……………………….………… CRM Trends Christopher Bates Ramp Technology Group.
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……………………….………… CRM Trends Christopher Bates Ramp Technology Group
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Transcript of ……………………….………… CRM Trends Christopher Bates Ramp Technology Group.
……………………….…………
CRM TrendsChristopher BatesRamp Technology Group
…………………………………………………………………………………………………………………………………………………………………………………………….………………………………………………………………Ramp 2010. Confidential and Proprietary
Ramp Group CRM Practice
pg 2
Trend #1: CRM is not just software…
CRM is a growth strategy for our company.
…………………………………………………………………………………………………………………………………………………………………………………………….………………………………………………………………Ramp 2010. Confidential and Proprietary
Ramp Group CRM Practice
pg 3
Trend #2: Invest wisely in…
User Adoption
…………………………………………………………………………………………………………………………………………………………………………………………….………………………………………………………………Ramp 2010. Confidential and Proprietary
Ramp Group CRM Practice
pg 4
Trend #3: No more hit and run…
Manage Change
1. Create a Sense of Urgency
2. Pull Together the Guiding Team
3. Develop the Change Vision and Strategy
4. Communicate for Understanding and Buy-in
5. Empower Others to Act
6. Produce Short-Term Wins
7. Repeat Relentlessly
8. Create a New Culture
…………………………………………………………………………………………………………………………………………………………………………………………….………………………………………………………………Ramp 2010. Confidential and Proprietary
Ramp Group CRM Practice
pg 5
Trend #4: Focus on incremental…
Quick and Easy Win’s
Phase OneSales Activity Management
Phase TwoSales Forecasting & Reports
Phase Three360° Customer View
…………………………………………………………………………………………………………………………………………………………………………………………….………………………………………………………………Ramp 2010. Confidential and Proprietary
Ramp Group CRM Practice
pg 6
Trend #5: Address the concerns of…
Four Types of Stakeholders
Customers
“REMEMBER me… Don’t make me a
number.”
Managers
“Help me SEE… I need to monitor,
measure, and direct.”
Sales Reps
“Help me SELL… Don’t slow me
down. Show me my day.”
I.T.
“We need new TOOLS for our existing
skillsets.”
…………………………………………………………………………………………………………………………………………………………………………………………….………………………………………………………………Ramp 2010. Confidential and Proprietary
Ramp Group CRM Practice
pg 7
Trend #6: Foster a company-wide…
Relational Culture
Shared Domain
Shared Interests
Shared Purpose
…………………………………………………………………………………………………………………………………………………………………………………………….………………………………………………………………Ramp 2010. Confidential and Proprietary
Ramp Group CRM Practice
pg 8
Trend #7: Set and manage…
Realistic Expectations
Choose any two
Choose any two
Quality
Speed Cost
……………………….…………
fin.
