The difference between a CRM failure and a CRM implementation that delivers a high return on investment -- often comes down to user acceptance. If users don't enthusiastically embrace CRM, then the initiative may not only fall short of the ROI objective, the entire CRM initiative will surely be at risk. Sales users only embrace a CRM initiative if the toolset delivers to their self-interest -- optimizing the productive interaction between the salesperson and the customer/prospect.
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We've all seen it. The team heads out to an appointment and someone asks "who are we meeting with?" That is followed by "what are we there to talk about." The quality of the pre call planning is dependent on the length of the drive to the prospects offices! That is not good business even in great economic conditions. In this economy, when appointments and qualified opportunities might seem more scarce, it is a disaster.
In his well written sales blog, Dave Kahle offers some great advice about how to prepare and plan for a sales call.
I have heard sales forecasting has been described as a process, as science, as an art. In his "Heavy Hitter" blog, Steve Martin calls forecasting what it should be- a commitment.
TopLine Strategies put together a rather cool little piece on MS xRM for IT. Some see xRM as the next big thing for CRM firms.
If I can simply trade twinkies for four more years of my life, I would be crazy to ignore that opportunity. And it’s the exact same for selling big deals. Why would you want to stay sloppy and slow when you could be a rockstar?
by Jon Gordon
As a student of people and ideas I have to admit that what two guys are doing in a Northeast Florida Starbucks is absolutely genius.
A very good article from InformationWeek discussing the major technologies that are reshaping business intelligence.
Any CRM technology that affects groups and intended to make the group more productive is bound to the up against adoption issues -- one key answer is a usability focus.
Exact Target lays out 10 ways to make email work better for your sales process.
The moment the economy softened, an end was made to several years of a long “rising tide floating all boats” period. I’m pretty sure your current strategy includes: