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CRM Implementation…Don’t Screw It Up

One of my core services that I’m brought in to do a lot is un-stick a stuck CRM. A typical client has essentially had a CRM (usually Salesforce.com) for 2-5 years, yet it’s not being used, it’s not working, and it’s not functional. The data is no good as a result and it’s frustrating to senior leaders and sales management …

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CRM Software – To Implement or Not To Implement?

I spoke today with a wonderful gentleman who is the CEO of a company that is actually much bigger than my typical client. I was introduced to him as a possible prospect for me to do a CRM software implementation, so when we got on the call I asked him all the usual questions about what they’re doing and currently …

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CRM Software and Indy Racing

I received a referral yesterday from a good friend and a past client, for which I was very appreciative. It was even nicer because the person I was referred to actually reached out proactively for help implementing their CRM software. They were moving for the first time to start to implement some tech on the sales and marketing side of …

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CRM Implementation Frustration: Invest Wisely

It’s been a fast-paced couple of weeks. I have started three or four new clients in the last month, all of whom I am working with to deploy Salesforce.com and, more importantly, getting their salespeople to use and integrate the CRM. I wanted to share some thoughts on this because a few recurring themes have emerged. First and foremost is …

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Executive Coaching – My Employees Won’t Use Their CRM!

The other day I had a conversation, and consequently an executive coaching opportunity, with the VP of Sales of a company for whom I had implemented their Salesforce.com instance a couple of years ago. Now that some things in their business have changed, they were asking me to come in to make some tweaks. The VP of Sales had a list …

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Salesforce Best Practices to Ensure Success

If you’ve read my last two blogs, you should probably be asking is what it takes to actually be successful, right? If Salesforce.com is a tool but we have to have our act together in order to capitalize on it, then what are the things that you really need to make sure you have if you’re going to be successful? …

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Salesforce Advantages: A Great CRM if Used Right

After all the Salesforce.com bashing in my last post, you’re probably wondering why I do like it, and I’ll tell you, Salesforce advantages are pretty compelling. First of all, it really has the flexibility to do just about anything you need it to do, whether you’re viewing it as a custom user-interface, configuration, integration or an object association. I have …

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Salesforce Implementation Mistakes

Salesforce.com is a terrible process tool; however, I’m actually a huge Salesforce advocate and have implemented upwards of 290 Salesforce instances. By working with a client, if they’re using something else like Sugar or Microsoft CRM, I often end up teasing them because Salesforce is by far what I recommend sales organizations use more than any other tool out there. So …

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Business Social Networking: It’s Ok to Connect in Real Life

As I typically do at the end of every year, I spent some time in December ‘cleaning up’ my LinkedIn account. Specifically, my goal was to look through my 1200+ contacts and take inventory of which of these ‘connections’ I actually knew; understand how we were connected; remember if we ever had a ‘real-world’ interaction; and cull those that were …

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Business Emailing for Sales Professionals – A ToutApp Review

This week, I had the opportunity to speak with the folks from ToutApp, a San Francisco based start-up that has launched a slick and cost effective business email creation and management tool designed specifically for sales teams. ToutApp founder Tawheed Kader started the company in 2010. Legend has it that after his first choice for a name was taken, he spent the weekend buried …