We have been using a CRM for almost five years and I am still seeing sales users avoid it as much as possible. What can I do to help them recognize the value to them and for our growth? -- Amy, frustrated marketer
I am sure you have heard the saying – You can lead a horse to water, but you can’t make them drink.
Your efforts need to be focused on the “What’s in it for them” approach. Package your training and communications on what the benefits are and productivity savings they get out of using CRM.
Most CRM systems fail because upper management, IT, marketing, sales, customer service, and others who use the software do not establish clear, well-defined, measurable goals. Consequently, it can be difficult or impossible to determine the effectiveness of a CRM system.
This happens because CRM is often thought of as a technology solution for a company's business; however, CRM is a really a business solution.
Even if when your company deployed CRM you did not have defined measurable goals or had ill-defined goals, you can “mend" a failed CRM, in four simple steps.
What an interesting week we had. It just underscored how important it is to approach working Dynamics 365/CRM from a process and change management vantage point rather than as a technology. We saw the following:
What is Marketing Automation?
What is so special about Marketing Automation vs. continuing to drop bulk emails?
If you are concerned about the low click-rates of your bulk emails, or being seen as a spammer, or your messages always only “selling” this week’s special offer, then you might want to look beyond bulk emails and at marketing automation.
Want more and better leads? Of course you do!
The key to getting rock-solid sales leads is understanding your best lead sources – and how you can find more prospects just like your best customers. Customer relationship management software like Dynamics 365 for Sales / Dynamics CRM can help you:
If you’re in a sales management or executive position within your company, see if you can easily answer these three questions: