Tag Archives: Managing CRM

Rating Customer Commitment Improves Projections

One of the biggest gripes or gaps in traditional CRM landscape is the inaccuracy of Sales Projections. It is vital to know and manage the difference between being simply involved in the selling process, and the customer being committed to its success.

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1.5 Million Miles of Zippers

Tired of ‘innovate or die’ hype? YKK zippers may prove a very interesting branding lesson. No other high tech solution has replaced it. Velcro doesn’t come close.

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Visualization and AFDB’s

Great sports competitors have realized for decades that developing their power of visualization is a valuable means to improve their performance. From a CRM perspective, we spend a lot of time and money ‘visualizing’ our customers.

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Be wary of customer behavior predictions.

We are inundated with the latest and greatest sales behavior predictions using social media, networking, blogging, video platforms… a digital cornucopia of the ‘it’ factors pointed at customers that will buy.

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Sales is like a box of chocolates.

Forest Gump said it best: ‘Life’s like a box of chocolates. You never know what you’re going to get.’ Sales results often share the same fate. Here are 8 ideas for sweeter sales.

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IS BUSINESS GOING TO THE DOGS?

Mirroring Our Masters: As management and customers accelerate even further away from each other, success is often influenced to an immense degree by decision makers who have little experience or a ‘look’ for sales.

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5 Protocols for Measuring Activity Results

Account Retention and Acquisition protocols are absolutely vital to success, mainly because nobody has the money or enough runway to wing it or buyers who have money or time to chance it.

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SMB’s & Social Networking: Economic Suicide?

Social Networking: Is it for you? Achieving millions of followers has so far been limited to a few handfuls of mega brands. SMB’s trying to imitate them could be economic suicide.

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2011: Change the way you view prospects to thrive.

The business climate in 2011 is projected to be brutal with less money, tighter budgets, fewer sales people and scarcer customers. In spite of this many companies will thrive. How? By changing the way they view prospects and the selling process.

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5 Pitfalls of Do It Yourself CRM Trials

Free Demos often concentrate more on how fast you can copy over what you are using now e.g. an excel spreadsheet as opposed to identifying the objectives you need to drive results. CRM changes everything: without changing your process and updating objectives is this the reason for the epidemic of such low CRM success rates?

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