“Ask the CRM Guru,” in which customers like you ask business-solution related questions of our CRM Gurus here at Macdonald Consulting Group. What's your question?

Question:

Dear Guru:

In what concrete ways can a CRM system improve my company's sales? Selling is an external task, right?

           Signed, Doubting Thomas.

Dear Thomas:

While selling itself may take place outside your company's office, much of a quality sales process begins internally. A CRM system provides standardized access to customer data (annual revenues, industry trends) that is far superior to keeping paper records. Access to this data keeps your salespeople focused on meaningful accounts. The ability to track competitors and their products can also provide market data that helps drive strategy. Another benefit of a company-wide CRM system is consistency. If your sales rep leaves the company, or if a call is fielded by another employee, the customer data is easily accessible. Providing one face to your customer improves customer service over the life of the customer.

Email our Gurus at cidziak@mcginc.com for a FREE copy of the "Top Ten Questions to Ask Your CRM Vendor" white paper.

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