September 2020

Defining CRM requirements

Defining CRM requirements

Once a business clearly understanding why a CRM is needed, critical to a successful implementation is clearly defining CRM requirements. Outlined below are 6 steps that are important in defining CRM requirements.  Defining CRM Requirements and Integration How far down into your company’s existing systems will your CRM solution integrate? Will it be a departmental …

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Holden's Four Stage Model

Holden’s Four Stage Model

Recently I came across Holden’s Four Stage Model of Sales Proficiency. As a model it represents everything that I knew but was never able to articulate regarding sales performance. It provides a framework for us sales professionals to benchmark our own sales proficiency and provides a path for future selling. I hope you enjoy the …

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Customer Experience Management


Customer experience management (CEM) is the collection of processes a company uses to track, oversee and organize every interaction between a customer and the organization throughout the customer lifecycle. So is Customer Experience Management (CEM) just a new term used to sell re-packaged Customer Relationship Management (CRM) software? WHAT IS Customer Experience Management and how …


Why my business needs CRM

Why my business needs CRM

The first step on selecting a CRM solution starts within the business. It relates to understanding why my business needs CRM and how it can help the business gain competitive advantage. I have broken the process of choosing a CRM solution into two stages. This week’s blog will consider this first step. The following blog …

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