In my last blog, The Hidden and not so Hidden Costs of Choosing the Wrong CRM, the cost associated with choosing the wrong CRM was highlighted. While not my intent, that discussion may cause some to consider staying with the status quo and choosing no CRM as the low-risk, no-cost answer. The cost associated [...]
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So far John McCarthy has created 39 blog entries.
To manage the sales funnel you first need a process that captures the new business opportunities in an organized, concise way. Capturing opportunities is one of the core capabilities of a good CRM system and the opportunity capture capability of your CRM can make managing the sales funnel a manageable process [...]
You are spending a lot of money in R&D creating new products. You should be able to see if your team is making progress turning that investment into new business. Creating real-time visibility relating to new product introductions and/or new strategic initiatives was number five on the VP of Sales list of critical destinations and [...]
In my blog, CRMs are about Business Process Management, I implied that without strong internal business processes, CRM implementations are doomed to fail, leading to the 55% to 70% failure rate reported by industry experts. I’ll try to support that claim with examples of success. Due to limited space, let’s take a look at [...]
The second item on the list of issues from my VP of Sales survey is accelerating opportunities and sharing best practices. As I mentioned in the first blog, I used my own judgment in creating categories and these two issues seemed to go well together. My evaluation of this issue led to enough good [...]
NEHANET allows you to deliver, track, and manage sales and marketing messages to targeted audiences. You can easily create target lists to include Contacts who bought a certain product, rep firms, distributors, internal teams or web-site visitors that show interest in a particular product. You can also analyze campaign effectiveness by measuring response rates (Opens, [...]
Reps tend to be localized in a specific region and so know the culture and business processes that get used by your potential the customers. A rep channel gives you access to new markets and geographies, and the prospects and contacts therein. In this market it makes sense to take advantage of [...]
Having spent over twenty-five years in the semiconductor industry, I have experienced almost every account management, opportunity tracking, contact management, and reporting option available. Starting with SAS on a VAX system, using Excel spreadsheets and Access databases, through today’s best CRMs -- one thing that is apparent, no matter how “state of art” and customizable [...]
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 [...]
It probably goes without saying, if you follow my blog, that I am a big proponent of tracking this type of information in a CRM system. Loss data makes it much easier to aggregate and develop useful actions to improve the sales results. It is also important to accounts, opportunities, success in market segments, and particular customer [...]