Despite all the end user pain, constant complaints, and a lot of insightful research on a new CRM system, you have delayed the decision to switch due to the usual reasons — time and money. Any of the following scenarios sound familiar to you?
Selecting a new CRM (Customer Relationship Management) system can seem like a daunting task. Between evaluating potentially new and complex technology, and dealing with the internal pressure to “get it right”, the experience can be confusing and stressful. In my career, I’ve witnessed the evaluation and selection process play out hundreds of times. The tips in this blog are intended to help you focus your efforts, and make the best decision for your organization.
The phone call started like this— Caller: "Hi Ken, I'm <her name is redacted to protect the innocent> and I'm your new account executive. Do you have a minute? I want to share with you all the great new stuff we have going on this year." Sound familiar?
It's no secret that controlling the sales process has become more challenging. More often prospects rely on web resources and the opinion of peers in making purchasing decisions. Absent the opportunity to establish one’s unique value proposition, the differentiator becomes price. The logical extension of this scenario is a price battle among suppliers of similar or identical products, resulting in the erosion of both profit margin and the value of skilled sales professionals.