In 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…)
Archive for Buying CRM
Whether you’re a long-time sales leader at your company or you’re brand new to your organization, you may not have the right tools in place for viewing the activities and selling cycle progress of your sales team.
However, the president or CEO wants you to regularly report to him or her about specific sales activity and performance metrics. To get the requested information, you spend a lot of time on one-on-one calls with salespeople: asking questions, collecting spreadsheets, and compiling the information. (more…)
Because of the high cost of most CRM software, an important part of the evaluation and selection process is the CRM demo. If a vendor’s software doesn’t end up meeting your organization’s needs or is under-adopted, committing to the wrong vendor can turn out to be an expensive mistake.
The stage in your buying cycle at which you view a CRM demo is critical. Many companies schedule CRM demonstrations too soon. (more…)
Whatever you call it–scorecard, report card, feature matrix–there are certainly lots of variations on the theme. The underlying idea is to provide a method of comparing, apples-to-apples, two or more software solutions.
For the purposes of this post, we will define a CRM scorecard as a catalog of important factors to be measured.
In terms of the evaluation of CRM solutions, my experience has proven that the only effective scorecard is a custom CRM scorecard. Why? Because your company’s workflows, business rules, and priorities are different than others. (more…)
Asking the question, “what’s the best CRM software?” is similar to asking the question, “what’s the best ERP software?”
With an increasing number of CRM choices, the answer depends on the size of your organization, your business model, your systems landscape, your budget and more.
People often turn to crowd review sites or traditional review sites to find the best CRM. Some traditional review sites are limited to only those vendors that are currently participating in a lead generation program — so the vendor landscape may not be complete. (more…)
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…)
The monomyth, or hero’s journey, was derived from observing the structure of many stories that were told over the course of human history. (more…)
There’s nothing that endears long time employees to management quite like being told one day, “We’ve decided on a new CRM system. Your login will be emailed to you. Your training is scheduled for next Wednesday.” (more…)
The difference between these two CRM architectures is tightly tied to an ongoing debate over the definition of cloud computing. Some people are passionate about single-tenant CRM, while others think that anything but multi-tenant CRM is 1990’s computing. (more…)
As the company that has been mainly responsible for popularizing the inbound marketing category, HubSpot has eaten its own caviar in terms of generating a large blog and social media following from inbound marketing efforts.
Recently, HubSpot has been leveraging that following to draw attention to the newly released HubSpot CRM — so a lot of people are hearing about the application.
If you are a HubSpot customer or considering adopting HubSpot, should your sales team adopt HubSpot CRM, or should you consider a standalone CRM system? (more…)