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4 Resources for

fixing crm

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Fixing CRM (Pt. 3): NO DATA ENTRY!: Fixing CRM (Pt. 3): NO DATA ENTRY!Making CRM work for the rep...I am not convinced that CRM Vendors think sales people are stupid. Maybe my opinion is too biased because I started my career as a sales rep and now am part of a company that adds value to...; Tags: CRM, CRM system, data entry, Fixing CRM, Pt. 3, rep; Discussion threads 2008-03-20
Fixing CRM (Pt. 2): A Simple Process.: Fixing CRM (Pt. 2): A Simple Process.The Power of a Simple ProcessIt's very important to emphasize a simple approach to selling. When you prepare to deploy a CRM system, you should consider creating a process that is natural, easy, and allows for scaling. The key steps in the sales...; Tags: Fixing CRM, Pt. 2, sales; Discussion threads 2008-03-19
Fixing CRM (Pt. 1): Rename It.: Fixing CRM (Pt. 1): Rename It.RE: Fixing CRM (Pt. 1): Rename It.Sales people will accept CAS "Computer Assistant Selling" better than CRM: it puts them into control over the sales process.Sales people need to build the realtionships and do the selling.They need all the informtion available:- the background...; Tags: CRM, Pt. 1, sales, Fixing CRM, SFA; Discussion threads 2008-03-17
Fixing CRM (Pt. 4): The BIG Payoff!: Fixing CRM (Pt. 4): The BIG Payoff!RE: Fixing CRM (Pt. 4): The BIG Payoff!CRM is a failure. It is not the sales forces' fault. It is a huge let down to all that were mislead to its capabilities. Also, it is sad that some managers still misunderstand...; Tags: Customer relationship management (CRM), Advertising & Promotion, Sales force management, Pt. 4, Fixing CRM, big payoff, payoff; Discussion threads 2008-08-09

Additional Resources

Fixing CRM (Pt. 1): Rename It.: Last week, in the post "Why Sales Reps Hate CRM," I promised to fix CRM and make it into something useful. This is going to take a few posts, so bear with me. Product names are important. Companies spend millions of dollars trying to...; Tags: Customer Relationship Management (CRM), Sales Force Automation (SFA), Sales Force Management, Sales Strategy, Even Better Term, Computer Assisted Selling, Product Name, CRM, SFA, Sales Force, Enterprise Software, Sales, Software, Geoffrey James; Blog posts 2008-03-17

Fixing CRM (Pt. 2): A Simple Process.: CRM is worse than useless if your sales process is so complicated that nobody follows it. So the next step to fixing CRM is to have a sales process that makes sense and is extremely simple. As suggested by the poll in my recent post "Is...; Tags: Enterprise Software, Customer Relationship Management (CRM), Advertising & Promotion, Sales Force Management, Sales Strategy, CRM, Sales, Marketing, Software, Geoffrey James; Blog posts 2008-03-18
Fixing Internal Problems: High-profile crashes almost inevitably seem to trigger internal reforms, raising the question as to whether the industry in general is acting in the preventive or reaction mode. The timeline involving events preceding and following the crash of Gulf Air Flight 072 stand as a case in point: Dec. 1999...; Tags: Gulf Air; Research articles 2001-05-07
How to Fix Your Forecasting: Since scientific forecasting isn't going to happen inside most firms, what's the best way to turn the forecasting process into something useful? It's not impossible, but it requires some extra work on the part of sales management. Here are the four steps: Redefine your sales process in terms of...; Tags: Sales strategy, Sales force management, Customer relationship management (CRM), forecasting, Geoffrey James, sales, Sales Tips, General, Blogroll; Blog posts 2007-08-03