CRM sales funnel

What’s in Your CRM?

Ben Consulting, CRM, Strategy

If you have followed any of my writing you already know that I wish we had a good alternative for CRM.  The only word in “Customer Relationship Management” that  is relevant is “Relationship”.  The discipline is simply not always about customers and even if it were they certainly cannot be managed. For years I have advocating for a broader use …

wanding on the Confide app

Confide – The Changing Face of Business Technology

Alicia Strategy

Forty years ago, few people saw how the advent of the personal computer would change not only the shape of business, but the fabric of society itself. The technology industry changes so quickly that businesses and the legal profession have trouble creating policies to keep up with their appropriate usage. Within that gap, we rely on early adopters to define …

Peace. Love. Sales.

Peace Love and Sales

Ben Consulting, Sales, Strategy

Perhaps it’s the time we live in but I keep running into the pushy sales rep type who assume that I have this big problem that only they can solve — and they can do it right now.  They always seem to be on the hunt. Perhaps the looming 4th quarter quota is staring them in the face. I recently  returned …

Getting CRM Right the First Time

Ben Consulting, CRM, Strategy, Training

If you meet with as many business owners or sales executives as I do you will be certain to hear that their current Customer Relationship Management software is not meeting their expectations. In the beginning there are usually high hopes and lots of conversations about how wonderful, productive and easy to use the new system will be for the sales …

calf path

Don’t Follow the “Calf Path” – It Eventually Ends At The Slaughterhouse

Ben Consulting, Strategy

Back in the dark ages when mainframes ruled the IT jungle the process of change management and ‘thinking out of the box’ was a different ball game than today. There was not really the concept getting early adopters on board with a new project – you had to round-up the true renegades and those who truly wanted to challenge the …

Just How Hard Can IT Be?

Ben Consulting, CRM, Sales, Strategy

The company servers were running slow again and users kept getting kicked out of the network several times a day. Finally management had had enough and decided in executive meeting that the IT infrastructure needed to be replaced – what they had in place just wasn’t getting the job done.

It was felt that this would be a big deal for the,,,

What Was The Question Again?

Ben CRM, Sales, Strategy

I was on my way to Richmond from a speaking engagement in Kansas City — and as usually happens when I choose to fly, weather declared primacy. While waiting in the lounge in KC I checked the weather app on my Google Nexus phone.  A very brightly colored screen appeared showing storms and more storms all over the east coast and …

Social CRM? Give me a break!

Ben Sales, Strategy

Customer Relationship Management (CRM) should be, by definition, social.

3 Types of Customers – Part 3

Ben Consulting, Sales, Strategy, Training

This is the third of three articles on basic customer types.  The last couple of weeks I have reviewed the first-time customer and then one with a stalled project.  Keep in mind that I am viewing all this through the eyes of a CRM consultant. The third type of customer has already selected their product or service and begun using …

3 Type of Customers – Part 2

Ben Consulting, CRM, Sales, Strategy, Training

The second type is the company that has already started on their journey but has run into some roadblocks. The project is in danger and corrective action must be taken to get it back on track.