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CRM is
More Than Technology
It's
People and Process Too!
Too often
when companies talk about a CRM Implementation, they’re
referring only to the software they’re installing and
how they plan to use the new features. Unfortunately,
focusing solely on the software itself is not going to
bring about fantastic improvement in the business.
The rush to implement new technology often overlooks
other very important aspects of successful CRM that
we’ll explore here.
It’s a
Three-stage Paradigm
Customer
Relationship Management software exists because the
information it provides can have a profound impact on
the way your business relates to its customers.
Successful CRM is a three-stage paradigm that involves
people, processes,
AND technology.
The IT
roadside is littered with abandoned CRM implementations
because those companies probably didn’t include people and
processes in the project plan. To be
successful, a CRM strategy must be well-planned and
include people and process - two critical parts of the
equation that are every bit as important as selecting
the right CRM software.
The
PEOPLE in the Equation
Still, a
decade’s worth of surveys reveal that far too many think
of CRM as a box of software packed with features and
functions that, once installed, will transform the
business. But CRM cannot succeed without end-user
acceptance (including management) and continuous use.
Everyone
affected by a CRM implementation must “buy in.” These
are the people in people,
process, and technology. Your salespeople,
marketing folks, support personnel, management team, and
your customers. Successful CRM requires a cultural shift
within your organization. So without the buy-in of all
involved, you’ll wind up with nothing more than an
expensive electronic address book that nobody uses.
The
PROCESS in the Equation
Once the
entire company is ready for CRM, the process part
begins. It’s important to look carefully and evaluate
your current customer interactions and decide what
processes can be improved … and how CRM can be used to
achieve that improvement. It takes guidance for
any process to be meaningful, so a strategy based on
long-term goals is essential. What information are you
going to include? How will you study, analyze and
interpret the data? What criteria for action will you
establish and what form will those actions take?
Putting
it All Together
A road map
can tell you how to get from point A to point B
but it won’t take you there. The
same holds true for CRM software. It can reveal the
paths and connections between you and your customers, as
well as the opportunities. But how you make it all
happen isn’t going to come solely from the software.
With the right people, process, and technology in place,
your CRM strategy can create customers for life.
Real.
CRM. Results.
How do you
determine if your CRM implementation is a success or a
failure? Over time, CRM will yield more efficient,
consistent customer and prospect interaction. That
translates into more revenue, better profit margins,
higher customer satisfaction and retention, and an
overall healthy business.
At BrainSell Technologies, our passion is
CRM and we believe in the ability to transform small and
mid-sized companies into market leaders. We measure our
success by your success. We don’t count sales
units, we count customer
success stories. We treat
every client as if they were our only client, no matter
how small or large.
Contact us today, become a market leader
tomorrow.
Jim Ward,
President and CEO
(866)
356-2654 x201
"We increased sales by 76%
last year while drastically cutting time-consuming admin
processes. It took BrainSell Technologies just 30
days to make those results possible."
- Mike Cleary, President / Winged Victory
USA
Interested in Similar
Results?
Contact Jim
Ward at (866)
356-2654 and learn how
BrainSell Technologies can dramatically improve your
sales and marketing results.
Sales Tips &
Tricks
Perfect
Questions to Keep Your Prospects
Engaged
To keep a conversation flowing
during an initial meeting with your prospect, it’s
important to ask open-ended questions, listen intently,
and build rapport. Sales and marketing author Geoffrey
James posted a blog that offers a handful of
fantastic open-ended questions that say “tell me more
about that” and demonstrate that you’re interested in
solving their business challenges. Here are a few
of them:
1. What are your thoughts
about ________?
2. Why is that
important/essential/relevant?
3. What are some examples
of ________?
4. What’s your definition
of ________?
5. Can you elaborate on
________?
6. What does _________ mean
for you or your business?
For tips about using these
questions effectively (including posting a copy by your
telephone), click
here to check out the blog in its
entirety.
Recommended
Reading
The
NEW Rules of Marketing and PR
The internet and online
social media has changed the rules of marketing.
No longer is it necessary for you to break the bank with
expensive advertising or beg the mainstream media to
write about your business.
With The NEW Rules of
Marketing and PR, you'll learn to tell your story
directly to those that are looking for your product or
service using Blogs, Podcasting, news releases, and
other online media.
Author David Meerman
Scott shares his strategy that has earned him multiple
marketing awards spending no more than just a few
hundred bucks.
Check out www.davidmeermanscott.com/books.htm
for more detail.
Contact me with your questions, comments, or
suggestions
Jim
Ward or call (866) 356-2654
http://www.brainsell.net/
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