Category Archives: Sales

Salesperson Exits… Dude where’s my Contacts?

Early in my sales career I took over a territory that had been vacant for a few months. Not long after I started, I asked for a Account & Contact List and got a blank stare. As I later found … Continue reading

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CRM Implementation, Where’s the Data?

It’s kind of funny that when it comes to getting really started with planning the CRM Implementation “The Data” becomes a big issue. How so? Well sometimes there is so much we don’t know where to start on how to … Continue reading

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Why CRM implementations Fail Take 2

Why CRM implementations Fail and what to do about it Take 2 From everything I read and it was a lot, there are several common threats that occur over and over again: No Clear Strategy, Lack of Process Improvement, and … Continue reading

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Top Reasons CRM Implementations FAIL Take 1 of 2

Top Reasons CRM Implementations Continue to Fail & what to do about it Take 1 It was shocking to me when I started researching this article just how bad the situation was. Not only was the failure rate high, between … Continue reading

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The FOURTH Step to CRM Implementation Success Identify the Metrics

In our previous step we selected SMART goals (by George T. Doran) now we continue that process to get to specifics: Specific– target a specific area for improvement. Measurable– quantify or at least suggest an indicator of progress. Assignable– specify who … Continue reading

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The THIRD Step Define Your Goals & Objectives

Define Your Business Goals & Objectives for Your Salesforce Implementation Our Vision that we developed in Step One must guide the team in developing our Objectives. Unlike our lofty Vision, our Objectives are much more specific and measurable. In step … Continue reading

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The FIRST of SIX Steps to CRM Implementation Success

Creating a High-Level Vision From Wikipeadia 1.Organizations summarize their goals and objectives in mission and vision statements. Both of these serve different purposes for a company but are often confused with each other. While a mission statement describes what a company wants to do now, a vision statement outlines … Continue reading

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