Chaos to Competency

3 Critical Components to the Sales Funnel

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 [...]

3 Critical Components to the Sales Funnel2020-10-22T08:53:59-08:30

Are You Evaluating Leads Effectively?

Marketing works hard to build market awareness, make business developments and new products visible to customers, and manage the external communications programs so critical to building a successful company. One of the difficult problems the management team struggles with is making sure the leads that marketing identifies get handled efficiently and turned [...]

Are You Evaluating Leads Effectively?2020-08-18T07:37:47-08:30

Forecast made easy- Integrating with ERP/MRP to pull in shipments and backlog

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 [...]

Forecast made easy- Integrating with ERP/MRP to pull in shipments and backlog2020-07-22T07:07:37-08:30

The Hidden and Not-So-Hidden Costs of Choosing the Wrong CRM

In my last blog, Avoid the Critical Mistake : Pick the Right CRM system, I demonstrated the importance of matching your CRM system to your internal processes and provided a few simple examples of aspects that are often not considered. I want to now examine the costs that are associated with making the wrong decision, as [...]

The Hidden and Not-So-Hidden Costs of Choosing the Wrong CRM2020-07-15T09:23:53-08:30

Reconciling Sales History (BBB) data to Opportunities

NEHANET allows you to reconcile your Booking, Billing, Backlog (BBB) data to specific Opportunities. If you upload your BBB data into NEHANET, NEHANET will automatically attempt to reconcile it to a specific Opportunity for you using the following rules: 1. We auto-reconcile where we can (i.e. there is only one Opportunity for that Customer/Part). [...]

Reconciling Sales History (BBB) data to Opportunities2020-09-17T22:47:37-08:30

CRMs are not about Customer Relationships

Software CRMs or Customer Relationship Management systems are truly misunderstood in the marketplace. Having engaged with hundreds of customers, I am still surprised that the prevailing thought is that implementing a CRM will somehow magically improve issues they have finding, developing, and building partnerships with their customers. Truth be known, CRMs really have very little to [...]

CRMs are not about Customer Relationships2020-06-21T21:02:18-08:30

Transforming from Chaos to Competency: How the Right CRM can get you there

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 [...]

Transforming from Chaos to Competency: How the Right CRM can get you there2020-06-14T23:10:41-08:30

Fixing the Process of Capturing Sales is the Way to get Results – CRM is the Solution

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 [...]

Fixing the Process of Capturing Sales is the Way to get Results – CRM is the Solution2020-04-21T06:32:00-08:30

Avoid a Critical Mistake : Make Sure you Pick the Right CRM system

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 [...]

Avoid a Critical Mistake : Make Sure you Pick the Right CRM system2019-11-05T08:42:01-08:30

Why Your Opportunity Management Isn’t Effective

If you have an opportunity tracking system, one of the things you need to do is to get salespeople to input opportunities so you can track what is going and build some kind of outlook about what to expect in the future as a result of all the sales activity taking place. [...]

Why Your Opportunity Management Isn’t Effective2019-08-29T00:56:36-08:30