How to Turn Sales Leads Into Customers

All sales people should have a load of leads/prospects sitting in their queue just waiting for them to call down on. Your typical sale person of course cherry picks the juiciest-looking leads (usually big companies, large annual revenue, etc) and calls them first.

I’d do the same because those deals (if closed) payout the largest commission. While this is not the best business approach nor the way their management trains them to work, it’s just how sales reps work. You can’t change that. Continue reading “How to Turn Sales Leads Into Customers”

Top 5 CRM Facts You Need to Know

Frank Dazerton for the CRM Lowdown wrote about the most important things you need to know about CRM. His list includes 5 key points you need to consider when understanding or planning to buy CRM.

  1. It’s all about the customer
  2. On-demand is the way to go
  3. Customer Relationship Management is not just software
  4. Understand all CRM vendors
  5. The best CRM technology can be very helpful for any business

Customer Relationship Management can be very beneficial for a business if it is carried out properly. It is important to keep the customer in mind at all times when you are implementing CRM practices into your business. If you don’t, your implementation can prove worthless and you’ll make a lot of sales people unhappy.

Why Every CRM Company Ought to Build a Community

It’s surprising to me that most enterprise CRM companies are still living in the dark ages à la Web 1.0. Little do they realize that web 2.0 is here and how companies do business has drastically changed.

On demand CRM was nothing more than an idea back in 1998 before Siebel Systems was the first to spin off a company called Their business model was the same as their core product but the delivery method was on demand (meaning accessible via a web browser anywhere in the world and hosted by Siebel systems). For one reason or another, the product failed and they hung up their shoes in the on-demand space. Continue reading “Why Every CRM Company Ought to Build a Community”

Emphasizing the “C” in CRM

I came across this article on CRM Today written by Philippe Gaillard, President & CEO, Neocase. He brings up some good points about how important the “C” (Customer) is since most companies implementing CRM are more focused on just acquiring more customers.

A fundamental goal of CRM is to improve long-term growth and profitability through a superior understanding of customer behavior. Here, CRM examines all aspects of the interactions a company has with its customers and involves the implementation of methodologies and technology to help an enterprise manage its customer relationships in an organized way. Continue reading “Emphasizing the “C” in CRM”

Software as a Service: Handling Customers, Hands-Free

Still paying hundreds of thousands of dollars on hardware, labor and maintenance for in-house customer relationship management systems? Hosted CRM is not a new concept, but more and more companies are deploying the software to pump up their sales operations.

Those companies are finding cost savings in reduced maintenance fees and deployment times. They’re also gaining more visibility into their sales and service operations than ever before.

Handling Customers, Hands-Free
A stream of consolidation and new offerings reshaped the on-demand CRM market, pitting high-profile insurgents against some of the world’s largest software makers. See how a major market research firm, a health food maker and an English consulting giant boosted their customer relationship operations with hosted software. Continue reading “Software as a Service: Handling Customers, Hands-Free”

Top 10 CRM Stories of 2006

I’ve already talked about what’s ahead for CRM in 2007 in a previous post but failed to recognize what was accomplished in 2006. Better late than never right? Despite being well underway into 2007 I felt this list was worth mentioning.

An anonymous author for SearchCRM put together this article and starts it off with this blurb

"For the first time in years, earth-shattering acquisitions weren’t the
biggest news in CRM this year, but the market for CRM technology
remained an active and tumultuous place in 2006. We break down the top
10 stories of the year."

The article then goes on to list the top 10 CRM stories of 2006. We’ll do this David Letterman style and start from number 10…

Continue reading “Top 10 CRM Stories of 2006”

Do You Need A New CRM System?

If you have absolutely no tool in place to track customers’ interactions, you need a CRM system. If you do have a tool in place but are not satisfied with it, take a good look at it before deciding to start over. Why?

  • Problems that appear to
    be tool problems may stem from other causes.
  • Implementing
    a new tool requires significant amounts of time and money, and requires
    retraining customers and staff to use it.
  • You don’t want to embark on such a
    project without having a clear requirement to do so.

Continue reading “Do You Need A New CRM System?”

CRM is So Misunderstood

Businesses need to understand good customer service does not
begin or end with the purchase of a CRM (customer relationship
management) solution, according to Gartner.

It may seem obvious but too many companies are failing to
understand the complexity of the good customer service jigsaw in which
technology is just one–albeit important–piece.

"More than 70 percent of CEOs currently rank building customer relations as their most important task yet, they tell me they’re not doing CRM. They think CRM is a technology. CRM is not a new concept. The term may be a decade old but it goes back hundreds of years." according to Gartner analyst Scott Nelson

Continue reading “CRM is So Misunderstood”

CRM – Debunking the Myths

HolygrailBeing tasked to evaluate and select a CRM system can be difficult and intimidating. Should I select an in-house system? How about a hosted solution? Your boss depends on you to pick the best solution for your company but you don’t know where to start.

According to Matthew Crook, CEO at SalesCentric, there are 8 CRM myths that should be debunked before your quest for the CRM grail begins.

I’ve included a summary of each of his points below.

Continue reading “CRM – Debunking the Myths”

5 Minute Guide to CRM

For any successful company, Customer Relationship Management (CRM)
is one of the most important factors in customer acquisition. It not
only consists of building extensive relationships with customers and
other businesses, but it also allows a company to find out how their
product is viewed by their audiences.

In order to have a
successful product, a business must have a great relationship with the
public. For instance, if Disney were to come out with a new product
line, they would have to know who their audience is, what they expect
out of a product, and the type of quality they want. Although it sounds
like a difficult quest, it is actually quite easy to find this sort of
information. Luckily, CRM software can help find out these answers.

Continue reading “5 Minute Guide to CRM”