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 guarantees.
As a potential customer, you have the power; you control the selling process and it is up to you to ensure that you cut through the marketing and sales pitches and gain enough tangible information to make the best decision for your company. As buying a CRM system is not an everyday task, it is important to understand what to expect and what to demand from the selling/buying process.
Rule number 1: Be prepared before kicking off the buying process. I recommend completing a Gap Analysis first, for without one you cannot be sure you even need a CRM system -- let alone set up a criteria for buying one. In a previous blog, Use Gap Analysis to Understand Where You Are; Chart a Path to Where You Want to Be, I discussed NEHANET’s approach and the different stages involved in completing a Gap analysis. The final phase as described in the blog is the transition phase from Gap analysis to the buying process. The results of the gap analysis will provide you with the following:
Now, as you enter the buying process, there are 5 key steps:
Continue reading for the next 4 critical steps in the CRM selection process.