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.
I frequently will ask my clients early in their CRM evaluations to provide me with what they want from CRM. What I frequently get back is a long list of features. This includes linking with Outlook, web-based, mobile capability and so on. These features are all great, but I urge you to take another step back and focus first on the processes you want to improve with CRM. Frame your wish list with these needs in mind.
CRM has become a commodity due in part to the rise of cloud-based offerings, which have made the technology cheaper and easier to develop and adopt.
If you missed the recent SalesProcess360 webinar, ROI from CRM: 3 Takeaways in 30 Minutes, access the on-demand video here.
MDM recently spoke with me about getting the most from your existing technology for its annual Distribution Trends Special Issue, out now at mdm.com. I spoke with Associate Editor Eric Smith about the importance of starting with processes, not systems, when considering new technology.
Join me for a quick 30-minute webinar on June 23, 2-2:30 ET, based on my new book ROI for CRM: It’s About Sales Process, Not Just Technology.
I’m excited to announce my new book, ROI from CRM: It’s About Sales Process, Not Just Technology, is now available from MDM. Order your copy here.
My goal with this book was to provide simple yet effective strategies to get the most from customer relationship management. When you read this book, you will learn how to approach CRM as a system for leveraging knowledge throughout your business, and gain an edge with a revamped sales process and engaged team.
Manufacturer visits can be a pain point for distributors. The good (and maybe for some, surprising) news: They can be managed with your CRM system.
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.