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ROI from CRM

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.

MDM Webcast, Nov. 9: 3 Strategies to Uncover & Convert Sales Opportunities

Brian Gardner No Comments

MDM.comIn the second webcast of the MDM-SalesProcess360 quarterly series, Brian Gardner, author of ROI from CRM: It’s About Sales Process, Not Just Technology, will home in on a critical part of that process: sales opportunity management.

Learn more about this webinar here or register now.

How to Make the Most of CRM Software Demos

Brian Gardner No Comments

With so many options to choose from, selecting the CRM system that best fits your company can be time-consuming and exhausting.

The key: Build a solution around your business, not just what the vendor offers. Sure, their software may have plenty of bells and whistles, but if those added features don’t cater to the needs of your company (or worse, if they’re inefficient and distracting), there’s no reason to invest in them.

Free Webinar: Proactive Sales Opportunity Management – 3 Takeaways in 30 Minutes

Brian Gardner No Comments

Reed StithJoin Reed Stith, our newest addition to the SalesProcess360 team, for a quick 30-minute webinar on sales opportunity management on Oct. 28 at 11-11:30 ET.

In this webinar, Stith will provide three practical insights to guide your team as it shifts from a reactive to a proactive mindset when it comes to acting on sales opportunities in both existing and new accounts.

Did you miss this webinar? Register and watch it on-demand!

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?

MDM Webcast: 3 Dos and Don’ts to Transform Your Sales Process

Brian Gardner No Comments

Join me for a free MDM Webcast, ROI from CRM: 3 Dos and Don’ts to Transform Your Sales Process, on Aug. 25 at 1 p.m. ET.

The webcast is the first in a quarterly series from MDM and is based on my book, ROI from CRM: It’s About Sales Process, Not Just Technology.

SalesProcess360 Featured in Two Popular Industry Podcasts

Brian Gardner No Comments

I was recently featured in two top industry podcasts, talking about how distributors and manufacturer reps can get ROI from CRM.

Let Sales Process Drive Your CRM Wish List [Video]

Brian Gardner No Comments

I frequently will ask my clients early in their CRM evaluations to provide me with what they want from CRM. What I frequently get back is a long list of features. This includes linking with Outlook, web-based, mobile capability and so on. These features are all great, but I urge you to take another step back and focus first on the processes you want to improve with CRM. Frame your wish list with these needs in mind.

3 Tips for Selecting a CRM Vendor

Brian Gardner No Comments

CRM has become a commodity due in part to the rise of cloud-based offerings, which have made the technology cheaper and easier to develop and adopt.

How to Access ROI from CRM Webinar On-Demand

Brian Gardner No Comments

If you missed the recent SalesProcess360 webinar, ROI from CRM: 3 Takeaways in 30 Minutes, access the on-demand video here.


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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.