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 …

CRM Sales Buzzwords

Technology and Sales Don’t Need Any More Acronyms

Ben CRM, Sales

OK, let’s face facts, CRM is not the new kid on the block that everyone has to have!  Although the technology provides immense benefits and is almost a competitive necessity in modern business, many more people have iPhones than use CRM software!  This a mature product line with a rich history and a bright future. Warning! Short history lesson ahead:  …

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 …

Selling Is A Game

Ben Consulting, Sales, Strategy, Training

In a recent post I mentioned some of the reasons that sales reps (and managers) give for not fully utilizing the corporate CRM (Customer Relationship Management) system. An all too common reply is “…it’s just too damn complicated and keeps me from doing my job — selling and closing business”. There are a number of reasons for this happening — and it …

It’s not what you know – it’s what you don’t

Ben Strategy

Sometimes it is not what you know about a customer (or prospect) but what you do not know that is most important. Our customer databases and CRM systems are very good (with our help of course) at being about to capture and retain data about everyone that we have contacted in the course of doing business.  We have a history …

CRM Best in Breed

Ben Consulting, CRM, Sales

There are few bad CRM systems but there are many bad CRM implementations.

Are There Beans in Your Customer Service?

Ben Consulting, CRM, Strategy, Training

A number of years ago I was called in to review a CRM system for a technology firm — actually a software company with a strong focus on databases.   Good project for me; I understood the target market, the general sales and support functions and had worked with their CRM system for a number of years. One afternoon I was …

Why Are We Gathering Data Like Squirrels?

Ben CRM, Sales, Strategy

We are spending a lot of time gathering information in our sales and marketing (CRM) database these days. Social media updates, SEO/SEM updates and the unending requests for call reports. I am sure that some people spend much more time updating the CRM database than actually selling. Don’t get me wrong… background G2 work is necessary — it just should be …

Always bet on things changing…

Ben Strategy

I recently ran across this article on Psychology Today about Strategic Change thanks to a link on Guy Kawasaki‘s blog.  The gist of the article is that you can change some aspects of your personality. Adjustments in attitude, engaging a mentor and finding the right fit are worthwhile endeavors — and they can be just as valuable if you can apply …

Jumpstart the New Year

Ben Consulting, Strategy

It’s not too early (or late) to start planning some those changes you wanted to make in your customer database — maybe even kickoff a CRM or Contact Management project in 2009. After all we have all those names in Outlook and there is still that mailing list we bought a year or so back that we haven’t done anything with …