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James Bogue
James Bogue

Author James Bogue

James Bogue is Director of webCRM. He has been working in the IT industry since 1982, selling and implementing CRM systems for the past 15 years, the last six with webCRM. James has won a number of awards in his career, including EMEA CRM Implementation of the Year 04 and World-wide runner up in 05.

 

Dear Watson

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Good sales people are like detectives. We are always listening to customers and cataloguing important details that help them to make the next sale. The information we gather from customers and how we use it forms the basis of the relationship we have with them in the future, good or bad.
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3 reasons why sales people are reluctant to engage with CRM…AND 3 tips on how to fix it!

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In my experience there are three main reasons sales people are initially reluctant to engage with CRM systems: # 1 Suspicion. They think that the information they put in will just be used to measure them and to store all that vital customer information they have in their heads in the system. They are right! # 2 Managers insist on having jazzy reports which means that sales people spend valuable time inputting data into the system that is no real use to them. They are right on that one too! # 3 Following on from the first 2 points CRM systems tend to be clumsy to use which is frustrating to the most disciplined of us, a nightmare for sales people.
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Everyone has a CRM system, make it a GREAT one!

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I am always surprised by how many businesses believe that CRM has to be complex and difficult. We watch as intelligent businesses make do with disorganised applications as they accept the hard work as standard. For many organisations Excel spreadsheets and Outlook is their CRM. Some (these days luckily fewer and fewer) cope with a pile of paper on a shelf as their CRM system.
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Customer relationship management

When is Customer Relationship Management (CRM) a success? When it develops your customer relationships and when you focus on actionable and critical data and features. Read about the 2 webCRM frameworks, which help you scope your CRM project right and focus on information you can act on.

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