BPM

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 Solution2021-07-11T21:14:33-08:30

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

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

Accelerate Opportunities and Share Best Practices

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 [...]

Accelerate Opportunities and Share Best Practices2019-06-11T06:07:14-08:30