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Culture

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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?”

Perceptions of Pay and Prestige

Perceptions of Pay and Prestige: Obstacles to Sales Realignment

Brian Gardner No Comments

Recently, I worked with a client to analyze the alignment of their sales force. Using 4-D account profiling (learn about that profiling technique here), we discovered that many of the accounts visited by the client’s hunters – reps aggressively seeking new business – had small current volume and very little potential for growth.

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.

Happily Ever After: Tips for a Strong Union Between You and Your CRM Vendor

Happily Ever After: Tips for a Strong Union Between You and Your CRM Vendor

Brian Gardner No Comments

I often tell companies searching for a CRM vendor that finding the right CRM partner – and building a long-lasting, successful relationship with them – is a lot like a marriage. Here are some tips to make that “marriage” strong

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.

Feb. 7 Webcast Preview: 3 Critical Focus Areas for Long-Term CRM Success

Brian Gardner No Comments

Managing CRM according to the status quo will only yield status-quo results. I’ll be presenting three focus areas you can focus on for long-term success with CRM in my upcoming Feb. 7 webcast with MDM.com. It’s free: Register today.

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.

Not Getting What You Want From CRM? Recommit to Training

Brian Gardner No Comments

Training is important when you’re first embarking on a CRM journey. But if you’ve had CRM in place for several years and you’re still not seeing the results you want, it’s not too late to train.

The Pitfalls of CRM: Why Aren’t You Getting ROI? [Video]

Brian Gardner No Comments

In my speaking engagements, I frequently ask the audience whether they have implemented CRM. And then I ask who feels they are getting ROI from CRM? Very few say they are getting ROI – maybe 10 percent of the room on average.

So why aren’t companies getting what they want out of CRM? What are the common pitfalls?

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