What does an independent CRM consultant do?

If you are preparing to deploy a CRM solution across your organisation, why should you take some of your limited budget and give it to an independent CRM consultant? This becomes even more relevant if you have already chosen your CRM platform. Do independent consultants help or hinder the delivery of successful CRM projects?

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CRM selection – where do you start?

Selecting a CRM system for your business is a nightmare! So many providers tell you that they have the best thing since sliced bread. So how do you differentiate between providers and systems? How do you narrow down the field to find a shortlist of people you want to spend a little more time with and then work out which system is right for you? Well … as you might imagine … the answer to these questions is not straightforward. If there was a simple algorithm [put your details in here and the answer pops out there] then someone clever

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How to create and maintain CRM user buy-in

One of the major stumbling blocks in CRM implementations is getting people to actually use the CRM system. You might have bought the latest, all singing and all dancing bit of CRM software, and you might even have provided your staff with some training on how to use it, but ultimately, what’s the point if no-one uses it in the long run?

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How to enforce CRM best practices in your business

Following on from recent blogs on Analytical CRM (Alan) and Operational CRM (mine), what about some thoughts on CRM best practice? If your CRM system is to reach its full potential, then it has to do more than just improve efficiency and reduce risk. To achieve the 10% improvement to your bottom line that CRM vendors promise, you will need to improve the effectiveness of your CRM users. Building in best practice is only the start. Getting people to change their behaviour and adopt new working practices is a major challenge for any CRM project.

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Some do’s and don’ts for exhibition organisers

Exhibitions, trade shows and trade fairs: they all need a team of organisers to focus their attention on exhibitors – not just to sell the physical stand or space, but (more importantly) to engage with them and develop an ongoing, profitable relationship with them. They are, after all, their customers and prospects.  So if you’re trying to sell exhibition stand space at an exhibition or trade show, what should you do in this competitive and changing market? Well, there are some do’s and don’ts, which are outlined in the snakes and ladders style infographic below. 

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What should I expect when asking for CRM advice?

Let’s start with a very old joke: A man is flying in a hot air balloon and realises he is lost. He reduces height and spots a man down below. He lowers the balloon further and shouts: “Excuse me, can you tell me where I am?” The man below says: “Yes, you’re in a hot air balloon, hovering 30 feet above this field.” “You must be a consultant” says the balloonist. “I do,” replies the man. “How did you know?” “Well,” says the balloonist, “Everything you have told me is technically correct, but it’s no use to anyone.” The man

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CRM Analytics vs. Business Intelligence – what’s the difference?

In the world of politics people frequently make a distinction between conservative (small c) and Conservative (capital C). You might think this is a bit pedantic, but they are different and political commentators need to make it clear whether they are talking about something reserved and conventional or about the Tory party. So what’s that got to do with CRM Analytics and Business Intelligence? Well it’s all in the name – what you call something does not mean that other people will automatically understand what you are talking about. And so too for technology; we need to make a distinction

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Exhibition sales – is there a future?

Restrictions on travel budgets and the increasing capability of video and other online tools have caused some companies to reconsider participation at exhibitions. Exhibition organisers are having to “up their game” to compete. For many, this has identified old sales processes which no longer resonate with clients and prospects. New marketing messages that provide the sales team with competitive advantages are needed. Into this fast changing landscape step CRM systems designed to drive best practice and capture deep analytical data. However, could this be “too little, too late”?

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