I set out, in writing this series, to shed some light on common mistakes made when selecting a CRM system and how the perception of what a CRM System is helps leads to those mistakes. I also wanted to touch on the trumpeted failure rates of 55% – 70% of implementations, and show how [...]
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So far John McCarthy has created 40 blog entries.
Many CRM systems provide forecasting solutions for business that are single event sales of a system or software package, or box. These expertise-based businesses forecast when the event will happen and its value BUT what if that is not your typical sales model? Generic CRMs have forecasting solutions that perform well at providing an environment for [...]
Distributors, both national and international, are a critical part of the sales channel for Semiconductor and Electronic Component companies, as well as many other businesses worldwide. The distribution channel comes with its own specific challenges and requirements to be successful. First and foremost is the realization that your line is one of hundreds of lines supported [...]
Improving customer relationships is a secondary benefit of implementing a CRM and not the main goal. The main goal should be business process management. Not having this as a goal leads to a majority of CRM implementation failures. Let’s take a closer look at the BPM aspect now. Consider the number of people and the number of [...]
Number 6 on the list of improvement goals from survey of VP of Sales in the Semiconductor and Component industries is improving the win/loss ratio. Definitely, a critical goal needed for improving efficiency and productivity in these lean times. The consistent themes I gained from discussions and other research on this issue are summarized below: [...]
There is so much focus on sales processes and selling that I thought it would be nice to take a break and look at the sales cycle from the buyer’s perspective instead. Buying a CRM system (or other BPM system) can be a confusing and often frustrating task. So many options, too many promises, and no [...]
Forecasting has always been referred to as part art and part science. The art is the human factor. How well does the sales person know the customer? How well can they judge what the customer is telling them and how well can they extract fact from fiction? How well do they separate what they believe [...]
Ah, THE SALES PROCESS, my favorite subject. I was glad this made number 10 on the survey list or I may have had to change this blog theme to the top 12 or top 18 to ensure it was included. Now the challenge of keeping it short! In an earlier blog in this series, Accelerating [...]
NEHANET is integrated with many leading ERP/MRP solutions including SAP, Microsoft Dynamics, Tensoft, Consona and others. Integrating NEHANET with your ERP is usually straightforward, and adds significant value to your operations. We typically pull in the following information from your ERP: parts master, customer master, actuals (shipments), backlog (requested, committed, delinquent, unscheduled), bookings and risk [...]
The standard structure for semiconductor and electronic component sales channels includes direct sales, manufacturer representatives, and distribution. The external sales channel, including manufacturer representatives and distribution channels, can account for up to 90% of sales generated by a company in these industries; therefore, the importance of properly engaging these channels is undeniable. [...]