CRM is Key to Getting, Growing and Keeping Customers
Customer Relationship Management, or CRM, is the backbone of any business. That sounds like a bold statement, but it is true. Think about it: when you bought goods or services you might have done so because of how helpful someone at the store was to you, right? Or think about when you call in to …
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How Does One Best Evaluate / Justify a CRM System Investment?
Most software ROI calculations are built off of two tenets: sell more or cut cost. The problem that most organizations run into is that they have no solid numbers to address either; “sell how much more”, or “save how much time” are elusive concepts. I suggest that there are three fundamental business objectives that …
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Buyers Involving Sales People Later in New Buying Cycle
It’s true when they say “the only constant in life is change.” This applies to every aspect of business including when it comes to your sales cycle. Consumers today have virtually unlimited access to information right at their fingertips and this is affecting the way they purchase their products and services. More educated buyers have …
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Don’t Get Left Out of the Loop – Get Into the New Sales Cycle
Now more than ever, the customer has the power in their buying cycle. With a limitless supply of information and digital media platforms available to them, they are empowered to interact with companies in only the way that they want to. User-generated online content is a strong influencer on a consumer’s buying process. The buying …
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How CRM Helps Marketers Make Sense of Big Data
The problem with business data today is that it’s big – and it’s getting bigger. According to an article on the Huffington Post by BrightEdge CEO and Founder, Jim Yu, 92% of the world’s data was created in the last two years. No doubt, that includes some data about your current and potential customers that …
Is an Integrated Marketing Automation and CRM System Right for You?
Marketing Automation software serves a company's marketing department beyond what a CRM system does, and a CRM system serves sales and other departments. When integrated, Marketing Automation and CRM tools enhance each other, resulting in even more and better-qualified leads and, ultimately, more sales and satisfied customers. If you have one of these productivity tools, …
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Why CRM Gets a Bad Reputation
A successful CRM system starts with an understanding of the processes you want to improve. Automation, such as CRM, won't fix an inefficient process. For this analysis, it is important that someone at your company looks at your business operation as a whole. If such a person doesn’t exist, then pay an outside expert or, …
Forgetting CRM Software is Like Forgetting the Turkey on Thanksgiving
Every year our phones start ringing the Monday after Thanksgiving. The message - can you help us pull together our data for getting out our holiday cards? Over the years I have come to believe that this question is the single-best indicator of how much an organization needs CRM. As companies pass around Excel files trying …
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Don't Over-Communicate with Marketing Automation
Managing marketing campaigns, building templates and landing pages, tracking results, and reviewing website visits can be a bit overwhelming. With hundreds or thousands of leads to manage, how do you create and track campaigns that generate more real opportunities, at lower cost, and find out which leads truly convert into sales? The answer is Marketing …
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13 Reasons Why You May Not Need CRM
Most everyone in marketing, sales, and customer service is aware of CRM (Customer Relationship Management). Many CEO's managers, and salespeople are reaping CRM's benefits -- increased profits, lower costs, and loyal, satisfied customers. Others, however, are undecided or they think (hope) that their marketing and sales processes are okay. If you are among those who …
