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Snapshots Slideshows / Sales Management / Nov 24, 2016 / Posted by Nikolaus Kimla / 1293 

What is CRM? CRM Coming Back from the Dead: CRM in the Digital Revolution


It’s no secret, if you really examine the facts: in the past, CRM was a failure. It was this big, complex thing into which salespeople were forced to enter data. Unfortunately, sales reps, sales managers, and anyone else that needed data from CRM couldn’t quite get what they needed, either. What is CRM, and what should it be today?

Fast forward into today’s digital world which has impacted companies both from internal and external aspects. For any company to succeed, they need technology. Not just any technology, though–they need the right technology.

In CRM Coming Back from the Dead, based on the ebook by the same name, you will learn how CRM must now catch up to today’s digital revolution; it’s more of a necessity than ever. It’s also a much different kind of CRM required today than in the past. It’s the CRM to carry us into an ever-changing future, with a whole new set of qualities.

In today’s global economy, customers are quite literally everywhere. Businesses are continually becoming more decentralized and more people are working remotely–which means that employees, too, are quite literally everywhere (this is actually the case with Pipeliner).

CRM Has Failed in the Past. Will It Now Succeed?

If we go back some 25 years to CRM’s original development and move forward to fairly recently, we can certainly see that the first iteration of CRM applications has been a failure. They have been expensive, difficult and costly to onboard into a company, and then costly to continually administrate. Now in its new incarnation, will CRM finally succeed?

What Should a CRM Really Be Today?

CRM users have complained for years about the amount of data entry required. This is especially true of salespeople, who then do not obtain any real assistance back from the CRM solution. What should CRM be doing for a company?

Here’s What We’re Doing About It

In what might have been seen as a counterintuitive move, we brought Pipeliner into the CRM market when that market was overrun with product. Why did we do this?

How Is CRM Helping Today?

In a considerable departure from previous CRM applications, Pipeliner is designed to factually and practically empower salespeople. If you use CRM, this could be very valuable information for you.

Where Must CRM Be in the Future?

If a business is to make it today, it has to embrace technology. Since the turn of the millenium, many companies that didn’t make that choice disappeared. What does this mean for a CRM solution?

If You Don’t Have CRM Today, You’re Sunk

Finally, let’s take a good look at why CRM is actually vital today–and why, if you don’t have an use it, you’re not going to make it.

About Author

A 30-year veteran of the computer industry, Nikolaus has founded and run several software companies. He and his company uptime iTechnology are the developers of World-Check, a risk intelligence platform eventually sold to Thomson Reuters for $520 million. He is currently the founder and CEO of Pipeliner Sales, Inc., developer and publisher of Pipeliner CRM, the first CRM application aimed squarely at actually empowering salespeople. Also a prolific writer, Nikolaus has authored over 100 ebooks, articles and white papers addressing the subjects of sales management, leadership and sales itself.

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