Archive for Buying CRM

Friendzoned: Misunderstanding the CRM Sales Relationship

Friendzoned: Misunderstanding the CRM Sales RelationshipIt’s not uncommon for CRM buyers to feel a sense of surprise when they discover the true nature of their relationship with a CRM vendor.

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…)

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The Struggle Of Small Businesses With Sophisticated CRM Needs

The Struggle Of Small Businesses With Sophisticated CRM NeedsLast week I had a call with a gentleman who was having a problem that we encounter fairly regularly here: a small business with a small budget that needs enterprise-level CRM.

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…)

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3 Things That Stall The CRM Buying Process

3 Things That Stall The CRM Buying ProcessBuying CRM is a lot like getting married. That may not be the analogy that comes to mind to most people who are in the planning or evaluation phase of the CRM buying process, but allow me to explain.

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…)

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When Do You Need CRM And Marketing Automation Software?

When Do You Need CRM And Marketing Automation Software?The decision to add CRM and/or marketing automation software to your business is an important consideration, and one that should be carefully evaluated before either type of system is purchased.

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…)

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Enterprise CRM And User Satisfaction

Enterprise CRM And User SatisfactionHaving 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…)

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Don’t Buy CRM Based On Buzzwords

Don't Buy CRM Based On BuzzwordsIt 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…)

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How to Choose a CRM System

How to Choose a CRM SystemWith 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…)

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2 Things to Consider Before Buying CRM Licenses

2 Things to Consider Before Buying CRM LicensesAccording 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.

However, Gartner has also reported that, as many as 42% of CRM user licenses bought are never used (more…)

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5 Ways CRM Provides ROI For Your Business

5 Ways CRM Provides ROI For Your BusinessAt some point, the decision on whether or not to invest in a product for your business comes down to one simple question: will it be worth the return on investment?

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…)

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