5 Ways To Boost CRM Adoption By Your Sales Staff

Save this PDF as:

Size: px
Start display at page:

Download "5 Ways To Boost CRM Adoption By Your Sales Staff"

Transcription

1 Whitepaper 5 Ways To Boost CRM Adoption By Your Sales Staff Chris Bucholtz

2 ...but what s in it for the sales staff? Executive summary Sales managers usually have no problem grasping the value of CRM it presents sales data in an easily-digested format that allows them to adjust programs, processes and people to optimise selling. Simple. Salespeople however, often view CRM as a hindrance and a way for the sales manager to shift his or her work on to them. In reality, CRM is as helpful to sales staffers as it is to managers, if used right. But for that to happen, sales staff need to buy into it, and that often means that sales managers need to sell it to them. That needn t be a struggle, so long as you pitch it right, and outline the benefits for everyone. Introduction Defining what CRM is and what it s used for is crucial to its success. Because the decision makers are often sales managers rather than actual salespeople, CRM is all too often presented as a tool to make it easier for the managers to manage their sales staff. It certainly can be, but what s in it for the sales staff? They re the ones who ll spend extra time entering data, keeping them from their key task of selling and making their targets. Some also see additional data as just another way for managers to keep tabs on them, which they resent. brings success for management, but also for the entire sales team and the business as a whole. Of course, CRM is much more than a management tool and the more data that s entered into it, the more effective it is, which not only brings success for management, but also for the entire sales team and the business as a whole. So how do you get past the idea that CRM is an eavesdropping tool for sales managers and a burden on the sales staff, and instead cultivate a view that CRM is a tool that helps everyone? Simple. You have to sell the sales staff on CRM. You can do it if you re in sales, you ve probably sold things in the past with less measurable benefits than CRM. 2 5 Ways To Boost CRM Adoption By Your Sales Staff

3 Five Ideas for Selling Your Sales Staff Here are five ways to position CRM to help you show your sales team that using it will make their lives easier and their commission cheques larger. 1. CRM boosts brainpower Contact management is a very basic function of CRM, and it s a critical capability for salespeople. But with sales teams shrinking, quotas rising and sales pros constantly begging for greater numbers of marketing leads, at some point the data becomes overwhelming. No-one can hold all the pertinent contact information in their head and it can t be managed in a spreadsheet in an easily-accessible way for long before it becomes overwhelming. But once that data s entered into CRM, it s there for good accessible, and easily modified if need be. Think of it as an assistant for the sales pro s brain; instead of devoting brain power to remembering where data on prospects and customers are hiding on the desk or on the desktop, they can go to a single source, get the data they need quickly and then devote the rest of their mental energy to selling. 2. CRM helps you get organised Salespeople have complicated calendars, especially for long sales cycles, and most have their own reminder systems to help them follow up with calls or collateral when the time is right. But with just a little pressure, these home-grown systems can start to struggle. CRM builds these reminders into your daily process, and helps you standardise your sales processes so that you never forget a follow-up call and you can track all the calls you ve made. CRM also takes the hassle out of making reports. Weekly status updates and forecasts can be automated using CRM, so sales staff actually get more time to sell not less and managers find it easier to assemble their forecasts, giving them more time to act as coaches and mentors. 3. CRM helps everyone to work together Of course, salespeople are fiercely jealous of their accounts, but if one approach is working, why keep it yourself? Being the most successful seller on the floor doesn t count for much if your company goes bust. Tracking selling patterns shows what works; instead of the sales manager imposing best practices, salespeople can develop and share them among themselves. CRM also boosts efficiency when territories shift or when responsibilities change; instead of starting again from scratch, the record of the business s CRM also takes the hassle out of making reports. Weekly status updates and forecasts can be automated using CRM behaviour in those regions or markets is immediately available to help the sales pro who inherits them get up to speed. 4. CRM makes it easier to use social data CRM is becoming increasingly attuned to the social world and instead of having to look up a prospect or customer s social profile on LinkedIn or Facebook manually each time, socially-enabled CRM applications can pull this data into the customer record for easier access. Some CRM applications now include 5 Ways To Boost CRM Adoption By Your Sales Staff 3

4 sales intelligence tools like InsideView that automatically provide social media data each time a customer s record is opened. So instead of fishing through the entire social media world, these emerging tools allow salespeople to get the information that s most useful to them rapidly, so they can devote less time to scouring the internet, and more time to do what they do best selling. 5. CRM guarantees repeat sales The customer record is a terrific tool for customer support, helping your organisation to provide better service. It s also a big help to marketing, which can better segment the customer audience for its messages and use the data to hunt better leads. As a result, salespeople will find happier customers when it s time to renew a contract, sell a replacement product or upsell a new service. Good support and marketing can be a great boon to salespeople and directly help them with recurring business. By documenting customer relationships, salespeople are laying the groundwork for future sales. Identify the eager adopters within the sales team, and watch their wins. Strategies for Selling To Your Sales Staff Telling your staff about the benefits of CRM is one thing, but proving it is another, and you may have to break through some initial scepticism to win them over. 1. Show results Nothing beats the sceptics better than real results. So keep an eye out for early wins that used CRM. Identify the eager adopters within the sales team, and watch their wins. When a sales pro can describe how CRM helped him or her reach a sale, take notes and make sure everyone on your team hears about it. Whenever you can say CRM contributed to a closed sale, say it. Then repeat 2. Make better forecasts Committed use of CRM by all staff leads to more accurate forecasts, which can eliminate frantic quarter ends when everyone tries to make up the gulf between what s been forecast and what the actual numbers are. Better forecasting reduces the stress on sales staff and helps them increase their commissions. 3. Use carrots, not just sticks Rewards like examples of CRM successes tend to be more effective than punishments. Try using CRM in a monthly competition in which consistent users get a prize. Introducing technologies that use CRM for alerts, lead management and other functions to help salespeople can also help get them on board the CRM train. Punishments like reducing commissions on sales that weren t tracked through CRM can be effective, but they tend to reinforce the perception of CRM as a management spy. You may need both carrots and sticks to persuade everyone, but leaning toward the carrots is usually the best way to get the most out of your staff. Conclusion CRM has a lot of benefits for your business and everyone within it. But change is tough, especially when your sales team is already succeeding at what they re doing and they see new technology as a hindrance rather than a help. To help them to help you as a sales manager, you need to demonstrate how CRM can help them boost their commissions while making their lives easier. Just like selling any other product, it s important to outline the benefits of CRM for your sales staff and it really will help them to save time, increase commissions and sell. 4 5 Ways To Boost CRM Adoption By Your Sales Staff

5 About the author Chris Bucholtz is Editor-in-Chief of CRM Outsiders. Chris is a longtime journalist, blogger and CRM industry influencer. For over 17 years he s been a technology journalist for some of the industry s best print and online media. After his role at VAR Business, he became the first Editor of InsideCRM, a Focus.com brand. He then took the reigns as Editor-in-Chief of ForecastingClouds.com an online destination delivering rich content and thought leadership views regarding CRM and ERP cloud solutions. He s also a regular columnist for CRMbuyer.com and has been writing about Social CRM for the last 4 years. In his current Editor-in-Chief role, Chris is the voice of CRM Outsiders and continues the CRM Outsiders tradition of being an independent and opinionated CRM advisor, who provides trusted and useful content to the market. He uses his extensive network to encourage other CRM visionaries to contribute regularly on CRM Outsiders. About the sponsor SugarCRM is the world s leading provider of open source customer relationship management (CRM) software. Over 7,000 customers and close to a million users rely on SugarCRM to execute marketing programs, grow sales, retain customers and create custom business applications. Leading publications such as CRM Magazine, InfoWorld and eweek praise SugarCRM for its ease-of-use, flexibility and open design. SugarCRM is available in 4 different subscriptions and can be installed on-premise or can run in the cloud. For cloud deployments, customer can choose to run on Sugar On-Demand, a traditional SaaS deployment, or run on one of the leading cloud computing platforms, including Amazon EC2, IBM SmartCloud Enterprise, Microsoft Azure, or Rackspace Cloud. Sugar customers can also leverage the cloud infrastructure of one of the 350 partners around the world who resell SugarCRM. This breadth of options offers customers an unparalleled choice and control over their data and deployment. For more information visit Are you ready to transform your sales team into a sales machine? Start your free trial of SugarCRM today: Or learn more about SugarCRM via a free webcast: 5 Ways To Boost CRM Adoption By Your Sales Staff 5

6 SugarCRM Customer relationship management CRM software for business. In the cloud, online, on demand, onsite - the best sales, and mobile CRM integration North Wolfe Road SW2-130 Cupertino, CA T: F: SugarCRM Deutschland GmbH Erika-Mann-Straße Munich Germany T: +49 (0) F: +49 (0) T: +44 (0) T: +33 (0) Copyright 2012 SugarCRM, Inc. All rights reserved. SugarCRM and the SugarCRM logo are registered trademarks of SugarCRM, Inc. in the United States, the European Union and other countries. All other trademarks are the properties of their respective companies

5 Ways to Increase CRM Adoption Within Your Sales Staff

5 Ways to Increase CRM Adoption Within Your Sales Staff Whitepaper 5 Ways to Increase CRM Adoption Within Your Sales Staff Chris Bucholtz Sales managers usually have no problem grasping the value of CRM it presents sales data in an easilydigested format that

More information

5 Ways to Increase CRM Adoption Within Your Sales Staff

5 Ways to Increase CRM Adoption Within Your Sales Staff 5 Ways to Increase CRM Adoption Within Your Sales Staff Chris Bucholtz Sponsored By Contents Executive Summary...3 Introduction...3 Five Ideas for Selling Your Sales Staff...4 1. CRM is a memory accelerator...4

More information

Whitepaper. Sales Forecasting. Chris Bucholtz

Whitepaper. Sales Forecasting. Chris Bucholtz Whitepaper Sales Forecasting Chris Bucholtz Turning Data, Analysis and Process into a Realistic View of your Business s Future The sales forecast plays a vital role in your business not just giving your

More information

An Introduction To CRM

An Introduction To CRM Whitepaper An Introduction To CRM Chris Bucholtz You have probably heard the term Customer Relationship Management (CRM) but what exactly does it mean? At a high level, CRM systems make life easier. CRM

More information

CRM Total Cost of Ownership: Fees, Subscriptions and Hidden Costs. Chris Bucholtz

CRM Total Cost of Ownership: Fees, Subscriptions and Hidden Costs. Chris Bucholtz CRM Total Cost of Ownership: Fees, Subscriptions and Hidden Costs Chris Bucholtz Contents Executive Overview...3 Vendor Pricing Analysis...4 Microsoft Dynamics CRM 2011...4 Microsoft Dynamics CRM...4 Microsoft

More information

An Introduction To CRM. Chris Bucholtz

An Introduction To CRM. Chris Bucholtz Chris Bucholtz Contents Executive Summary...3 Introduction...4 Why CRM?...4 The Top 6 Things CRM Can Do For You...5 Creating A Standardized Process...5 No More Weekly Status Reports...5 Automate Your Unique

More information

Whitepaper. Cut to the Cash: How to Shorten Your Sales Cycle

Whitepaper. Cut to the Cash: How to Shorten Your Sales Cycle Whitepaper Cut to the Cash: How to Shorten Your Sales Cycle Think about it the more obstacles that stand in your sales reps way, the less time they have to close new deals. Think about it the more obstacles

More information

Whitepaper. CRM Time-to-Value. Chris Bucholtz

Whitepaper. CRM Time-to-Value. Chris Bucholtz Whitepaper CRM Time-to-Value Chris Bucholtz Achieving Early Success with Your CRM Deployment What Scares You About CRM? You re considering a customer relationship management (CRM) system for your business.

More information

Product Information. Sugar vs Zoho. Features Comparison

Product Information. Sugar vs Zoho. Features Comparison Product Information vs Zoho Features Comparison CRM Community Price / user / month $0 $35 $45 $60 $100 $0 $12 $25 Price / user / year $0 $420 $540 $720 $1,200 $0 $144 $300 User limits no limit no limit

More information

WHY CUSTOMERS CHOOSE SUGARCRM OVER MICROSOFT DYNAMICS CRM

WHY CUSTOMERS CHOOSE SUGARCRM OVER MICROSOFT DYNAMICS CRM WHY CUSTOMERS CHOOSE SUGARCRM OVER MICROSOFT DYNAMICS CRM WHY CUSTOMERS CHOOSE SUGARCRM OVER MICROSOFT DYNAMICS CRM SugarCRM is being deployed by more and more organizations over Microsoft Dynamics CRM

More information

SIX TIPS FOR PUTTING YOUR CRM INTO OVERDRIVE

SIX TIPS FOR PUTTING YOUR CRM INTO OVERDRIVE SIX TIPS FOR PUTTING YOUR CRM INTO OVERDRIVE TABLE OF CONTENTS Introduction Tip 1: Meet and Exceed Customer Expectations Every Time Tip 2: Provide the Right Data, to the Right People, at the Right Time

More information

PUTTING THE i IN CRM. Series 1: The Impact to the Sales Team. ebook

PUTTING THE i IN CRM. Series 1: The Impact to the Sales Team. ebook PUTTING THE i IN CRM Series 1: The Impact to the Sales Team. ebook Table of Contents Section I Empowering the Individual 3 Section II Management Benefits 6 of Individualized CRM Section III Expanding your

More information

CRM s Dirty Little Secret: How to Avoid CRM Sticker Shock

CRM s Dirty Little Secret: How to Avoid CRM Sticker Shock Whitepaper CRM s Dirty Little Secret: How to Avoid CRM Sticker Shock An Analysis of Fees, Subscriptions and Hidden Costs Contents Executive Overview 3 Vendor Pricing Analysis 5 Microsoft Dynamics CRM 5

More information

Creating Customer Experts

Creating Customer Experts Whitepaper Creating Customer Experts Every Customer. Every User. Every Time. Executive Summary The market for customer relationship management (CRM) software has seen strong growth over the last decade,

More information

Case Study. Bank of Marin. SugarCRM Powers Expert Lead Management System sm For Bank Of Marin

Case Study. Bank of Marin. SugarCRM Powers Expert Lead Management System sm For Bank Of Marin Case Study Bank of Marin SugarCRM Powers Expert Lead Management System sm For Bank Of Marin Expert Business Development Leverages Sugar to Support Proprietary System for Banks Bank of Marin and Sugar partner

More information

IN-DEPTH CASE STUDY. i OEM: Symphony Provides Best-in-Class CRM to Professional Services Firms

IN-DEPTH CASE STUDY. i OEM: Symphony Provides Best-in-Class CRM to Professional Services Firms IN-DEPTH CASE STUDY i OEM: Symphony Provides Best-in-Class CRM to Professional Services Firms INTRODUCTION Renowned for its success with the Advance Practice Management System, Symphony s sister company,

More information

SAP Solution Overview: SAP Cloud for Sales Sell Smarter and Engage to Win with SAP Cloud for Sales

SAP Solution Overview: SAP Cloud for Sales Sell Smarter and Engage to Win with SAP Cloud for Sales SAP Solution Overview: SAP Cloud for Sales Sell Smarter and Engage to Win with SAP Cloud for Sales SAP Cloud for Sales 1 Selling today is more complex than ever. You need to know your customer s unique

More information

The 10-Step Guide to Buying the Right CRM Solution. Chris Bucholtz

The 10-Step Guide to Buying the Right CRM Solution. Chris Bucholtz The 10-Step Guide to Buying the Right CRM Solution Chris Bucholtz Contents Executive Summary...3 Introduction...4 Three Common Mistakes to Avoid When Making a CRM Selection...4 The CRM Buying Process...5

More information

Hitting Your Numbers. Creating Sales Excellence with Commercial Open Source CRM BREAK AWAY

Hitting Your Numbers. Creating Sales Excellence with Commercial Open Source CRM BREAK AWAY Hitting Your Numbers Creating Sales Excellence with Commercial Open Source CRM BREAK AWAY It is already a given that a CRM system can help drive sales performance. So the decision to be made now is which

More information

CRM and Small Business: Smaller, Faster, Better. Chris Bucholtz

CRM and Small Business: Smaller, Faster, Better. Chris Bucholtz CRM and Small Business: Smaller, Faster, Better Chris Bucholtz Contents Executive Summary...3 Introduction...4 Signs That Your Small Business is Ready for CRM...4 What CRM Means for Small Business...5

More information

The 10-Step Guide to Buying the Right CRM Solution. Chris Bucholtz

The 10-Step Guide to Buying the Right CRM Solution. Chris Bucholtz The 10-Step Guide to Buying the Right CRM Solution Chris Bucholtz Contents Executive Summary...3 Introduction...4 Three Common Mistakes to Avoid When Making a CRM Selection...4 The CRM Buying Process...5

More information

Executive Overview CRM Vendors Considered

Executive Overview CRM Vendors Considered Su g ar C R M W hit e Pa p er CRM Vendor Pricing: A Comparative Analysis Executive Overview The way companies use and pay for customer relationship management (CRM) applications is changing. Moving from

More information

Editions Comparison Chart

Editions Comparison Chart Sugar Professional Sugar Enterprise Sugar Ultimate List price / user / month $35 $60 $150 List price / user / year (contractual term) $420 $720 $1,800 Application or user limits no limits no limits no

More information

WHY CUSTOMERS CHOOSE SUGARCRM OVER SALESFORCE.COM

WHY CUSTOMERS CHOOSE SUGARCRM OVER SALESFORCE.COM WHY CUSTOMERS CHOOSE SUGARCRM OVER SALESFORCE.COM WHY CUSTOMERS CHOOSE SUGARCRM OVER SALESFORCE.COM More and more customers are choosing SugarCRM over Salesforce.com every day. Why? That s because SugarCRM

More information

Making the Sound Choice: Avoid the Common Pitfalls when Choosing a SaaS Vendor

Making the Sound Choice: Avoid the Common Pitfalls when Choosing a SaaS Vendor Whitepaper ebook Making the Sound Choice: Avoid the Common Pitfalls when Choosing a SaaS Vendor Introduction There are many proof points to the value of using SaaS or cloud-based business applications.

More information

Minimise Your Top 5 Operating Risks with CRM

Minimise Your Top 5 Operating Risks with CRM Minimise Your Top 5 Operating Risks with CRM You might have thought that the Customer Relationship Management (CRM) is simply a sales or marketing tool, but CRM can also help you deal with the broader

More information

Your brand new CRM system won t be worth the time and money invested unless you can figure out a way of getting people to use it.

Your brand new CRM system won t be worth the time and money invested unless you can figure out a way of getting people to use it. Introduction User adoption is undoubtedly one of the biggest challenges a company will face when implementing a new CRM system. By nature, people don t like change. Whether you are retiring an old CRM

More information

TOP 10. Features Small and Medium Businesses

TOP 10. Features Small and Medium Businesses Introduction Once thought of as only relevant for enterprises, CRM technology is increasingly being used by small and medium businesses across industries. Even the smallest organizations recognize the

More information

10 Steps To Getting Started With. Marketing Automation

10 Steps To Getting Started With. Marketing Automation So the buzz about marketing automation and what the future holds for marketing in general finally got to you. Now you are ready to start using marketing automation and are not really sure where to start.

More information

Sugar Professional. Approvals + + + + Competitor tracking + + + + Territory management + + + + Third-party sales methodologies + + + +

Sugar Professional. Approvals + + + + Competitor tracking + + + + Territory management + + + + Third-party sales methodologies + + + + Professional Corporate Enterprise Ultimate List price / user / month $35 $45 $60 $100 List price / user / year (contractual term) $420 $540 $720 $1,200 Application or user limits no limits no limits no

More information

Lead Generation Quickstart Guide

Lead Generation Quickstart Guide Lead Generation Quickstart Guide 1 2 Lead Generation Quickstart Guide Copyright 2014 Mooloop Ltd All Rights Reserved You re welcome to email, tweet, blog, and pass this ebook around. But please don t change

More information

Understanding the Microsoft Cloud

Understanding the Microsoft Cloud Understanding the Microsoft Cloud by Ken Withee 2013 Microsoft Corporation. All rights reserved. Microsoft, Lync, Microsoft Dynamics, SharePoint, Windows, and Windows Azure are trademarks of the Microsoft

More information

YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM

YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM YOUR COMPLETE CRM HANDBOOK EVERYTHING YOU NEED TO KNOW TO GET STARTED WITH CRM Introduction WHAT IS CRM? CRM is much more than a buzzy acronym that s been tossed around the business and sales world for

More information

IN-DEPTH CASE STUDY. Operationalizing the Customer Journey

IN-DEPTH CASE STUDY. Operationalizing the Customer Journey IN-DEPTH CASE STUDY Operationalizing the Customer Journey INTRODUCTION WITH MORE THAN 750 CLIENTS ON ITS ROSTER, BANCVUE HAS QUICKLY EARNED A REPUTATION AS THE COMPANY THAT HELPS ITS COMMUNITY-BANK CUSTOMERS

More information

Sugar Professional. Approvals + + + + Competitor tracking + + + + Territory management + + + + Third-party sales methodologies + + + +

Sugar Professional. Approvals + + + + Competitor tracking + + + + Territory management + + + + Third-party sales methodologies + + + + Professional Corporate Enterprise Ultimate List price / user / month $35 $45 $60 $150 List price / user / year (contractual term) $420 $540 $720 $1,800 Application or user limits no limits no limits no

More information

Socialprise: Leveraging Social Data in the Enterprise Rev 0109

Socialprise: Leveraging Social Data in the Enterprise Rev 0109 Socialprise: Leveraging Social Data in the Enterprise Rev 0109 Contents I. Socialprise: Capturing Smart Insights into Agile Relationships II. Socialprise Applications: Getting the Who, What and When of

More information

Irrespective of the industry or a company s

Irrespective of the industry or a company s CREATING CUSTOMERS FOR LIFE WITH EFFECTIVE LEAD MANAGEMENT >> No business stays the same forever. Markets evolve, competitors come and go, while margins and product shipment volumes change dramatically.

More information

HOW AN EFFECTIVE CHANNEL HOSTING STRATEGY CAN INCREASE YOUR SOFTWARE SALES

HOW AN EFFECTIVE CHANNEL HOSTING STRATEGY CAN INCREASE YOUR SOFTWARE SALES HOW AN EFFECTIVE CHANNEL HOSTING STRATEGY CAN INCREASE YOUR SOFTWARE SALES In a changing market, how can traditional software vendors realise true value from software-as-aservice models by developing effective

More information

Effective B2B Selling. The Guide to Effective B2B Selling with Insights

Effective B2B Selling. The Guide to Effective B2B Selling with Insights Effective B2B Selling The Guide to Effective B2B Selling with Insights What this ebook is: It s a guide written to show professionals in Microsoft Dynamics CRM how to increase their productivity using

More information

IN-DEPTH CASE STUDY. THIS IS HOW i CRM: Audio Visual Design Group Amps Up Business

IN-DEPTH CASE STUDY. THIS IS HOW i CRM: Audio Visual Design Group Amps Up Business IN-DEPTH CASE STUDY THIS IS HOW i CRM: Audio Visual Design Group Amps Up Business INTRODUCTION When Tom Mattley came on board to grow Audio Visual Design Group (AVDG) into a powerhouse corporate design

More information

IN-DEPTH CASE STUDY. THIS IS HOW i CRM: PostNord Delivers Greater Sales and Quality Service

IN-DEPTH CASE STUDY. THIS IS HOW i CRM: PostNord Delivers Greater Sales and Quality Service IN-DEPTH CASE STUDY THIS IS HOW i CRM: PostNord Delivers Greater Sales and Quality Service INTRODUCTION When customers need quick decisions and even speedier service, it s critical to have the relevant

More information

HOW A CRM SOLUTION HELPS SMALL BUSINESSES

HOW A CRM SOLUTION HELPS SMALL BUSINESSES Book 3 of 4 HOW A CRM SOLUTION HELPS SMALL BUSINESSES PART OF THE CRM SUCCESS SERIES Introduction LEARNING ABOUT CRM Technology has changed the game for small businesses. Where department size was once

More information

Customer Relationship Management

Customer Relationship Management IBM Global Business Services CRM Customer Relationship Management Solutions from IBM Global Business Services Do you really know your customers? How do they like to interact with you? How do they use your

More information

Coaching your inside sales team to improve online lead conversion

Coaching your inside sales team to improve online lead conversion Coaching your inside sales team to improve online lead conversion Five essential tips to help them get better results As a marketer, you do the best you can to cultivate and prioritize leads so they are

More information

3 Ways to Recession Proof Your Business with CRM

3 Ways to Recession Proof Your Business with CRM CRM Expert Advisor White Paper 3 Ways to Recession Proof Your Business with CRM Despite the pressures of an economic recession this year, along with indicators reporting technology spending taking a downturn,

More information

THE POWER OF PUBLISHED BY

THE POWER OF PUBLISHED BY THE POWER OF FLEXIBLE SUSTAINABLE CRM CRM PUBLISHED BY YOUR BUSINESS. YOUR INDUSTRY. YOUR CRM. Your company is unique. You have unique processes and unique customers who have their own preferences and

More information

7 Signs You Need Advanced Analytics for Salesforce.com (or any CRM)

7 Signs You Need Advanced Analytics for Salesforce.com (or any CRM) 7 Signs You Need Advanced Analytics for Salesforce.com (or any CRM) and Why They Matter Executive Summary 2 Sure, customer relationship management (CRM) applications provide reports and dashboards. But

More information

Sage 300 ERP 2014 Get more done.

Sage 300 ERP 2014 Get more done. Sage 300 ERP 2014 Get more done. Get more done by connecting your business, providing a better customer experience, and increasing revenue. New web and mobile functionality: driving better customer experiences

More information

The Business Owner s Guide to Selecting CRM

The Business Owner s Guide to Selecting CRM The Business Owner s Guide to Selecting CRM A Publication www.collierpickard.co.uk Ltd 2014 Customer Relationship Management Many organisations turn to CRM for one of two primary reasons: They re in growth

More information

FIVE STEPS TO MANAGE THE CUSTOMER JOURNEY FOR B2B SUCCESS. ebook

FIVE STEPS TO MANAGE THE CUSTOMER JOURNEY FOR B2B SUCCESS. ebook FIVE STEPS TO MANAGE THE CUSTOMER JOURNEY FOR B2B SUCCESS ebook TABLE OF CONTENTS Executive Summary Step 1: Map the Customer Journey Step 2: Find the Gaps, Please Step 3: Create a Total Customer View Step

More information

Social media 101. Social Enterprise East of England: Boot Camp. 5 June 2014

Social media 101. Social Enterprise East of England: Boot Camp. 5 June 2014 Social media 101 Social Enterprise East of England: Boot Camp 5 June 2014 Programme How you can build a great personal social media presence Social media strategy essentials How to measure success Community

More information

Setting smar ter sales per formance management goals

Setting smar ter sales per formance management goals IBM Software Business Analytics Sales performance management Setting smar ter sales per formance management goals Use dedicated SPM solutions with analytics capabilities to improve sales performance 2

More information

Social Media for Customer Service: The Force Multiplier for Your Business

Social Media for Customer Service: The Force Multiplier for Your Business Social Media for Customer Service: The Force Multiplier for Your Business Dr. Natalie Petouhoff Sponsored By Contents Introduction...4 The Boyd Affect...4 Why Is Social Customer Service So Important to

More information

Sales Lead Brokerage Profit Plan Bonus Document

Sales Lead Brokerage Profit Plan Bonus Document Sales Lead Brokerage Profit Plan Bonus Document Introduction Hello and thanks for ordering the Sales Lead Brokerage Profit Plan through the Money Makers Reviewed website. As you ll know if you read my

More information

Social Media and Content Marketing.

Social Media and Content Marketing. Social Media and Content Marketing. A Guide for B2B Marketing Managers. On the Internet, marketing trends come and go faster than ever. Do you remember frames, flash intros, and even visitor counters?

More information

CRM On Demand now hosted locally in Europe. An Oracle White Paper 2011

CRM On Demand now hosted locally in Europe. An Oracle White Paper 2011 CRM On Demand now hosted locally in Europe An Oracle White Paper 2011 Innovation, fuelled by the rapid development of new technologies, continues to drive competitive advantage in the area of customer

More information

Enterprise Grade CRM on Cloud

Enterprise Grade CRM on Cloud www.efffiasoft.com TAKE YOUR BUSINESS TO THE NEXT LEVEL WITH EFFIASOFT S Enterprise Grade CRM on Cloud Customer Relationship Management A comprehensive, easy-to-use, customizable and integrated solution

More information

Why You Shouldn t Pay For Sales Leads

Why You Shouldn t Pay For Sales Leads Exclusive Whitepaper Insider For New Home Salespeople & Aging-In-Place Providers Why You Shouldn t Pay For Sales Leads Steve Hoffacker 1 Whitepaper: Why You Shouldn t Pay For Sales Leads Steve Hoffacker

More information

Business Partner Brochure. Become a Business Partner and share the Maximizer success!

Business Partner Brochure. Become a Business Partner and share the Maximizer success! Business Partner Brochure Become a Business Partner and share the Maximizer success! Through Maximizer CRM, the team is able to target end users at the relevant time, increasing sales revenue and driving

More information

Marketing to the Masses with SugarCRM

Marketing to the Masses with SugarCRM Marketing to the Masses with SugarCRM Marketers are facing a more challenging environment than ever. Not only has the number of campaigns and general marketing activities increased inside most organizations,

More information

A Buyer s Guide to Enterprise Performance Management Suites

A Buyer s Guide to Enterprise Performance Management Suites White Paper A Buyer s Guide to Enterprise Performance Management Suites Seven Key Requirements in Choosing an EPM Solution Table of Contents Seven key requirements to evaluate in an EPM solution 3 1. Breadth

More information

AN INTERVIEW WITH PAUL WEBER OF INTERACTIVE INTELLIGENCE, ON CHANNEL PARTNER RECRUITMENT

AN INTERVIEW WITH PAUL WEBER OF INTERACTIVE INTELLIGENCE, ON CHANNEL PARTNER RECRUITMENT AN INTERVIEW WITH PAUL WEBER OF INTERACTIVE INTELLIGENCE, ON CHANNEL PARTNER RECRUITMENT Russell Bennett Principal UC Insights http://www.ucinsights.com/ russell@ucinsights.com This is Russell Bennett

More information

4 ways to grow your small business with Salesforce CRM

4 ways to grow your small business with Salesforce CRM 4 ways to grow your small business with Salesforce CRM Contents Executive Summary... 2 Make everyone more productive... 2 Customize: Make Salesforce CRM work the way you do... 2 Organize: Centralize your

More information

7 big breakthroughs in 2014 for sales

7 big breakthroughs in 2014 for sales 7 big breakthroughs in 2014 for sales Get to the future, faster. Your sales team will thank you. To grow revenue, you need more than a simple Customer Relationship Management (CRM) application. That s

More information

Top Marketing Influences on Enterprise Cloud Solutions Buyers Part 2 of the Continuing Cloud Computing Evolution April 2013

Top Marketing Influences on Enterprise Cloud Solutions Buyers Part 2 of the Continuing Cloud Computing Evolution April 2013 Top Marketing Influences on Enterprise Cloud Solutions Buyers Part 2 of the Continuing Cloud Computing Evolution April 2013 1 Goal: Learn how marketing influences large and medium-sized (LME) cloud buyers

More information

Opportunity or threat? How IT organisations should view the cloud - and respond

Opportunity or threat? How IT organisations should view the cloud - and respond White paper Opportunity or threat? How IT organisations should view the cloud - and respond For decades, IT consultants, resellers and integrators have proved invaluable to technology vendors. They've

More information

Sage CRM I White Paper. Enhance Your Business Relationships With Sage CRM

Sage CRM I White Paper. Enhance Your Business Relationships With Sage CRM I White Paper Enhance Your Business Relationships With Accelerate Your Performance With True 360 Business Visibility Imagine: Your top sales professional calls your best customer to sell him a new product.

More information

Your Complete CRM Handbook

Your Complete CRM Handbook Your Complete CRM Handbook Introduction Introduction Chapter 1: Signs You REALLY Need a CRM Chapter 2: How CRM Improves Productivity Chapter 3: How to Craft a CRM Strategy Chapter 4: Maximizing Your CRM

More information

successful email marketing design

successful email marketing design successful email marketing design At Bigfork we are saddened to see so many marketing emails with poor content and design. These things ruin click-through rates and bore most folk into unsubscribing. This

More information

How can you ensure CRM really delivers on its promises? May 2012

How can you ensure CRM really delivers on its promises? May 2012 May 2012 The promise of CRM Type the words Promise of CRM into Google and you ll find that industry experts have been bemoaning CRM s failure to deliver on its promises for more than a decade. And yet,

More information

25 Questions Top Performing Sales Teams Can Answer - Can You?

25 Questions Top Performing Sales Teams Can Answer - Can You? 25 Questions Top Performing Sales Teams Can Answer - Can You? How high growth businesses use Sales Force Automation to drive success The best performing sales teams can answer the sales management questions

More information

Sage 100 ERP 2014 Connect your business.

Sage 100 ERP 2014 Connect your business. Sage 100 ERP 2014 Connect your business. The foundation for connecting your business to provide a better customer experience, increase revenue, and make better business decisions New web and mobile functionality:

More information

Your relationships. Your information. Your CRM.

Your relationships. Your information. Your CRM. Your relationships. Your information. Your CRM. Your relationships. Your information. Your CRM. In short, this means CRM without compromise. Your processes for identifying prospects, acquiring customers,

More information

How CRM Solves These 5 Business Challenges

How CRM Solves These 5 Business Challenges How CRM Solves These 5 Business Challenges Here are 5 examples to demonstrate why organisations implement Customer Relationship Management strategies, and how professionally implemented CRM systems resolve

More information

Beyond the Referral: The Growing Role of Customer Advocates in Technology Marketing

Beyond the Referral: The Growing Role of Customer Advocates in Technology Marketing Beyond the Referral: The Growing Role of Customer Advocates in Technology Marketing Barb Pfeiffer Senior Consultant & Chief Channel Expert The Partner Marketing Group Beyond the Referral: The Growing Role

More information

Pivotal CRM for Small and Mid-Sized Business. Big Benefits. Small Price.

Pivotal CRM for Small and Mid-Sized Business. Big Benefits. Small Price. Pivotal CRM for Small and Mid-Sized Business Big Benefits. Small Price. Before Pivotal CRM, we were like an eight-cylinder car that was operating on only two cylinders. When we jumped into Pivotal CRM,

More information

sponsored by White paper What can CRM bring to your business? A study of the benefits offered by CRM across all areas of the business

sponsored by White paper What can CRM bring to your business? A study of the benefits offered by CRM across all areas of the business sponsored by >> White paper What can CRM bring to your business? April 2011 A study of the benefits offered by CRM across all areas of the business Contents Executive summary p 3 The evolution of CRM p

More information

Download: Best Practices for Successful Partnerships

Download: Best Practices for Successful Partnerships Download: Best Practices for Successful Partnerships Introduction You finally have the product or solution that you have been pouring your heart and soul into finished and market ready. You now need to

More information

Why Work with an Independent CRM Consultant?

Why Work with an Independent CRM Consultant? pressmaster Fotolia.com Why Work with an Independent CRM Consultant? mareeba white paper Why Work with an Independent CRM Consultant? Mareeba Ltd St Mary s Court, The Broadway, Amersham Bucks HP7 0UT Phone:

More information

Learning to Delegate

Learning to Delegate Learning to Delegate Overview Tips for managers on how to delegate Why is delegation necessary? Why do many managers have a hard time delegating? What to delegate What not to delegate How to delegate Give

More information

Overview & Highlights- Maximizer CRM Live

Overview & Highlights- Maximizer CRM Live Overview & Highlights- Maximizer CRM Live In today s world, businesses need a tool that helps flourish client relationships. Maximizer CRM Live is that tool for our firm. Maximizer CRM Live saves money,

More information

Best Practices. How to Turn Leads Into Sales. Powered by. About this document

Best Practices. How to Turn Leads Into Sales. Powered by. About this document Best Practices How to Turn Leads Into Sales Powered by About this document As part of our commitment to our valued customers this document was produced to help lead recipients attain the highest level

More information

THREE KEYS TO COST-EFFECTIVE SECURITY FOR YOUR SMALL BUSINESS

THREE KEYS TO COST-EFFECTIVE SECURITY FOR YOUR SMALL BUSINESS THREE KEYS TO COST-EFFECTIVE SECURITY FOR YOUR SMALL BUSINESS Learn more about Symantec security here OVERVIEW Data and communication protection isn t a problem limited to large enterprises. Small and

More information

The Ultimate Guide to B2B Lead Nurturing

The Ultimate Guide to B2B Lead Nurturing The Ultimate Guide to B2B Lead Nurturing What is Lead Nurturing? Your current database is a goldmine. By focusing on the leads you already have, you have the potential to apply the kind of strategies that

More information

new agent guidebook Copyright 2011 BreakthroughBroker.com

new agent guidebook Copyright 2011 BreakthroughBroker.com new agent guidebook Copyright 2011 BreakthroughBroker.com (INTRODUCTION) You are the business. Real estate school may have filled your head with the knowledge necessary to be an effective student of the

More information

CRM SOFTWARE EVALUATION TEMPLATE

CRM SOFTWARE EVALUATION TEMPLATE 10X more productive series CRM SOFTWARE EVALUATION TEMPLATE Find your CRM match with this easy-to-use template. PRESENTED BY How To Use This Template Investing in the right CRM solution will help increase

More information

Not Your Billing System

Not Your Billing System Zuora: Build Your Business, Not Your Billing System A Neovise Vendor Perspective Report Introduction The primary objective for any business organization is to deliver value to its customers at a profit.

More information

On-Demand CRM Executive Brief

On-Demand CRM Executive Brief On-Demand CRM Executive Brief Five Key Measurements to Monitor Sales Productivity Moving from Art to Science www.tatacommunications.com/enterprise/saas/crm.asp For many, the art of selling is just that

More information

MARKETING ACTION PLAN

MARKETING ACTION PLAN MARKETING ACTION PLAN Copyright 2011 BreakthroughBroker.com (INTRODUCTION) You: The Brand You can t think of yourself as just a real estate agent. Real estate agent is an occupation. If you re simply treating

More information

What to consider before investing in Recruitment Software

What to consider before investing in Recruitment Software What to consider before investing in Recruitment Software Finding the best recruitment software for your company is one of the biggest decisions a recruitment organisation will make and is one that is

More information

5IMPROVE OUTBOUND WAYS TO SALES PERFORMANCE: Best practices to increase your pipeline

5IMPROVE OUTBOUND WAYS TO SALES PERFORMANCE: Best practices to increase your pipeline WAYS TO 5IMPROVE OUTBOUND SALES PERFORMANCE: Best practices to increase your pipeline table of contents Intro: A New Way of Playing the Numbers Game One: Find the decision maker all of them Two: Get ahead

More information

Attract Prospects, Win New Customers, Increase Repeat Business. Sales Marketing Customer Service & Support

Attract Prospects, Win New Customers, Increase Repeat Business. Sales Marketing Customer Service & Support In today s customer-led economy, sustaining your company s growth stems from: Empowering staff to manage, distribute and access the sales, marketing and service information that makes business move forward.

More information

5 Things Growing Businesses Need to Look for in CRM Software

5 Things Growing Businesses Need to Look for in CRM Software CRM Buying guide 5 Things Growing Businesses Need to Look for in CRM Software Innovative businesses seeking to take control of the total sales cycle through innovative interactions and value-driven platforms

More information

ENGAGEMENT. Special Report ACCELERATION. Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST

ENGAGEMENT. Special Report ACCELERATION. Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST ENGAGEMENT Special Report ACCELERATION Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST Dreamforce 2014 Cool Tools & Wrap-up Report Special Report Salesforce s big news at this year s Dreamforce

More information

Professor: David Shepherd

Professor: David Shepherd CLASS 11 Taking Your Sales Process Inbound Professor: David Shepherd Inbound Certification Brought to you by HubSpot Academy 1 WHAT IS INBOUND SALES? TRADITIONAL INBOUND vs. TRADITIONAL INBOUND Cold

More information

Why don't CRMs work? and how can you buck the trend?! ConversationalCRM - 13 January 2014. WHY DON'T CRMS WORK? - ConversationalCRM

Why don't CRMs work? and how can you buck the trend?! ConversationalCRM - 13 January 2014. WHY DON'T CRMS WORK? - ConversationalCRM Why don't CRMs work? and how can you buck the trend? ConversationalCRM - 13 January 2014 1 Introduction It s a given that CRM is essential to any sales team these days yet very few seem to meet their expectations

More information

Marketing Director s Guide to Selecting CRM

Marketing Director s Guide to Selecting CRM The Marketing Director s Guide to Selecting CRM A Publication www.collierpickard.co.uk Ltd 2014 Forging the Future As Marketing Director the responsibility for deciding the future direction of your organisation

More information

Systems Integrators in the Cloud Era

Systems Integrators in the Cloud Era Systems Integrators in the Cloud Era Embracing the Future @DChappellAssoc Copyright 2014 Chappell & Associates SIs in the Cloud Era The SI world is changing The cloud brings new opportunities and new threats

More information

RESEARCH NOTE NETSUITE S IMPACT ON MANUFACTURING COMPANY PERFORMANCE

RESEARCH NOTE NETSUITE S IMPACT ON MANUFACTURING COMPANY PERFORMANCE Document K59 RESEARCH NOTE NETSUITE S IMPACT ON MANUFACTURING COMPANY PERFORMANCE THE BOTTOM LINE When Nucleus analysts investigated the use of NetSuite by manufacturers, they found these companies were

More information

40 Tips for Evaluating and Purchasing New ERP and Business Management Software

40 Tips for Evaluating and Purchasing New ERP and Business Management Software 40 Tips for Evaluating and Purchasing New ERP and Business Management Software Essential Things to Consider When Selecting the Right Financial Accounting and ERP Software for Your Company Your financial

More information