Blog entries related to Salesforce, Force.com, and other Salesforce products
Most goals are doomed to fail. Here’s why - and how you transform struggles into successes.
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We get that question a lot.
"Hey C5, it's great that we can track emails in our CRM solution with just the click of a button instead of the old copy/paste method that our legacy CRM software required. But I get a ton of email. Which emails should I track in CRM?"
It's a simple question that isn't as easy to answer as you may think. Most people think, "if in doubt ... track it."
PLEASE. DO. NOT. DO. THAT.
Read on for some simple rules and examples to help you decide which emails you should and (perhaps more importantly) should not, track.
Is all the talk about better customer experiences and employee engagement just hype, or is there an ROI for these investments?
Follow these 3 steps to create your first sales process - or to simplify an over-engineered sales process.
I'm always surprised at how few sales teams have adopted a sales process yet; and I'm even more surprised at the number of myths that still exist about sales processes. So, in the interest of helping everyone to take a few steps forward with their sales process, let's dispel a few of the more common myths now.
Is your team frustrated with too many meetings, struggling to find the information they need to get their jobs done, and become increasingly disengaged? Then it's time to consider a new (or upgraded) intranet. This article lists the top 6 benefits of a modern intranet.
Want to boost company profits by 30%? Then maybe it is time to consider a sales process (re)design project ... or maybe not! This article outlines the 5 benefits and 5 risks of sales process.
We all have a few scatterbrained friends. But when it comes to business, almost every organization is too scatterbrained. These 6 surprising statistics will give you some insight into the problems organizations have with listening across channels.
Businesses often make the mistake of assuming that customer processes built in CRM or marketing automation solutions are like other business processes. When they do, the results can be a disaster. Learn the 4 rules for creating processes that combine a rigid core with flexible edges.
“Ever since I started having my team re-key data before sales meetings, sales performance has improved” … said no Sales Manager ever.
Read on for the cardinal sin of the sales process when using a CRM solution and ideas you can implement TODAY to make a lasting impact on the way your team manages their pipeline and closes sales.
The Salesforce Apex Data Loader is a downloadable tool that runs on the desktop. It is a free download from Salesforce and can perform Inserts, Updates, Upserts, Deletes and Exports of data. Read on for instructions on ways to use the Data Loader to get the most out of your data!
The Salesforce platform is not lacking in ways to import new data into your organization. Is it an embarrassment of riches? Or too much of a good thing? The jury is still out … but understanding the benefits and limitations of each method is crucial before beginning any data import. To get you pointed in the right direction, we've outlined the high-level use cases of each import method, beginning with the most user-friendly and moving toward the more robust.
Using CRM for tracking your pipeline, accounts and contacts? Great! But if you’re not using it as a tool to plan your day, week, month – or more – then you’re missing out. You’re leaving valuable referral sources in the cold. You’re letting opportunities slip through the cracks. And you’re letting your competitors snap up your best customers.
These 4 proven quick tips will help you to make your CRM solution into a strategic planning tool.
Most CMOs feel like they’re running their own IT department. When you look at the amount of technology that it takes to run an effective marketing department, it’s overwhelming. Read on for an overview of every marketing-related acronym we could think to compile - MAPs, CRM, CMS, SMM, SPICE, and then some!
Why are we talking about Nintex? If you’ve taken a look at their site lately, they have a lot going on!
In today's post, I'll review some of the latest changes and new functionality coming from Nintex and look forward to great things from them in 2016.
In a recent presentation from a Global Sales Manager of a manufacturing company, he stated that, "I learned that CRM is really about people, and CRM is really about leadership." In this article, we summarize the lessons learned by this leader, and how other Sales Managers can learn from his experience. How do your organization's leaders stand with a CRM solution?
Years ago we discovered something very special – some might even say a “secret ingredient” – to creating and building lasting and productive relationships. It's a new and unique approach to ultimately creating purpose, happiness, and engagement, and when applied within an organization, new ideas and innovation (which ultimately affects revenue and profit as well). We realized that this “ingredient” was actually composed of four very distinct components, that had to be applied in a specific way in order to create the final product of LUCK. Read on to learn how to bring LUCK to your business.
After reading The Challenger Sale some of my concepts about sales were … challenged.
But after reading, discussing, researching and trying, I am now a believer. In the process, we developed a template that we use to develop our own Challenger Sale presentations. While we can no longer share the template with you, this blog contains a bit of information on creating your own template.
As a sales manager, are you using your CRM solution to plan forward, or simply reflect backward? Planning forward will help you help your team members prioritize their time, make better judgement calls about activities associated with leads/opportunities and ultimately close more deals. This article discusses a more effective way to conduct sales meetings, whether weekly catch-ups with sales reps or all-in sales team calls.
Don’t tell my boss, but I hate CRM.
Research suggests that leadership’s opinion of CRM success is often different from the teams using CRM on the front lines. And IT, Sales, Customer Service and Marketing can all have radically different opinions of an organization’s CRM solution. C5 Insight has introduced a free to download tool that can be used as a self-evaluation to rate the success or failure of your CRM project.
After working with hundreds of companies and investing hundreds of hours into CRM success and failure research, there is one thing we have never heard from organizations that have successfully implemented CRM: “Our CRM was such a good tool for our sales team, that they want to use it.”
In other words, CRM is not going to be your Field of Dreams. If you build it, they won’t come – no matter how good it is.
Wine. I love it. And I love visiting wineries whenever I can. Wine and wine making are such rich sources of history, have an element of the artistic, and just feel closer to the basic and raw elements of the earth. Like farming, there are a lot of simple lessons in wine making that apply to everything else in life.
But the lessons learned when my wife and I visited a wine maker on a recent trip still came as a surprise – I wasn’t expecting to see the connection between making wine, and improving customer relationship management (CRM) projects with solutions such as Microsoft Dynamics CRM and Salesforce.com.
The truth is, the “training” methods we have been using for decades are dying. And if your organization is still hoping to train users on SharePoint, CRM, or any other technology by sitting them in a room to watch recorded videos or a live individual, I want to offer some suggestions that I believe will transform the way end users adopt and learn new technology.
The complementary paper includes over 12 years of research, recent survey results, and CRM turnaround success stories.
This 60-second assessment is designed to evaluate your organization's collaboration readiness.
Learn how you rank compared to organizations typically in years 1 to 5 of implementation - and which areas to focus on to improve.
This is a sandbox solution which can be activated per site collection to allow you to easily collect feedback from users into a custom Feedback list.
Whether you are upgrading to SharePoint Online, 2010, 2013 or the latest 2016, this checklist contains everything you need to know for a successful transition.