Be Likeable… and Use your CRM System

Posted by on May 17, 2020 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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Why Do Some People Have Success With CRM?

Posted by on Apr 25, 2020 in Blog | 0 comments

There is concern is that over 20+ years enormous amounts of money have been spent seeking the CRM relationship benefits like customer-centric culture, but staff claim they can’t use the system and senior management are asking difficult questions about why the data they were promised isn’t there. Could it be as simple as the breakdown of user engagement that has caused so many organisations to fail to get the CRM benefit? Centralisation of process ownership may have contributed. There are certainly suggestions from the Edinger survey in HBR that corporate objectives and demands for more management reporting of performance data have resulted in staff resentment. Is it possibly also a human factor that very few people who are efficient workers, are fully conscious of all their capabilities and slick working practices. The prototyping method provokes the articulation of unconscious activities, where a business process interview possibly does not. Can it be that fundamental?

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How to select the right CRM system in 3 easy lessons

Posted by on Apr 5, 2020 in Blog |

In CRM investments 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 must benefit the business. They must pay back. It is important when considering a CRM investment to pause and consider what ‘appropriate’ means.  In simple terms it means understanding yourself, your needs, your payback possibilities. Meet those and you’ve...

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A New Future for Management Consulting

Posted by on Feb 21, 2020 in Blog | 0 comments

The Centre for Management Consulting Excellence is drawing together views of how management consultancy practice will need to evolve in coming years. On 28th February the Technical Symposium 2019 will take place at Coventry University London Campus. Simply repackaging the “same old same old” is not enough. The rapidly changing business environment means that consultants need to upgrade their services and develop new ones if they are to survive....

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