Low CRM Adoption by Salespeople: The Quest for a Cure

Cure for low CRM adoptionCRM 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…)

Posted in: CRM Value

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6 Levels of CRM Expenses

Six Levels of CRM ExpensesThe cost of a CRM subscription is not the only component of CRM expense. In fact, depending on the size of an organization and/or the complexity of requirements, there can be at least six different levels of CRM expenses.

Below is a chart and an associated table of CRM related expenses over a three year period for a hypothetical company with 50 CRM users. The chart and table are embedded from this spreadsheet. Feel free to save this as a Microsoft Excel spreadsheet or to make a copy in Google Sheets. From there, you can plug in your own user count and assumed per user costs. (more…)

Posted in: Buying CRM

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Our Most Popular CRM Content of 2016

2016 CRM ContentCRM 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…)

Posted in: CRM

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CRM Company Headquarter Locations – A World Map

CRM Company HeadquartersIn a flat world, does it matter to a CRM buyer where a CRM company is headquartered?

Generally not. However, there are cases in which the location of a CRM company can influence a CRM buying decision.

An emerging brand is often better marketed in its local area than in others. A small business owner in St. Louis is far more likely to have heard of Less Annoying Software than a small business owner in Seattle. Conversely, someone in Seattle is more like to have heard about PipelineDeals than someone in St. Louis. (more…)

Posted in: CRM Industry

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8 Reasons Why You Should Never Develop a CRM RFP

CRM RFPTraditionally, the RFI/RFP process has served to help buyers at companies understand important feature/functionality differences between multiple vendor solutions, so that a large group of potential vendors can be whittled down to a short list. An RFP can also represent an initial round of vendor scoring. RFPs have even been used to disqualify vendors early on. (more…)

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What Do CRM Professional Services Cost?

CRM Professional Services CostCRM user license costs are only part of the initial cost of a CRM system. Another cost is CRM professional services.

Some companies make the decision to self-implement their CRM system. This is usually because there are people in-house who provide a combination of CRM-related business analysis experience and the right level of technical aptitude to manage tasks ranging from system configuration to data migration.

Many companies look to third parties to perform some or all of their CRM implementation. Unlike the cost of CRM user licenses, the cost of CRM services is not based on straightforward unit pricing.

In fact, there is a very large range in what organizations pay for CRM professional services. Some companies use CRM with only some minor changes to the systems’ out of the box configuration. Other companies consolidate functionality from multiple legacy database systems into their CRM system and develop custom integrations. These companies can end up spending well into five figures over the course of time. (more…)

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Sales and Marketing Synergy: How Can it Be Achieved?

Sales and Marketing SynergySales 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…)

Posted in: Business Management

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Technology Evaluation: A Technological Exercise?

Technology Evaluation Hammer ConsultantERP, CRM, Martech, Intranet, LMS and eCommerce are some of the technology categories commonly associated with a formal technology evaluation process.

A thorough technology evaluation is often an in-house effort, but many companies contract with third parties for assistance with an evaluation.

Why do some companies bring in a third party? They may not have the inclination to do the requisite staff interviews. They may not have time to research the market for a short list of potential solutions. (more…)

Posted in: Business Technology

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8 CRM Administration Best Practices For Newbies

CRM AdministrationWith the prolific adoption of CRM systems over the last several years, there has been an ever-increasing need to find qualified people to take on CRM administration duties.

For larger organizations, “CRM Administrator” is often a full time job. For smaller companies, CRM administration can be one of many areas of responsibility for the person assigned to the role.

In either case, CRM administration can be a new set of responsibilities for many people. Here are eight best practices to consider for anyone who is new to the role. (more…)

Posted in: CRM Administration

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5 Reasons to Define Your CRM Requirements First

CRM Requirements FirstIn the CRM purchasing process, a common sequence of events for CRM buyers is to first go through a round of vendor demos and to then decide on and commit to a specific CRM vendor. After the purchase of the CRM system, the next step is to go through the exercise of defining detailed CRM requirements. Finally, a CRM implementation is performed based on those defined requirements. (more…)

Posted in: Buying CRM

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