CRM Design: Customer Focus vs User Focus.

Contrasting 2 CRM Design Types: Enabling and Constraining Thinking about how the CRM system user creates relationship value In any CRM implementation project there can be many administrative processes requiring different amounts of data and having different levels…

Do People Really Buy From People They Like?

How CRM Supports Critical Levels of Relatedness Do you like the people who sell to you? What can you learn about selling by thinking about your feelings of being at the receiving end of the sales process? Why…

Be Likeable… and Use your CRM System

Why are some sales people less successful than others? They create customer relationships that should lead to a sale, but it doesn’t. Does CRM make a difference? What can they learn from successful sales people? In my youth, shortly…