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Selecting Your CRM: To Guarantee Success, Follow this Practical, Down-to-Earth Criteria!
E-books / Sales Management / Dec 13, 2019 / Posted by Nikolaus Kimla / 2301 

Selecting Your CRM: To Guarantee Success, Follow this Practical, Down-to-Earth Criteria!

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For any company, selecting a CRM solution for a company is a major undertaking. Gartner has just provided an in-depth guide for doing so entitled “Select the Best-Suited CRM Solution with Gartner’s Evaluation Model”.

Gartner’s guide is meant as a highly technical guide for an analyst, and we’ll be using it as a reference for this ebook. But a point I made recently is that many times the wrong people—often a combination of executive and IT personnel—make decisions for which CRM system a company should adopt. This decision leaves out the people who will actually use it: salespeople. Using another field as an example, an architect would never be allowed to choose the tools that the builders are going to use to construct a house—that decision would be strictly up to the builders themselves. Similarly, I think salespeople should at least be included in the CRM selection process.

Hence, this Ebook is meant for the potential user and is a more down-to-earth guide for selecting a CRM solution. That means that anyone could select a CRM solution, not just a high-end technical analyst.

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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Comments (17)

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Celia Krebs commented...

One of the most important points to remember regarding Pipeliner Sales CRM is that it delivers instantly on your investment for the entire company. When the sales team quickly identifies the ability to be productive with the mobile app in between appointments, instantly recall information for the customer during meeting, and have a one location to track all customers communication, it engages more participation. Data integrity is improved and that accuracy improves all information up the management structure. Create custom reports are a breeze by each individual using the solution, at your fingertips, on demand. TCO is lower and ROI is higher.

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Endale Woldesenbet commented...

Great One!

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Jeff Oduor commented...

Salespeople should definitely be part of their companies’ CRM selection. If anything, they are the ones who will use it so it should be something that they find convenient in using.

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Jean Vladimir Fotto Fimbia commented...

Gartner est le guide idéale pour les entreprises, qui souhaiteraient trouver une solution CRM adapter à leur conteste d’évolution en terme de chiffre d’affaire CA et aussi pratique pour les vents.

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KingsBak commented...

It is great a suggestion that need to be adopted by every organisation that is profit oriented.

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Moses Bj Idebi commented...

i feel its imperative for a person to understand what a product does before you purchase it, this article explains the important of crm in a business, its great

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Iyanda Bolatito commented...

Great article

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Albert Adedi commented...

Good read. I believe key to note when deciding which CRM solution to go for is cost, especially interms of adoption rate and usability. A good fit would be a CRM that is easy to get up and running with minimal disruption to the day to day business operations.

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Kaka1470 commented...

WOW a very productive one

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Yusuf Lukman commented...

It is great a suggestion that need to be adopted by every organisation that is profit oriented

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Musbau Jamiu commented...

One of the most important points to remember regarding Pipeliner Sales CRM is that it delivers instantly on your investment for the entire company.

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neyuson commented...

Interesting!!! Yes, the right CRM can change the world of Sales process and Management…..Pipeliner CRM is the way to go.

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Francis Ng'an'ga commented...

CRM is such an important tool and selecting them requires the collection of the management and the salespeople so that what they select is suitable for both.

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Francis Ng'an'ga commented...

Pipeliner CRM is the better option for the salespeople.

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Tarosi Solomon commented...

Great book from Nikolaus Kimla.

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Coach Stanley Katjaimo commented...

For the past 15 years, I follow the trend of sales and salespeople, notice that salespeople are never involved in the decision making the process. They are treated as sideliners who work on guidelines and plan design by Executive and Manager! As for the CRM software, it is no doubt that salespeople have become the driver of the business vehicle as they must be treated as entrepreneurs who can bring greater outcomes to the business revenue growth and improve customer relationship by being in the front line of the decision involvement…

CRM has opened an easy to work with the process for salespeople, managers, and executives all together!! LOVE IT

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Jane Cullum commented...

So true, if a company wants result there is a buy-in process, great to have the sales team involved in know the CRM system chosen.

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