Why CRM Systems Fail (and How to Make Sure They Don’t)

Why do CRM systems fail to live up to their promise in sales organizations? Why do they inspire high hopes only to crash and burn in a heap of friction and frustration for Sales Managers AND their Salespeople? The reasons may be plentiful, but the solutions can be relatively simple. Let’s dig deeper to understand why CRM systems fail to deliver on their capabilities, and how to get your CRM system and your sales team back on track before it’s too late:

The Promise of CRM Systems
CRM systems have been around for a long time now. It’s no secret there’s a fair amount of hype to accompany their tremendous capabilities. But when the right CRM system is chosen, when it is thoughtfully configured and customized, and when it is implemented and executed well, everyone wins! With a rock-solid CRM system, Sales Managers have the data they need to assess their sales efforts, forecast future performance, and make strategic decisions to guide the sales organization. Sales personnel, meanwhile, can use the CRM system to maintain and reference key information over long sales cycles, and use this data to improve responsiveness, performance and results. Even the business owner can make critical decisions by analyzing trends and relating internal sales performance to market opportunities. Continue reading Why CRM Systems Fail (and How to Make Sure They Don’t)

KISS Your Ideas About CRMs Goodbye

In one form or another, CRM (Customer Relationship Management) software systems have been around for many years. They have been widely adopted as enterprise solutions in larger corporate environments. Surprisingly, however, some 90% of small-to-medium sized businesses have yet to incorporate CRMs into their sales efforts. Why? One prevailing belief is that CRMs are too complicated, too hard to manage, and that their power depends on highly detailed data that takes too long to capture.

It’s easy to see how this perception forms; after all, CRM software makers typically tout long lists of impressive reporting capabilities. But a CRM can be an important tool for smaller businesses. In fact, a CRM could be one key element in leapfrogging your competition – especially when your competition is in the 90% of non-adopters. With that in mind, here are some things to keep in mind when considering and setting up your CRM:

Continue reading KISS Your Ideas About CRMs Goodbye

Guest Post: The ROI of NOT Doing Inbound Marketing

This Guest Post is courtesy of Dan Faber.

Whenever I see a headline proclaiming the ROI of inbound marketing I am more often than not disappointed to discover that associated content is nothing more than a water downed breakdown of valid, but otherwise meaningless statistics related to factors contributing to ROI. Sure these facts have their place, but for a guy with real- world P&L experience at a Fortune 500 company they don’t necessarily close the gap between conceptual and the bottom line.

Continue reading Guest Post: The ROI of NOT Doing Inbound Marketing

Guest Blog: “Sticky” Goals.

Poste it notesDid you know the Post-It Note was created in 1969 by 3M?  The original yellow color was actually used because it was the color of scrap paper int the lab.  But today, the Post-It’s versatility and use is often an office environment’s lifesaver tool. In fact, there is even a Post-It Note app!  My friends at WorXSolutions use post-it notes to help clients understand visually how their business flows.  That “visual” makes a real difference to the team.

Think about your goals for 2015.  Now imagine if every member of your team had those goals “posted” throughout their work environment as constant reminders of where and how to focus their efforts this year.  Powerful isn’t it?  As a leader, you can create a “sticky strategy” to ensure that same effect occurs.

These three tips will help your goals “stick” to team and “stick” to results.

Continue reading Guest Blog: “Sticky” Goals.