Blog

  • Dec
    16

    Check and Adjust: The Role of Reports and Analytics in Instituting New Behaviors

    Outgunned: Selling without Facts Today's customers are armed to the teeth with information gained online and sales people that engage customers without data are losers before the sales process even begins. It's like showing up to a gunfight with a knife. Sales pitches about product features and benefits fall on deaf ears, and the conversation turns rapidly to negotiations about price. Data-driven Buying Just for fun, try typing the following sentence in Google: "What is the best light bulb for my restaurant?" In the results, you will find advertisements for online stores and...

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  • Dec
    09

    Getting The Most Out Of Your Data: The Assessment

    Company Overview: Our client is a leading manufacturer of deicing spreaders, road maintenance equipment and crop nutrient applicators. They have a customer base ranging from growers and agricultural retailers to municipalities and contractors. Goal: Our client planned to use SugarCRM's Professional campaigns module to launch an email survey for existing customers. The purpose of the survey was to elicit direct feedback on the customer purchasing experience to help our client improve their customer service. Our client required one clean contact list consisting of specific data fields. The...

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  • Dec
    02

    Reflection and The Journey Forward

    Over the last few years, I have become increasingly aware of the fact that most of the greatest stories of humankind have some level of movement in them. Not just philosophical movement, but real physical actions that always take us forward and towards greatness. From earthly migrations to space travel, biblical events to sporting events (and everything else in between), nearly all involve the challenge of always moving forward. And what so often keeps us moving forward are the lessons we receive along the way that build our courage to continue the journey. In business, we sometimes...

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  • Nov
    08

    Winning with CRM: New Results Require New Behaviors

    Today’s CRM systems are innovative, flexible, and mobile, and offer considerable value for distributors. CRM can improve salesperson performance, upgrade sales management, and connect sales leadership with real-time data for making better and faster decisions. CRM can strengthen distributor competitiveness and profitability, often by allowing wholesalers to manage their sales organization as they run the rest of their business — with disciplined processes and metrics. The momentum towards distributor adoption of CRM is compelling. In research conducted for my new book, Getting the Most...

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  • Nov
    04

    CRM: It's All About 'People to People'

    Customer Relationship Management (CRM) sounds so basic and maybe a bit underdefined. Most people understand CRM to be a technology that manages customer information, and that assumption is partially correct. However, CRM is more than that, and it continues to evolve quickly as companies come to the realization that they need to be customer-centric to survive in the new social economy. In the 90’s and into 2000, organizations were inundated with Enterprise Resource Planning (ERP) messages. This is yet another example of a fancy description for an application that systemizes a business's...

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