CRM

Answers to Questions You Didn’t Know to Ask
You already know about selling, but maybe managing sales is a different matter. How about an introduction to the philosophies, strategies, and processes used by professional sales managers? That’s what you’ll get from our eBook Succeeding In Sales Management – Preview and Buy Here

Email Isn’t a Business System

CRM

“What’s That” you may say. “The business world goes around on email”. And of course it does, but that makes it technology which displaces paper (until somebody prints it) and paper certainly isn’t a business system – just a technology. The reason I bring this up is so many people mistake a technology with the [...]

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Keep Software Simple, Stupid

CRM

We’ve all heard the phrase “Keep It Simple, Stupid” and in our own spheres I guess we understand what that means, but then tend to forget the principle when entering somebody else’s territory. We probably just accept stuff is complex, because we don’t know how it could be simple. At Front Office Box we know [...]

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And Another Small Business Contact Manager

CRM

Is this good news for small businesses. Probably yes, but not necessarily for the obvious reason. Just announced is Salesforce new Lightweight Contact Manager application designed for small businesses. I’m told there seems to be integration with Google applications, which might persuade lots of people this will be the killer app in the small business [...]

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Why Do Sales People Dislike Software?

CRM

Maybe they don’t, but in my experience they do, and it doesn’t matter whether they’re using it or selling it. Selling software is a nightmare – I’ve done it for years – because the customers think they know more about systems than they actually do. Unfortunately the marketing people set expectations way beyond what the [...]

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CRM Should Be About Personal Productivity

CRM

This blog includes a number of articles about how CRM fails because it doesn’t do anything to help sales guys do a better job. It just gets in their way. Today I came across an infinitely superior article written by Dave Brock which anybody who thinks they know, or wants to know about CRM should [...]

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CRM Increases Leads, Revenues and Win Rates

CRM

So CRM really does make a difference, says ZDNet in what I guess is a paid post (?) when it quotes an independent research firm. The project results prove companies using salesforce.com get 52% more leads, 34% more sales revenue and 27% boost in win rates. Anybody who thinks this is a genuine piece of [...]

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Front Office Box Secret Sauce

CRM

John Jantsch asks What’s Your Killer Technology This is a fabulous question, to the point where I can’t stop at pointing readers to it. I have to answer just what our “Secret Sauce” (his description) is. He doesn’t necessarily mean silicon or language etc. He does mean something our users can identify as being uniquely [...]

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CRM Systems Fail to Deliver – More Evidence

CRM

Yet more evidence there’s something intrinsically wrong with the concept and the implementation of CRM systems. Jim Bekowitz blogs on CRM and related topics at CRM Mastery Inc aka @jberkowitz, Jim posted on Twitter a link to this article “Never Again” More Than 40% of CRM /Sales Force Automation (SFA) Users Would Not Buy Their [...]

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