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There are several trends in CRM, but 3 are crucial for companies to add to their plans and budget for 2014. What is your company doing about these three crucial trends? Read More

Richard James invented the slinky by accident (read the slinky story: http://www.slinkyprint.com/slinky_history.htm) and it became a wildly successful toy over the past 40 years. Although some things are found by accident and become extremely successful; I am sure that is not the way you want to r Read More

Understanding what motivates a sales person, and understanding why you hired them in the first place will help you to set realistic expectations from your CRM users; ultimately delivering full user adoption.

It’s quite simple: Profit derives from user enablement, not data entry. Read More

On average, your sales people spend less than two hours a day selling. Simplifying your CRM ensures it is a tool for your sales team, rather than a tool for your management team. Read More

Outlook and Excel may lead to the death of CRM in your organization. Over my last fifteen years of facilitating CRM implementations, there are two programs that have be the unintentional death of CRM within many organizations ... Read More

It almost seems surreal that I am sitting at my keyboard writing this blog, knowing that it most likely will end up in the seemingly endless PRISM database. But I don’t need to worry, I can trust the government, right? Read More

We have found that in a typical CRM implementation, 10% of the implementation is about technology, the remainder is about process and culture. Read More

Knowing the whole story about your customers may just save your life! An anecdote on the benefits of CRM integration. Read More

Ultimately, setting realistic expectations for your outside sales team will greatly improve your organizations ability to reach its CRM goals. Read More

“Why aren't many C-Level executives embracing CRM?” Everyone else in their organization, especially those on the front-line, has either embraced it or is screaming for it. Sales, marketing, and service cannot live without it in most organizations. Read More