In last week’s piece on sales enquiry management, I briefly touched on the merits of managing sales collateral within the CRM system, and this week I wanted to explore that topic in a little more depth. In most CRM systems there’s the capability to store sales collateral documents such as Continue Reading

As we come out of pandemic lockdown and face a likely highly adverse economic environment, one area that businesses might want to look carefully at is the optimisation of lead conversion. This might sound a little dull, but let me give a worked example to give some idea of the Continue Reading

In the last post I talked about what constitutes the 360 degree customer view and the benefits of it. In essence, the consolidation of customer data within a CRM platform either by replacing existing systems, or by integrating with them, overcomes the issue of disconnected data silos and improves the Continue Reading

Following on from last week’s post I mentioned the 360 degree customer view, and it’s a concept I wanted to explore I a bit more detail in this post. As means of illustration I will use a worked hypothetical example of a company that manufactures a widget-making machine, which it Continue Reading

In this post I want to build  on what I touched on last week, and use a brief case history to illustrate a couple of the benefits of integration to other internal systems such as finance or ERP applications. In this example the client is an office equipment supplier, largely Continue Reading

In the last post, I used a case history to try to illustrate a number of things: Highly targeted, relevant, communications can be a very effective way of generating business While this might be fairly obvious, few businesses are doing it well Generally because they don’t have reliable segmentation data Continue Reading

This piece is the first of a series of posts, where I explore some of the potential benefits of CRM technology. The aim is to look at one aspect in each post. I suspect none of what I’m going to be covering is especially cutting edge, but these are things Continue Reading

Seven things to consider before you sign a CRM contract The following article sets out my thoughts on the things that you need to consider when you’ve reached the point of contracting with a CRM implementer. So, at this stage you know what CRM technology you’re going to use and Continue Reading

How to speed up a CRM project – part 2 In the first part of ‘How to speed up a CRM project’ I set out a range of things you can do to speed up the implementation of a system. But, as I pointed out at the end of the Continue Reading

CRM User Adoption Services If you asked anyone that’s had even passing exposure to CRM technology what the greatest challenge is when implementing CRM systems, then I strongly suspect the answer would be getting people to use it. This is an issue that’s haunted the industry since CRM first became Continue Reading