Create a Lead-Scoring System to Win More Sales

All leads are not created equal. Even if companies know how to generate leads, many have no lead management system in place to evaluate the quality of a lead. The thinking is, as long as it comes from a carbon-based life form and has a pulse it goes directly to the sales team. This no-system system is costly. Why not improve sales results by determining which leads get passed along now and […]

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Align sales and marketing to increase marketing ROI

How Marketing and Sales can unite

I recently participated in a forum discussion about who is driving the conversation about sales and marketing alignment, marketing or sales. Once I stopped thinking, “Duh, who wouldn’t want that?” and “Can’t we all just get along?” it occurred to me that the “who, what, or why” doesn’t matter. It just simply must happen. As a CRM implementation consultant I see the fallout from this misalignment in many of the […]

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CRM Project Management: Plan to win

Winning hearts and minds is what user adoption is all about. A universal truth at most companies is that after a CRM rollout, someone will love it, someone will hate it, and some will simply resent it. Navigation is one area where users differ strongly in their preferences, making it a challenge to introduce a system that will be universally embraced. From a user perspective, one size doesn’t fit all, […]

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CRM User Adoption: Don’t get derailed

CRM User Adoption: Don’t get derailed If you’re engaged in CRM evaluation you’ve probably encountered the statistics about CRM success rates. User adoption (or, more accurately, the lack thereof) is a common reason for CRM projects to fail. Your CRM project doesn’t have to go off the tracks! Follow these 6 steps to ensure that your users willingly support the solution – and keep your project on track to a […]

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