CRM Audit

Statements of Work for CRM Projects That Actually Work

Brian Gardner No Comments

A company’s CRM journey should be viewed as a marathon, not a sprint. It’s not a one-and-done project with a start and end date. You don’t just set out to buy or implement a CRM. To do it right, there’s a lot of pre- and post-work and many challenges along the way.  

Why I Agree With Amazon's View of Process Improvement

Why I Agree With Amazon’s View of Process Improvement

Brian Gardner No Comments

I recently read the most recent shareholder letter from Amazon CEO Jeff Bezos, where Bezos listed four elements he says are vital to maintaining a business’s vibrancy and relevance. Among the listed elements was “a skeptical view of proxies,”

The True Power of CRM (Hint: It’s Not About the Tech!)

Brian Gardner No Comments

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.

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.

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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.