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Six ways CRM improves personal productivity

Simply put, a Customer Relationship Management (CRM) tool can make your life easier.Nucleus Research will tell you every dollar invested in CRM will bring a return of $8.71. It’s not magic – it’s the ability of today’s CRM to become an all-encompassing business tool that fosters personal productivity.Here are six key ways a CRM promotes productivity among staff: The ability ... Read More »

Powering up your sales with CRM and Social

At the recent ChannelNext conference, Rick McCutcheon presented a great session on social selling. Lots of good information about building your business ecosystem within all the social tools such as LinkedIn, Twitter, Instagram, Facebook. It resonated well with the attending channel partners. Resellers need to think about their own social ecosystem, whether you are in data, document management or security, etc, ... Read More »

Can Gamification Help Sales Teams to Realize the Value of CRM

Many of you know that the subject of CRM user adoption is very near and dear to my heart and my Full Contact Selling CRM Practice. An ongoing dilemma, and one of the most critical keys to user adoption success, is in getting sales teams to realize the true value of CRM and the direct relationship that CRM has to ... Read More »

The ROI on CRM, PRM and the Value of Improving Your Sales Process.

I recently read a report from Nucleus Research that said: “With a return of $5.60 for every dollar spent, investing in CRM is a no-brainer. Further, that investment has significant staying power. As vendors add social, marketing, analytics, and mobile access capabilities to their offerings, organizations have an opportunity to gain even more returns from CRM” Even though there has ... Read More »

8 Reasons Why CRM Projects Fail To Gain User Adoption

  CRM is not seen as business mission critical application CRM is viewed as an IT project with a lack of LOB (Line of Business) sponsorship, long term commitment and objectives Lack of measurable ROI targets Poor design – CRM does not follow best practices in business process and workflows A failure to work with experienced CRM professionals in design, ... Read More »

Team Selling

You’ve heard the saying before that there is no “I” in team. And that’s true. A team is a collection of people working toward the same goal with the single objective of successfully reaching a satisfied conclusion. However, when you’re a sales rep there’s a slightly different spin on this little pearl of wisdom. Sometimes it’s a natural tendency to ... Read More »

Cold Calling

Most sales people hate to cold call. It is frequently considered by many to be the single most stressful part of selling. So much so that many people have given up this noble and proud profession for non-selling careers. There are actually several reasons why sales reps consider cold calling one step below getting a root canal. Fear of rejection ... Read More »

Is the art of relationship-building fading in the channel?

Doing the same channel programs with partners and expecting a different result is a sign of you know what. The channel is overflowing with “me-too” channel programs. It’s very difficult to differentiate one from the other. Relationships may be the one thing that truly separates success from failure. This article may seem to talk only to vendors but partners can also leverage this information ... Read More »

The ROI on CRM, PRM and the Value of Improving Your Sales Process

I recently read a report from Nucleus Research that said: “With a return of $5.60 for every dollar spent, investing in CRM is a no-brainer. Further, that investment has significant staying power. As vendors add social, marketing, analytics, and mobile access capabilities to their offerings, organizations have an opportunity to gain even more returns from CRM” Even though there has ... Read More »

How CRM Can Solve the Challenges of Managing Partner Relationships

This article focuses on PRM – Partner Relationship Management – and the many challenges vendor organizations face during the process of finding, on-boarding and managing successful partners. We will be focusing on how CRM can be leveraged to make this job much easier. In my educational work on PRM with Adxstudio, the leading supplier of portals for the Dynamics CRM marketplace, ... Read More »