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Change Management

The Role of Your Sales Top Guns in CRM Implementations

Brian Gardner No Comments

In the past few blog posts on SalesProcess360, we’ve addressed the sometimes difficult transition companies have to make when they decide to move forward on a CRM project.

In this post, we talk about the importance of getting what I call your “top guns” involved in CRM implementations.

Why CRM Initiatives Fall Short (Part 2)

Brian Gardner No Comments

This is Part 2 of a two-part series of blogs on the most c­ommon reasons that CRM does not deliver the ROI industrial distributors and manufacturers expect. Read Part 1 here.

Why CRM Initiatives Fall Short (Part 1)

Brian Gardner No Comments

This is Part 1 of a two-part series of blogs on the most common reasons CRM does not deliver the ROI industrial distributors, reps and manufacturers are looking for.

Customer Relationship Management, or CRM, is a system for sharing and leveraging your team’s data and knowledge. It’s about process, and technology helps to automate that. But as is frequently reported, many companies find they don’t get what they want out of a CRM system. I’ve seen this in my one-to-one work with industrial distributors, reps and manufacturers, and I have heard this from many of the professionals I’ve spoken with at industry events.

The No. 1 Reason CRM Frequently Fails: Culture

Brian Gardner No Comments

It probably comes as no surprise that one of the top reasons that CRM sometimes does not gain traction for industrial distributors, reps and manufacturers is culture.

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Get insights based on decades of experience in industrial markets, including why you should think beyond outside sales, how to take a proactive approach to sales opportunities and how to let sales process drive your CRM wish list.