ROI from CRM

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.

The most common CRM-related problems I’ve found for companies over the years revolve around sales processes. For example, most industrial sales organizations are giving nonqualified leads to the sales team with no follow-up process, resulting in wasted effort.

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.

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.

In 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.

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.

Join 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!

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?

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.

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