Like many business software segments, Customer Relationship Management (CRM) is becoming more difficult to identify as a stand-alone category. As more players enter the market and existing players expand their reach, the very definition of CRM seems to be expanding. CRM functionality now encapsulates everything from:
- email marketing to sales pipeline management;
- quoting to contact logging;
- activity tracking to service tickets; and
- marketing automation and beyond.
It appears that no ERP, Accounting nor Inventory Management system has really nailed sales reporting / sales analysis as we often get asked about the best reporting add-ons by clients.
Why carrots motivate donkeys and whips drive racehorses
In my role as an advisor to a number of app developers and service providers, I am regularly quizzed on the question of speeding up sales to SMBs.
“We have the best _________[insert product/service offering] on the market. Our existing SMB customers love us/it. Everyone we talk to loves it. But the challenge is getting new customers to act in a timely way, en masse… how do we speed up adoption?”.
In this article, I share my thoughts on how to compete effectively with Status Quo, as a key success factor in accelerating growth, particularly within the SMB space.
In February 2015 I was was asked to present at the Sales Conference SELL for Success in Melbourne covering the topic: “Technology Revolution – the digital disturb changing sales processes forever“.