Rarely does a week go by that we don’t hear from someone whose company is using a legacy system for CRM.
In many cases, there have been hundreds of thousands of dollars invested in the system over the years. There can be multiple integrations with other legacy systems.
A common problem with a legacy system is that sales user adoption is low. We often hear, “our salespeople enter their opportunities into CRM — but that’s about it.” (more…)
Executed correctly, inbound marketing efforts can create a flow of quality CRM leads for salespeople to follow up with.
Inbound marketing leads are of much higher quality than, say, a list of visitors to a trade show booth. However, there are still going to be a percentage of leads that some salespeople affectionately refer to as “crap”.
A crap or bad lead should be marked as Disqualified in CRM. Although, since salespeople are among the less compliant CRM users, a bad lead can sometimes be left in an Open or New state indefinitely. (more…)
CRM adoption by salespeople is generally better than it was in the era when client/server systems dominated.
The advent of cloud-based CRM systems made it easier for salespeople to access customer and prospect information from anywhere and from any device. Mobile device access has continued to improve over time.
However, the world continues to ring with complaints about CRM under-adoption. While salespeople are not the only culprits, they are the most oft-mentioned offenders. (more…)
CRM Switch is not a media company or a product review site. We are a CRM and marketing technology planning and strategy company. However, because of ongoing CRM content development efforts, we had over 200,000 visitors to our blog in 2016.
Several years ago, I took marketing thought leader David Meerman Scott’s “think like a publisher” advice to heart and started writing about CRM topics on this blog. (more…)
Sales and marketing synergy is an often covered media topic and is often discussed within organizations.
Over the years, sales and marketing departments at many companies have been at odds with one another. In some organizations, the relationship between marketing and sales is downright contentious, with each complaining about the other behind the others’ back.
It’s a well-documented problem. In fact, many people have written about the need to break down “the wall” between sales and marketing. (more…)