How to select the right CRM system in 3 easy lessons

Posted by on Apr 5, 2013 in Blog |

Lesson one is: Bigger isn’t always best; Cheaper isn’t always better value; Best isn’t always most appropriate. It should go without saying that appropriate business choices benefit the business; it’s a shame when people don’t stop to consider what ‘appropriate’ means.  In simple terms it means understanding yourself, your needs, your payback possibilities. Meet those and you’ve got a good business decision. But that’s not the way...

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Be Likeable… and Use your CRM System

Posted by on Mar 17, 2013 in Blog |

Why are some sales people less successful than others? They create customer relationships that should lead to a sale, but it doesn’t. Does CRM make a difference? What can they learn from successful sales people? In my youth, shortly after beginning my career in business (which was a long time ago), I got to talking with a salesman on a long train journey. He was making notes in a black book. (This was in the days before Blackberry and PDA’s and...

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Welcome to JI Management Consulants

Posted by on Nov 24, 2012 in Featured |

JI Management Consulants works with CEO’s Directors and senior managers to develop and implement their strategic initiatives leading to accelerated business growth. Our specialist areas are Business Strategy, CRM, Customer Relationship Strategy and IT Strategy. We are leaders in helping organisations in which business-to-business commercial relationships are of the essence. We offer objective advice, innovative solutions, and professional...

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Sales Stars don’t use CRM (or do they?)

Posted by on Nov 18, 2012 in Blog |

Interesting question from Mike Muhney on Linkedin: What do you do when your top salesman refuses to use your CRM system? Here’s another: What do you do when the top sales person suggests that as the guy/girl who keeps the company alive, he/she should become Director/VP Sales? Should he/she be given a share in the business? I’ve seen that scenario played out a few times with interesting consequences. The question which intrigues me is this: Has...

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Professional Services IT Strategy

Posted by on Nov 16, 2012 in Case Studies |

IT Strategy for Professional Services Firm A client, typical of many today, approached us with a concern that the unreliable IT service they were supplying to the organisation made it difficult to secure the necessary credibility with top management to get the resource to put things right. This was the ultimate chicken and egg scenario for an IT function under threat! We carried out a survey to establish the kinds of issues which divided the IT...

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