Executing a successful B2B sales strategy is difficult. It’s always been difficult, even before the days of the internet when salespeople largely controlled the buying process. But these days, it’s even more difficult. Buyers no
The biggest fear of any company that has just purchased new CRM software is that no one will use it. Sadly, this happens far more often than many business leaders realize. While the reasons given
The single greatest challenge for employers who have recently deployed a new CRM system is getting people to use it. While there are things that can be done during the planning and deployment phase of
The first step in deciding whether your business needs a CRM administrator is understanding precisely what it is that a CRM administrator does. A CRM administrator bridges the gap between the CRM system and the
Rarely does a week go by that we don’t hear from someone whose company is using a legacy system for CRM. In many cases, there have been hundreds of thousands of dollars invested in the
CRM. Customer relationship management. It’s not a new business concept nor is it rocket science. But it’s a science. Your business must manage and track its customers to realize success. And to move up the
Customers are seeking an increasing level of control over their relationships with product and service providers. When they choose to interact with a business, they frequently do so with a preconceived notion of how the
To be of any use to your business, CRM data must have two key qualities: accuracy and accessibility. Without both of these qualities, whatever data you’ve collected (or think you’ve collected) won’t be as useful
There are a lot of reasons why your business may be considering switching to a new CRM system. No matter how good a particular CRM vendor is, their product will never be a perfect fit
So here we are again with another discussion about CRM user adoption. It was only a few months ago that I wrote about how good leadership can increase user adoption, but a recent discussion we
Whether your business is focused on B2B, B2C, or a combination of the two, it’s important to understand some of the key differences between them. While both groups have the same basic goal — to
When a business makes the decision to purchase a new CRM solution, or upgrade an existing one, that decision almost always comes from executive management. It may come as the result of feedback and requests
Halfway through Q4, and with the holiday season quickly approaching, a lot of B2B and non-retail related businesses often find things starting to slow down a bit. During this winter doldrums period, rather than taking
Your CRM system is hungry. Right now, it’s hungry. It’s always hungry. For data. If you’re a sales or marketing manager, you probably spend a considerable portion of your time trying to figure out how
With the prevalence of content marketing strategies and pay-per-click (PPC) advertising strategies to drive website visitors, and with marketing and sales teams working in greater harmony than ever, the traditional CRM sales funnel can be viewed
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