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ROI from CRM


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About the Book

Yes, ROI from CRM is possible.

In this book, author Brian Gardner taps his decades of industrial sales experience to provide simple yet effective strategies for getting the most from customer relationship management. Learn how to approach CRM as a system for sharing and leveraging data throughout your business and to gain a competitive edge in the market with a revamped sales process and engaged team.

With this book, you’ll learn:

  • Common reasons that CRM fails – and how you can avoid them
  • Why CRM should be viewed as a revenue generator, not a cost
  • Why limiting CRM to outside sales will cause you to miss out on half its value
  • How to identify and fill gaps in your business using Gardner's results-driven Sales Process Review and CRM Roadmap Matrix
  • How to break old habits and get your team on board with CRM

The most critical time in the pursuit of sales is between the opportunity and quote stages – between the front and back ends of the sales cycle. Whether you already have CRM or are just starting on the journey, this book will give you the tools to successfully navigate the sales process from lead to close with CRM.

Who Should Use This Book?

If you're looking to take your business to the next level, this book is for you. Whether you already have CRM or are just starting on the journey, this book will give you the tools to successfully navigate the sales process from lead to close and to build a more cohesive team with CRM.

Table of Contents

Chapter 1: It’s About Process, Not Just Technology  
Chapter 2: SalesProcess360 CRM Audit
Chapter 3: A Revenue Generator, Not a Cost
Chapter 4: Why CRM Succeeds or Fails (It's Up to You)
Chapter 5: ROI Starts with the Front End of the Sales Process
Chapter 6: Your Leading Indicators
Chapter 7: Where to Focus for Maximum ROI
Chapter 8: Training on the Why, Not Just the How
Chapter 9: Considerations in Vendor Selection
Chapter 10: Next Steps
Chapter 11: Conclusion: It’s Your Turn
Lagniappe: Setting Up Your System

Praise for This Book

"Great insight on CRM. Must read for anyone considering implementing CRM or revive a wounded one." 
"Our company recently implemented a well-known CRM, but after a few months it was evident it was not going in the right direction and something needed to happen. We desperately needed an effective phase-2 in place to be able to move forward. Thanks to ROI on CRM I can share with our team the steps we need to take to make our CRM a routine tool in our company."
Bernie Diaz

"Great find for the small business owner! Expert & Concise"
"Fabulous, positive and informative! I felt the author is preparing the owners for the dedication required for the investment of a profitable CRM system. Everyone must be vested in the CRM decision and the charts visually represent his concepts well. An expert in his field and his "lessons" could be applied to all businesses."

“With this book and his system, Brian Gardner brings his unique talent for making the complex simple."
"He has the experience, with family business, in the world of industrial sales professionals and a full set of practical steps that will benefit all involved in their quest for winning in sales!”
– Mario Porrata-Franceschini, MRF Inc.

About the Author

Brian K GardnerBrian K. Gardner

Brian Gardner spent more than 20 years in technical and industrial sales in the process control and instrumentation industry. He founded SalesProcess360 to share best practices with industrial sales companies and help them think differently about sales process and CRM. 

Why I Wrote This Book

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