on the theme. The underlying idea is to provide a method of comparing, apples-to-apples, two or more software solutions. For the purposes
March 8, 2016
Many iconic stories and movies, including Cinderella and Star Wars, closely follow Joseph Campbell’s monomyth, which was memorialized in Campbell’s book “The Hero With a Thousand Faces”. The monomyth, or hero’s journey, was derived from
December 18, 2015
There’s nothing that endears long time employees to management quite like being told one day, “We’ve decided on a new CRM system. Your login will be emailed to you. Your training is scheduled for next
June 23, 2015
What’s the difference between single-tenant and multi-tenant CRM? Why should this difference matter to you as a CRM buyer? The difference between these two CRM architectures is tightly tied to an ongoing debate over the
March 24, 2015
As the company that has been mainly responsible for popularizing the inbound marketing category, HubSpot has eaten its own caviar in terms of generating a large blog and social media following from inbound marketing efforts.
July 10, 2014
It’s not uncommon for CRM buyers to feel a sense of surprise when they discover the true nature of their relationship with a CRM vendor. After a long period of courtship, followed by a quick
April 29, 2014
The decision to add CRM and/or marketing automation software to your business is an important consideration, and one that should be carefully evaluated before either type of system is purchased. Depending on which solutions are
April 24, 2014
Having CRM, using CRM, and being happy with CRM are all very different, yet related, topics. One of the hardest aspects of a CRM system to quantify is user happiness–how do you measure satisfaction? You
March 20, 2014
It happens to the best of us. Though the CRM buying process is very different than buying consumer products, one of the common denominators is the tendency of both vendors and salespeople to pitch their
February 20, 2014
According to research and advisory firm Gartner, Customer Relationship Management is a $20.6 billion industry, predicted to grow to $36 billion by 2017. Clearly, organizations are spending a great deal on CRM systems as they
January 30, 2014
At some point, the decision on whether or not to invest in a product for your business comes down to one simple question: will it be worth the return on investment? Most CRM software costs
November 28, 2013
Nonprofit organizations often have unique needs when it comes to implementing a CRM solution. While for-profit businesses are focused on engaging customers and convincing them to buy products or services, nonprofits have the task of
October 29, 2013
Not every business needs, or will benefit, from CRM. They are few and far between, but they do exist. Other businesses don’t realize how much they would benefit from it, or sometimes don’t know what
August 15, 2013
If you’re thinking about buying CRM, you may have run across a few vendors that offer versions of their products for free. Lots of companies buying CRM are tempted by the offer of a “free”
August 26, 2012
Because selling is a profession, it’s understandable that there’s a lot of emphasis placed on sales processes, sales management and sales training within vendor organizations. In fact, there’s an entire industry that was built around
August 15, 2012
CRM vendors have been claiming for many years that there’s a cost of waiting to implement a new CRM system. While there are identifiable costs to delaying a decision, these costs can vary significantly across
June 26, 2012
Your company is considering switching to a new CRM system or has already committed to a new CRM system. What is your implementation resource strategy — utilizing internal staff, contracting with third party consultants, or
May 23, 2012
We recently introduced the concept of slowing down the CRM buying process in order to speed it up. Traditional CRM buying processes, which include rounding up vendors early on for demonstrations, can often have the
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