Month: March 2007

One area where a CRM consultant can deliver a very immediate and significant bang for the client’s buck is the area of negotiation of pricing and terms. Yes, some organizations are excellent negotiators, and without outside help can probably substantially reduce costs, but a good CRM consultant with a good Continue Reading

In the first of what I’m intending to be monthly series of interviews primarily focusing on some of the challenges of implementing high pay-back CRM systems I sat down with Anita Clifford of ETC Global Solutions, one of the key implementers of Microsoft Dynamics CRM in the UK. Can you Continue Reading

Nice piece in Seth’s Godin’s blog today about axing half the sales-force. I’ve long held a theory – though haven’t seen it tested yet – that cutting back to a core number of star salespeople, with excellent administrative and IT support to make them as productive as possible, may prove Continue Reading

Having just read yet another self serving ‘six reasons why CRM projects fail’ article which follows the usual well trodden path: CRM projects fail because CRM software isn’t easy to use. However we at XYZ software company have developed some really easy to use CRM software, so problem over, no Continue Reading

I note 37 Signals have a CRM product called Highrise in production. I’m a great fan of the 37 Signals blog which you can find here. Though I haven’t seen Highrise, and I certainly will be looking at it, I have a few alarm bells ringing. Yes, the premise sounds Continue Reading

Following on from ‘What a CRM consultant would tell you about buying CRM software’ – part one: The second aspect of good vendor selection is to start off with a good initial short list of potential suppliers. Pretty obviously you are much more likely to make a better choice and Continue Reading