Luke Russell

The top 4 reasons why you should not implement CRM

1)If you are planning on devoting 90% of your time and budget to selecting and implementing CRM software, you probably shouldn't be implementing CRM. This...

Why RFQs Fail in CRM Software Procurement

I have been preaching for years that only about 10% of CRM is about technology; the rest is culture (60%) and process (30%). ...

3 Foundational Truths to Pre-CRM Implementation Planning

Your Internally-Devised Solution Will Look A Lot Like Your Existing Solution I have found that the most successful CRM implementations happen when a CRM expert...

A history of man rejecting technology. One big lesson to learn.

John Henry retold by S. E. Schlosser Now John Henry was a mighty man, yes sir. He was born a slave in the 1840's but...

4 Critical Questions to Save Your Company from Quick Sand

This blog talks about business that are in the condition of "Quick Sand".  They look good on the surface, but there is constant movement...

The 4 Es of CRM Success

Whether you have a CRM system in place, or are looking to implement CRM, remember the 4 Es and you CRM success is almost...

3 Crucial Business Trends to Plan for in 2014

Business professors Gary Hamel and C.K. Prahalad have written about an experiment that was conducted with a group of monkeys.  It is a vivid...

Growth By Accident?

Richard James invented the slinky by accident (read the slinky story: http://www.slinkyprint.com/slinky_history.htm) and it became a wildly successful toy over the past 40 years....

User Adoption Frustrations With CRM

If you have a sales person who loves your CRM system, is excellent at updating deals, and is diligent at entering notes, I can...

Increasing Sales Without Increasing The Size of Your Sales Force

On average, your sales people spend less than two hours a day selling. This is according to Mark Ellwood, President of Pace Productivity...

The Unintentional Killing of CRM

Over my last fifteen years of facilitating CRM implementations, there are two programs that have been the unintentional death of CRM within many organizations: OUTLOOK In...

Is your data in the cloud safe?

It almost seems surreal that I am sitting at my keyboard writing this blog, knowing that it most likely will end up in the...

CRM, easy as riding a bike?

Let me ask you a simple question. Would you say that using your CRM system is easier than riding a bike? Is...

Is your CRM telling the whole story?

I recently logged into my health care provider's web site to look at test results and realized that there was a lot of missing...

Great Expectations for Outside Sales usage of CRM

Setting realistic goals is critical for a successful CRM implementation. However, just as critical is having realistic expectations. What's the difference? ...

C-Level Fear of CRM

After working in the CRM world for 15 years, I continue to be amazed at CRM and the direction it takes. Besides being...

Questions To Think About As You Move Toward CRM: Part 4

Do You Have the Internal Resources To Fully Implement a CRM Strategy? I absolutely LOVE it when, in my prospecting efforts, I come across a...

Who Is The Consumer In A CRM Implementation?

My background is working for large manufacturing companies who produce Consumer Goods. In that industry we call the end user "the consumer". ...

CRM Across the Generations

It is not uncommon for us, in the CRM industry, to hear from prospects and customers that certain individuals in the company like doing...

Questions To Think About As You Move Toward CRM: Part 3

Whose Responsibility Is CRM? If this question were asked in a senior management meeting, depending on their individual base knowledge of the acronym CRM, there...

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