Author Archives: Roger Van Nuis

Implementing a new CRM is a big milestone, but to properly root new processes and technology requires additional planning and execution. Key responsibilities and focus areas for the CEO for CRM in the post-implementation phase include: 

SalesProcess360 is pleased to welcome Tanner Mackenthun to our team as a consultant. In this role, Tanner will partner with clients to help them maximize their return on investment (ROI) from CRM by leveraging SalesProcess360’s comprehensive portfolio of services.

CRM plays a crucial role in elevating the overall customer experience, particularly from a sales perspective. When implemented effectively, CRM can transform a vendor’s status from a commodity supplier to a trusted, strategic partner. A well-optimized customer experience not only improves retention but also fosters customer advocacy, positioning the seller as a true consultant in the buyer-seller relationship. 

New market pressures are changing how CRM is used. 

Most businesses start their CRM journey with the best of intentions. They’re excited about the prospect of collecting data to better manage their customers, products, relationships and business opportunities. 

They are used to having an ERP to manage the back end of their business. They assume its rollout can’t be much different and proceed to hand it over to their IT person to lead the charge.  

Selecting a vendor may be one of the most complex and confusing aspects of your customer relationship management (CRM) project, but it doesn’t have to be. I developed a systematic approach for uncovering inefficiencies in your operations and a script that clearly communicates your needs to potential partners.  

Mike Lewis has spent his career automating processes to help customers remove bottlenecks and operate more efficiently.  

The goal of customer relationship management (CRM) is to efficiently and effectively grow your business while improving the customer experience. When implemented properly, CRM can give companies a competitive edge. 

Brian Gardner, Founder and Lead Evangelist for SalesProcess360, knows firsthand how to get the most out of your CRM.  

Who is Brian Gardner?  

“I was the son of the boss. I grew up in an industrial sales organization from the time I was a small kid, stocking shelves and playing with demos in the back of my dad’s car. I worked inside sales, outside sales, was a division manager and ultimately the VP of sales. I lived and breathed distribution.”  

For a variety of reasons, most service providers (VARs and integrators) are closely affiliated with a major CRM company. Often, it’s for the installed base access. In this relationship, the company hands over a list of customers (installed base), usually in a geographic territory, so the provider can service the accounts, push modifications, and new add-on capabilities. However, CRM systems are not all the same, and they don’t carry the same feature functionality. Users must be careful to use platform-agnostic providers to get the best form, fit, and functions in their CRM solution. This approach is critical to preventing trips and costly false starts.