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You work for an office automation solutions company. You are one of 100 sales reps but you specialize in selling high end copy machines — you know, the ones that does pretty much everything except pour coffee… Read More

Who are your real customers? Is it people and organizations in the marketplace that has a need for what you offer? Or is it a group of stakeholders closer to home Read More

It is mid-month, your accounting department sends out past due notices and you realize that some of the notices come back because the address is bad. A quick check reveals that the address information has been correctly updated in your CRM system but your financial application is still showing old address or typos. This is just one small reason why CRM Integration to your back-office financial/ERP application can make a HUGE difference if they “talked.” Read More

As we all know, a new initiative is not only financially costly but also sucks tremendous energy out of our team — especially if success is a must. So, if we can minimize any failure points… or better still completely avoid them, we would be in great shape. Read More

Perhaps it is because so much of our communication is done over the internet?

Perhaps because we deal with many faceless 'business relationships' in our web 2.0 world?

Perhaps because we are flat out lazy?

No matter what the reason, the fine art of follow through seems to be disappearing from our communication strategy. Not only is this bad business, this is rude. Read More

A friend of mine said “I no longer buy from companies that don’t use a CRM solution.“ Curious, I asked why? The answer surprised me. ”Well, I want to be sure I will get the best service — and if they don’t have a CRM solution, how are they going to do that!”, he replied. Over the last couple of years, my friend realized that the companies that provided the best services more often than not, utilized a CRM solution. Read More

What almost seemed like a fad in the mid 90s is now a way of life… or is it? If you read some of the recent pundit analysis on CRM usage, you will find that most companies have not completely adopted CRM — and those that have, not all of them have done it successfully (which is a whole different subject for another time). Read More

CRM Software exists to help you retain your existing clients and acquire new ones. Because of the efficiencies you will realize your team will be more productive resulting in higher earnings which can be used to grow your business. Read More

Business executives must “own” CRM projects, from identifying goals and objectives to defining supporting business processes and metrics to ensuring adequate funding for implementation and support. Upper management buy-in and leadership is critical to the success of any CRM initiative. Read More