The Big Lie about Forecasting

The Big Lie about Forecasting

I was with a customer last week that is using CRM for “accurate forecasting.”  Let me say, before I go any further, that I believe that CRM can help with forecasting.  In fact I believe it can “greatly improve” forecasting.  However, I do not believe there is any such thing as “accurate forecasting.”  Let me explain:

First, for those of you who know me, I believe words mean things.  Therefore , my first approach to understanding is to look up definitions.  So a simple Google search for the definition of the word “Accurate,” and you receive the following:

ac·cu·rate

/ˈakyərit/

1. (of information, measurements, statistics, etc.) correct in all details; exact.

Continue reading →

4 Got-Yas in Switching CRM Systems

4 Got-Yas in Switching CRM Systems

So, you’re thinking about switching your CRM system for another one.  Maybe you’ve outgrown your current CRM system.  Maybe you’re looking to lower recurring payments.  Maybe your users don’t use your current system and blame it on the software.

Whatever the reason you are considering switching, CRM switches can be a very successful boost to your company or huge flop.  Considering the following will help with the transition and hopefully tip the scale to the success side: Continue reading →

The top 4 reasons why you should not implement CRM

The top 4 reasons why you should not implement CRM

1)If you are planning on devoting 90% of your time and budget to selecting and implementing CRM software, you probably shouldn’t be implementing CRM.

This point is nothing new.  You have heard it over and over again, CRM is a BUSINESS STRATEGY.  It’s about focusing on your customer by aligning your culture, process and technology.  In fact, if you have read any of my blogs, you will see that I believe CRM is only about 10% technology, the rest is culture and process.  So, if 90% of your implementation is NOT ABOUT TECHNOLOGY, for a successful CRM implementation, you need to spend considerably more time on process and culture.   Continue reading →

3 Foundational Truths to Pre-CRM Implementation Planning

3 Foundational Truths to Pre-CRM Implementation Planning

Your Internally-Devised Solution Will Look A Lot Like Your Existing Solution

I have found that the most successful CRM implementations happen when Resolv is involved early on.  This isn’t because we are mystical wizards, it’s because, as CRM facilitators, we understand what a CRM implementation will do to your sales force, your customers, and your processes.  We have first-hand experience, knowing what has worked in the past, and what hasn’t.  We can help you sidestep many mishaps that only come through years of experience.  We can guide you as to where to focus your money to achieve the greatest return on investment. Continue reading →

A history of man rejecting technology.  One big lesson to learn.

A history of man rejecting technology. One big lesson to learn.

John Henry
retold by
S. E. Schlosser

Now John Henry was a mighty man, yes sir. He was born a slave in the 1840’s but was freed after the war. He went to work as a steel-driver for the Chesapeake & Ohio Railroad, don’t ya know. And John Henry was the strongest, the most powerful man working the rails.

John Henry, he would spend his day’s drilling holes by hitting thick steel spikes into rocks with his faithful shaker crouching close to the hole, turning the drill after each mighty blow. There was no one who could match him, though many tried. Continue reading →

4 Critical Questions to Save Your Company from Quick Sand

4 Critical Questions to Save Your Company from Quick Sand

This blog talks about business that are in the condition of “Quick Sand”.  They look good on the surface, but there is constant movement beneath the surface that agitates and upsets the continuity.  Let me start by talking about real quick sand…

First What is Real Quick Sand?

Quick sand is not a particular type of sand but a condition that is happening to the sand and is not dangerous. Continue reading →

The 4 Es of CRM Success

The 4 Es of CRM Success

Whether you have a CRM system in place, or are looking to implement CRM, remember the 4 Es and you CRM success is almost assured.  Ignore them, and the only thing you will be getting from your CRM system is complaints and blame.

 1)      Enable

When you enable your users with CRM, you give them the means to accomplish their job.  It goes without saying that accomplishing this should be easier than without a CRM system.  If your CRM system is not an enablement tool for your users, it will be used only through coercion. Continue reading →

3 Crucial Business Trends to Plan for in 2014

3 Crucial Business Trends to Plan for in 2014

Business professors Gary Hamel and C.K. Prahalad have written about an experiment that was conducted with a group of monkeys.  It is a vivid story of failure.

Four monkeys were placed in a room that had a tall pole in the center.  Suspended from the top of that pole was a bunch of bananas.  One of the hungry monkeys started climbing the pole to get something to eat, but just as he reached out to grab a banana, he was doused with a torrent of cold water.  Squealing, he scampered down the pole and abandoned his attempt to feed himself.  Each monkey made a similar attempt, and each one was drenched with cold water.  After making several attempts, they finally gave up. Continue reading →

Growth By Accident?

Growth By Accident?

Richard James invented the slinky by accident (read the slinky story: http://www.slinkyprint.com/slinky_history.htm) and it became a wildly successful toy over the past 40 years.  Although some things are found by accident and become extremely successful; I am sure that is not the way you want to run your business!  It is critical for your sales and marketing force to know whether their approach is effective or not.  Continue reading →