CRM Webinars

CRM Webinars

We have two great webinars for you!

What is CRMChoosing the right CRM for your organization

Whether you are implementing CRM for the first time, or looking to replace an existing CRM application, this webinar is for you.  During the webinar we will discuss the foundation for a successful CRM software implementation.

During this 1 hour webinar we will discuss:

  • How to define your sales strategy and processes
  • Realistic goals for CRM
  • How to best achieve your goals

The main learning points for this webinar are:

  • Define the process of CRM selection
  • List pitfalls many organizations fall into while looking for CRM
  • Understand the different delivery options for CRM
  • Discuss when to integrate accounting data into CRM

Foundational CRMGetting more out of Salesforce (or any CRM)

In this one hour webinar we will review how to achieve maximum utilization of your CRM system.  We will discuss how to ensure CRM is in alignment with your corporate goals, processes, and culture.

With optimized CRM you will experience:

  • Maximized user adoption
  • Effective processes
  • Increased customer retention
  • Improved customer service
  • Greater employee satisfaction

Indicators that you could use your CRM system more fully:

  • There are many disconnected databases
  • There are still a lot of manual processes
  • There are still many Microsoft Excel spreadsheets or Microsoft Access databases in use
  • Real time data is a distant dream – the data you see is old by the time you see it
  • There is a lack of interoffice communication regarding customer data
  • There is no one place to see all that you need to know about a customer

The main learning points for this webinar are:

  • Look at reasons for CRM “failure”
  • Discuss increasing user adoption
  • Understand CRM strategy
  • 3 tips to accelerating your CRM in the next 3 months

 

It may be that you cannot wait for a webinar.  That is fine, let us guide you through your CRM journey.  Contact us at 920-730-1300 to discuss the next step in your CRM roadmap.

 

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Why I Believe You Need a CRM Strategy, and How to Create One

Why I Believe You Need a CRM Strategy, and How to Create One

In my earlier blog post, CRM Selection in 4 (Huge) Steps, I gave a brief overview of the four main steps to CRM selection. Since that post, I have been in several discussions as to whether the first step, defining your CRM strategy, is needed. I will attempt to highlight what a CRM strategy is and why you need it.

My biggest argument for developing a CRM strategy is the age-old adage, “if you don’t know what you’re aiming for, you will hit it every time.” I have said it may times, if your goal is to implement CRM, implementing CRM will be the accomplishment of that goal; however, your company may see little or no benefit from the action of implementing CRM.

Continue reading →

Who is your real customer?

Who is your real customer?

 As manufacturers put together their marketing plan for next year they often find themselves in a bit of a quandary in defining who their “real” customer is. More-often-than-not manufactures have little direct contact with the end user of their product. They sell through a distributor who sells to a purchasing agent, neither of whom are the end-user of their product. This makes putting together a marketing plan rather difficult, especially if the manufacturer’s product does not end up on a retail shelf. Continue reading →

Top 4 Things Executives do that Kill CRM

Top 4 Things Executives do that Kill CRM

In their haste to increase user adoption and achieve ROI from CRM, executives sometimes set-up roadblocks to their own success. That’s right, company executives can frequently be the speed bump hampering their CRM success.

Dead CRMHow can this be?  The issue to companies’ lack of success with a CRM implementation comes subtlety after implementing a CRM software.  For some reason, with the implementation of CRM software, companies shift the focus from results to CRM software utilization. Let me give you four examples: 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 →

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 →

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 →

CRM, easy as riding a bike?

CRM, easy as riding a bike?

Let me ask you a simple question.  Would you say that using your CRM system is easier than riding a bike?  Is it easier than driving a car?  Most of the time when I ask this, the answer to both questions is no, CRM is definitely more difficult than riding a bike or driving a car.

No kidding, your CRM system is more difficult than riding a bike or driving a car?  So let me ask you this, which did you spend more time learning to do, ride a bike, drive a car, or use your CRM system? Continue reading →

Great Expectations for Outside Sales usage of CRM

Great Expectations for Outside Sales usage of CRM

Setting realistic goals is critical for a successful CRM implementation.  However, just as critical is having realistic expectations.  What’s the difference?  A goal is what you hope to achieve through the implementation of a CRM system, an expectation is the anticipation of an occurrence.  For example, a company may have the goal of increasing quote conversion by 5%.  The expectation is that the sales people will enter their quotes/opportunities into the CRM system and keep them up to date.

Over the last 15 years, I have had the privilege of consulting with 100s of companies as they set realistic goals and expectations for CRM.  The goal of the next few paragraphs is to help my readers understand what is realistic in the realm of user expectations of your outside sales representatives. Continue reading →