Before you can use CRM to sell to customers, you need to sell your employees on the idea of CRM. You need to get them to adopt it, learn it, and use it consistently on a daily basis. To do this, it’s helpful to view your employees as your customers when you’re looking for a new CRM system. (more…)
Archive for Buying CRM
After a long period of courtship, followed by a quick marriage (the sale), they’re often surprised to find that the CRM vendor is no longer a major part of the relationship. (more…)
After speaking with him for about half an hour, I realized that it might be a good subject for discussion here in the hope that others with the same problem might find some guidance. (more…)
Like getting married, when businesses buy a CRM solution their intention is to only do it once. But sometimes, just like a couple that’s been engaged for a few years but still hasn’t set a date, the CRM buying process gets stalled out. (more…)
Depending on which solutions are chosen, integrating CRM and a marketing automation platform can present a fresh set of challenges, and so it’s a good idea to clearly understand the purpose of each one individually, and the goal of having the two systems working together. (more…)
Having CRM, using CRM, and being happy with CRM are all very different, yet related, topics. One of the hardest aspects of a CRM system to quantify is user happiness–how do you measure satisfaction? You could rely solely on internet reviews, but there’s a lot of marketing spin out there. Those reviews may not give you an accurate picture of what “Bob in sales” really thinks of the system. (more…)
It happens to the best of us. Though the CRM buying process is very different than buying consumer products, one of the common denominators is the tendency of both vendors and salespeople to pitch their products with buzzword-heavy lingo. When we, as buyers, get caught up in the pitch and start relying on fancy language and the occasional bit of sales hyperbole, it’s easy to get carried away and make a purchase that’s not entirely based on our needs. (more…)
With many people having gone through or currently going through process of choosing a new CRM system for their enterprise, a highly competitive CRM vendor environment has emerged over the last few years.
While healthy competition ultimately benefits all organizations, an abundance of marketing messages make it more difficult for those tasked with selecting the right CRM solution for their company to achieve the optimal outcome. (more…)
According to research and advisory firm Gartner, Customer Relationship Management is a $20.6 billion industry, predicted to grow to $36 billion by 2017. Clearly, organizations are spending a great deal on CRM systems as they continue to appreciate its contributions to both customer acquisition and retention, as well as its implications in the big data movement.
Most CRM software costs money and, like anything you spend money on, you expect a positive ROI. With some business products, it can take years to start seeing that. (more…)