Much has been written about CRM—it’s importance, what it should consist of, why a company should use it, and so on. So what have I done differently with this ebook? Quite simply, I have taken a very objective look at the exploding state of technology, what that means to a business, how CRM must encompass it, and where we must go.
Chapter 1: CRM Has Failed in the Past. Will It Now Succeed?
Yes, it’s true. Going back roughly 25 years ago to the original development of CRM and coming forward fairly recently, it could certainly be said that the first iteration of CRM applications has been a failure. They’ve been costly, incredibly difficult and expensive to implement, and additionally expensive to administrate. These factors comprised the first part of the failure.
Chapter 2: What Should a CRM Really Be Today?
A prime reason for CRM userUser User means a person who uses or consumes a product or a service, usually a digital device or an online service. complaints has been the amount of dataData Data is a set of quantitative and qualitative facts that can be used as reference or inputs for computations, analyses, descriptions, predictions, reasoning and planning. entry required from users, especially salespeople—without any actual assistance and help back to them from the CRM solutionSolution Solution is a combination of ideas, strategies, processes, technologies and services that effectively helps an organization achieve its goals or hurdle its challenges.. Sometime back a cry began to be raised by users for CRM to be simplified and made easier when it came to data entry.
Chapter 3: Here’s What We’re Doing About It
Interestingly, we brought Pipeliner into the marketplace at a time when the market was actually overrun with CRM applications. One could certainly ask, with some justification, why we did this.
Chapter 4: How Is CRM Helping Today?
Now let’s take a look at how and why Pipeliner factually and practically empowers salespeople. If you utilize CRM anywhere at any time, this could be very valuable information for you.
Chapter 5: Where Must CRM Be in the Future?
Now, where should CRM be as we move out into the future? And how should CRM relate to the ongoing digital revolution?
Chapter 6: If You Don’t Have CRM Today, You’re Sunk
For our final chapter, let’s talk about why CRM is so vital today—and why it is that, if you don’t have it, you’re not going to make it.
Whether you’re in the market for a CRM solution, or already have one but are curious about where today’s digital business world is heading, I think you’ll find this information very helpful. Drop me a line and let me know what you think!
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This ebook is on the subject of “Win Together.” It falls under the same context as“win-to-win” described in my book Network Selling: Guarantee Success for the Digital Age. Today, this aspect of sales is more important than ever, and must also be part and parcel of CRM solutions.
“For some years I’ve been saying that, as a society, we’re in the midst of a transformation. Given what’s happened in the last couple of years, there’s no one left who is disagreeing with me! It’s become very obvious.”
Nikolaus Kimla, CEO at Pipelinersales, Inc.
A common term in sales today is EQ, which stands for “emotional I.Q.” It means the skill a salesperson has in reading emotions and utilizing them in sales. It means empathy and a number of other abilities. The short version is, it’s an I.Q. when it comes to emotions. But just as with our Network Selling model, E.Q. isn’t just for sales, either. It’s actually the missing factor in human interactions, for confrontation—a common “tool” in human interactions—doesn’t actually handle anything.
“You can have everything in life you want if you will just help enough other people get what they want.”
Zig Ziglar