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CRM Implementation

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CRM Survey Now Open – Deadline Nov. 3

Brian Gardner No Comments

Some industrial sales organizations are getting great ROI on their CRM investments, while others continue to struggle. What factors separate these two groups?

To find the answer, SalesProcess360 has partnered with Modern Distribution Management to administer a short survey to distributors, manufacturers and manufacturers’ reps.

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3 Tips for Setting Up Your CRM Dashboard

Brian Gardner No Comments

Modern CRM systems collect large volumes of data that can be used to better manage people, products, business opportunities and more. Without the help of filters and views to make sense of these data, though, it would be overwhelming if not impossible to draw any useful conclusions from them. 

Start Slow: The Right Way to Set Up a Pilot of Your CRM Software

Start Slow: The Right Way to Set Up a Pilot of Your CRM Software

Brian Gardner No Comments

The implementation of a new CRM software program can feel like a full-time job. While it may be tempting to push through the implementation quickly to move on to other projects, I highly recommend you roll out your CRM project slowly and grow it from there. One great way to do this is with a pilot, but there is a wrong and a right way to conduct one.

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How to Get Executive Buy-in for Your CRM Initiative

Brian Gardner No Comments

Last month, I conducted a webinar on ROI from CRM in partnership with Modern Distribution Management (available on-demand here). Among the questions I received: “What tips do you have for bringing the executive team on board after purchase?”

Listening to Distributors

3 Things I’ve Learned About CRM by Listening to Distributors

Brian Gardner No Comments

As a sales manager for a major industrial distribution company for 15 years before founding SalesProcess360, I gained firsthand experience in establishing successful sales processes driven by customer relationship management.

What Millennials Want: The Latest Tech – Including CRM

Brian Gardner No Comments

We’ve all heard plenty of statistics about how the millennial generation is impacting distributors from the buyer side; the trends of millennials being more likely to buy products online and of millennials having growing influence in B2B buying have attracted plenty of attention.

Why Sales Should View CRM as a Big Help, Not ‘Big Brother’

Brian Gardner No Comments

When consulting with distributors implementing CRM technology, I’m often involved in the training of the sales team. I like to start each sales team training session with this question: “Why do you think your company is moving forward with CRM?”

What Sunday’s Super Bowl Win Can Teach Your Sales Team

Brian Gardner No Comments

On Tuesday, I presented an MDM webcast on long-term CRM success, just two days after the Patriots won Super Bowl LI. I couldn’t resist drawing a parallel between a contributor to their success and a characteristic of successful sales teams: teamwork.

The CRM Audit: A Systematic Approach to Getting ROI from CRM

Brian Gardner No Comments

It’s easy to get overwhelmed by CRM.

But rather than let technology get in the way of better process, I’ve learned that the most effective way for industrial sales organizations to get the most from CRM is to approach it systematically— with sales process top of mind.

3 Ways Culture Can Make – or Break – a CRM Implementation

Brian Gardner No Comments

The No. 1 reason I see that companies aren’t getting ROI from CRM is culture. This isn’t surprising: Many have 10, 20 or 30 years of culture under their belts, and bringing CRM in is a big change. They’ve been successful without CRM, so why should they change?

It will take time, but you can clear the culture barrier.

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Book: ROI from CRM

SalesProcess360 Founder Brian Gardner taps his decades of industrial sales experience to provide simple yet effective strategies to get the most from CRM. Order now.

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SalesProcess360 Videos featuring Brian Gardner

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.