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

5 Steps for Converting Contacts to Clients in 2015.

Convert Prospects to Clients

The New Year is always a great time to reevaluate the relationships we have. It also allows us the opportunity to anticipate the growth of new relationships. By far, one of the most common goals we hear is people claiming to want more customers. Which makes sense because, well, more customers means more money. Yet, so many people struggle with creating a healthy Customer Relationship Management (CRM) program.

If you really want to gain more customers in 2015, it is essential that you focus more time on your Customer Relationship Management(CRM). CRM is the process by which a company services and manages current customers, while attempting to gain future contacts. To be successful at CRM you need to be accessible, trustworthy and always someone that your customers can rely on.

The steps below specifically break down the resolution to improve a Customer Relationship Management, while converting qualified contacts into loyal customers.

Continue reading 5 Steps for Converting Contacts to Clients in 2015.