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Where the Rubber Meets the Road: Get Going with your CRM Analytics

By |March 5th, 2016|

There is something reassuring about having accurate information. Even when it merely reinforces what you already thought you knew. Even, more surprisingly, when it overturns what you thought you knew. Because, now you really do know. Now, you can decide what significance to attribute to certain factors. Now, you can stop pouring 80% of your energy into 20% of your gains and focus on the big prizes: “Targeting the best potential customer with the optimal message in the most cost effective medium at the ideal time.” —Analytics – Wikipedia

You’ve selected the most appropriate CRM for your organization, got things up and running, all your most valuable sources of information integrated and people developing good habits. Now it’s time to start mining all that data. Ugh! Sounds so labor intensive.

But this is the prize. This is why you needed the toy with the big wheels. As I pointed out in our first post in this CRM series, if you don’t use the analytics functions – reports, dashboards, and so on – you are simply creating an enormous address book.
So, where to start?
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CRM Adoption and Training – 5 Keys to Success

By |November 21st, 2013|

First question: two different subjects, surely – adoption vs. training?
Why put them into the same blog? Yes, obviously there are things they have in common and they are both about learning, but don’t they require very different approaches?

It’s easy to identify the differences between adoption and training by looking at a couple of typical scenarios:

a) You have a new employee who has little or no experience of using your particular CRM—you need to map out a training program that will get them integrated into your practice quickly and effectively without frying their brain. You want them to hurry up and know how to do this already while they may be self-conscious and worry you’ll be disappointed you hired them.

b) You have invested in a wonderful new platform and now you have to “manage the change” and drag your colleagues and underlings into the 21st century. (Trying to decide which platform to invest in? Check out our first post in this series.) You want them to suck it up and get on with it while they still feel comfortable doing things the old way and have plenty of gripes about why the new thing isn’t as logical as the old thing, isn’t as intuitive as the old thing… just isn’t the old thing.
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From CRM to CXM Initiatives: Driving Your Sales Process & Increasing Customer Engagement

By |October 29th, 2013|

Are you maximizing the potential of your CRM? Or do you feel like you’re not getting the return on investment you expected? Well, you only get as much as you put into it, so you must communicate with your CRM. Remember, you can’t expect your CRM to fix your bad habits. Your CRM will ask you the right questions and give you prompts to nail down your sales process, but first you must teach it what data you’d like it to track, what actions you want automated and the frequency of each.

Map Out Your Sales Initiative
A sound plan starts with integrating your CRM initiatives with your business goals and objectives. Before you get started, you must define what it is you’e trying to achieve with your CRM. What is the goal? Increasing customer retention, productivity, revenue, average sale size, etc.? Defining your goals and outlining appropriate strategies and tactics to support your goals will help you define what measures and metrics to put into place to track progress.
A goal is a dream with a deadline. —Napoleon Hill
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Visual Intelligence: Does it really matter what your CRM looks like?

By |October 16th, 2013|

Following part 1 of our CRM series: Why that CRM Won’t fix your bad habits, Amber Hendrick, Graphic Designer asks…
Does it really matter what it looks like?
Ummm, Yeah! That’s an easy question and answer for a Graphic Designer. I judge books by their covers, choose coffee based on packaging and download new iOS apps because of a sweet looking icon, you can say that I’m more than just a little biased. That said, even if you don’t realize it, the UI (User Interface) is something that colors your experience of every product you use. Visual hierarchy, organization and design treatment of every element contributes to making your favorite sites just that. It’s important to understand who you are and your end goals to choose the best solution for your needs.
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Why that CRM Won’t Fix Your Bad Habits

By |October 3rd, 2013|

One of the most important but one of the most difficult things for a powerful mind is to be its own master. — Joseph Addison (Tweet this!)
As a kid, did you ever imagine having x-ray specs so you could see through the layers and understand exactly what everything was made of and how it all worked? Like one of those Incredible Cross-Sections by Stephen Beisty.

Then you got a little older and realised that some of the insides you might see would be quite icky, and actually, with some of that stuff, the more you knew, the less you understood.
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