What questions can you use to help determine if a client needs their CRM Refreshed?

A good starting point for a conversation is asking the CEO/Owner how well is their current CRM system telling them:
 

1. The average revenue generated per lead closed?
2. Their win/loss ratio on quotes?
3. Why and to whom do account managers lose sales?
4. Which account managers are not following up on marketing leads?
5. The length of time a key account has a service request open?

​Dear Bob,
 
What is the best way my customers can use CRM to be better Marketers? 
 
- Jane
​

Dear Jane,
 
It’s not hard to see why CRM data, made up of customers, prospects and influencers is the most important marketing asset. After all, how can a marketer be successful without the right data? And how can a marketer discover or fine tune a message without insight into behaviors and their service needs? But, keeping this data organized, current, and easily accessible for every relevant team member, throughout an organization, can still be a massive challenge.
 
A versatile, robust CRM system is still the best way to store, manage, and use critical customer data for sales AND marketing. However, many marketers who invest in a CRM system fail to fully capitalize on its marketing value.

Many companies don’t appreciate the value of a CRM system until they understand its pivotal role in closing more sales. CRM’s virtues are not always apparent unless one is intimate with the ins and outs of how business gets done in the organization.

Accurate sales forecasting is essential to growing revenue and managing your business effectively. When you know the timing and amount of incoming revenue, you can plan and focus on the right business initiatives; budget and allocate resources appropriately; set organizational goals; and provide teams with priorities and guidelines for how they spend their time.