Best of

The following section lists some of the more useful posts I’ve created over the last ten years of blogging:

• An industry insider’s guide to everything you need to know about buying and implementing CRM software – not a post as such, but an e-book combining many of my posts into a guide to buying and implementing CRM technology. The link takes you to a download page, but it’s free and there’s no sign up required.
• How to implement CRM software – a hard way and an easy way – an important post I think, setting out why it’s critical to understand which of two camps your CRM project belongs to
• 20 ways to cut the cost of your CRM project – tips to help you control the costs of your CRM project
• How long does a CRM project really take? – how long should you realistically expect your CRM implementation to take
• 18 ways to speed up a CRM project – how to compress CRM project time-lines
• Killer misconceptions – 8 common misunderstandings about buying and implementing CRM software – what are the most misunderstood aspects of implementing CRM software
• Getting people to use CRM software – addresses the main stumbling block for most CRM projects – user adoption
• When should I pilot CRM software? – How and when to run a CRM software pilot
• A more successful approach to CRM requirements gathering – first in a series of posts setting out how to gather and document CRM requirements
• Seven tips for phasing CRM projects – how to phase a CRM project
• CRM and user acceptance testing – tips to managing the testing phase of a CRM project
• The tyranny of the CRM change requests – the hidden dangers of CRM change requests
• Six tips to surviving CRM design hell – why the CRM design phase is critical and how to navigate it safely
• An open letter to CRM software start ups – advice for new CRM software companies
• How to revive a failing CRM system – how to get a failing CRM system back on track
• 8 keys to successfully training CRM users – how to train CRM users
• Reporting and the two great fibs of the CRM industry – explains how the CRM industry has often fudged the issue of reporting
• Late and over budget – the hidden traps of implementing CRM software – explains some of the hidden traps of the CRM implementation process
• Why work with an independent CRM consultant? – explains the role of an independent CRM consultant beyond choosing CRM software
• What is an independent CRM consultant – and what does independent really mean? – explains what CRM consultants do, and why independence is so important
• Choosing CRM software – 17 classic technology selection mistakes – a series of four posts exploring how to selection the right CRM software and what tends to go wrong
• Nine things the CEO should know about buying and implementing CRM software – explains what senior executives need to understand about CRM projects
• Five reasons why 19 CRM systems might be better than one – explains why it may make perfect sense to live with multiple CRM systems
• Vertical software or customise – sets out when it makes more sense to select a vertical specific package rather than customise a generic CRM application
• Are you paying too much for your CRM software support? – discusses ways to keep support costs down
• CRM 101 – the benefits of lead management – explains why lead management supported by CRM technology can provide very high returns
• The hidden costs of CRM software and why you need to understand them – explains why a significant proportion of CRM costs are missed in the budgeting process
• 25 ways to improve sales productivity with CRM software – identifies examples of how CRM technology can deliver productivity improvements
• 20 ways to cut the cost of your CRM project – two part article designed to help organisations implement CRM systems more cost effectively

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