Recently, I did an hour and a half long demonstration of our CRM software, PipelineDeals. By all standards, software demonstrations should be short and to the point. The longer you talk through your platform, your message gets diluted, bugs inevitably crop up, and eyes (or ears) glaze over. They should most certainly NOT be an hour and a half long – that’s three times as long as my target time for most demos.

The demo drug on because the prospect kept pushing back; he was from the old-school and thought CRM software was too much work. Too much data entry, it’s a pain in the butt, and his salespeople didn’t need it! He didn’t know anyone that thought much of that new-fangled software, but his employees kept bugging him about it.

Pounding sales reps to enter sales activity data into CRM doesn’t sound like much of a future. People hate entering data into CRM, especially sales people. It’s just not in our DNA to want to spend lots of time entering data into a system that provides limited return on data entry.

CRM systems were thought to be the Holy Grail of business process improvement. For much of an organization, they are a great way to manage all the details for any given customer account. However, ask any sales rep about their customer relationship management (CRM) platform and you’ll likely hear a lot of groaning and complaints. …

The B2B community is facing some serious challenges with CRM ROI, but the steps needed to address these challenges aren’t always clear. CRM Implementation is Growing CRM software investments have overtaken every other category of enterprise software (by revenue).   Unfortunately, the exponential rise of CRM implementation hasn’t quite contributed to a renaissance of B2B …