The No. 1 reason I see that companies aren’t getting ROI from CRM is culture. This isn’t surprising: Many have 10, 20 or 30 years of culture under their belts, and bringing CRM in is a big change. They’ve been successful without CRM, so why should they change?
It will take time, but you can clear the culture barrier.
One-dimensional account profiling, typically using A, B, C or D based on the current business from each customer, is a step in the right direction. But if you want to take a more proactive approach to uncover new opportunities with existing and potential customers, take your profiling a step further.
In the second webcast of the MDM-SalesProcess360 quarterly series, Brian Gardner, author of ROI from CRM: It’s About Sales Process, Not Just Technology, will home in on a critical part of that process: sales opportunity management.
With so many options to choose from, selecting the CRM system that best fits your company can be time-consuming and exhausting.
The key: Build a solution around your business, not just what the vendor offers. Sure, their software may have plenty of bells and whistles, but if those added features don’t cater to the needs of your company (or worse, if they’re inefficient and distracting), there’s no reason to invest in them.
Join Reed Stith, our newest addition to the SalesProcess360 team, for a quick 30-minute webinar on sales opportunity management on Oct. 28 at 11-11:30 ET.
In this webinar, Stith will provide three practical insights to guide your team as it shifts from a reactive to a proactive mindset when it comes to acting on sales opportunities in both existing and new accounts.
Did you miss this webinar? Register and watch it on-demand!
At SalesProcess360, we put a premium on processes around the front end of the sales cycle, which includes lead and opportunity management.
Quotes and orders make up the back-end of the sales cycle, and that is where most distribution companies spend their time.
What’s wrong with managing at the quote stage?
Training is important when you’re first embarking on a CRM journey. But if you’ve had CRM in place for several years and you’re still not seeing the results you want, it’s not too late to train.
In my speaking engagements, I frequently ask the audience whether they have implemented CRM. And then I ask who feels they are getting ROI from CRM? Very few say they are getting ROI – maybe 10 percent of the room on average.
So why aren’t companies getting what they want out of CRM? What are the common pitfalls?
Join me for a free MDM Webcast, ROI from CRM: 3 Dos and Don’ts to Transform Your Sales Process, on Aug. 25 at 1 p.m. ET.
The webcast is the first in a quarterly series from MDM and is based on my book, ROI from CRM: It’s About Sales Process, Not Just Technology.
I was recently featured in two top industry podcasts, talking about how distributors and manufacturer reps can get ROI from CRM.
Get insights based on decades of experience in industrial markets, including why you should think beyond outside sales, how to take a proactive approach to sales opportunities and how to let sales process drive your CRM wish list.