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  • Blog Post: Winning business: A guide to help you focus on the impact of the CRM proposition

    Winning business means understanding a prospect’s goals The Sage CRM proposition works in supporting a prospect's business operations and meeting their strategic goals --- in particular, how they make or save money or decrease risk in their business. Good sales technique constructs questions...
  • Blog Post: Building a successful business by leading with Sage CRM

    My last posts have been speaking about, and with members of, our North American business, so I thought it time to move elsewhere. For this post, I am in my home territory of the United Kingdom and, for this edition, would like to share an interview I conducted with Sage UK & Ireland's (UKI) leading...
  • Blog Post: Delivering CRM success through managed projects

    Continuing on a theme of what makes a successful CRM implementation, I spoke recently with Sage UK & Ireland's (UKI) Principal CRM Consultant, Jonathan Jack , about how he works with customers. [David Beard, CRM Principal, Sage CRM] Talk to me about when you first meet a customer & how...
  • Blog Post: Helping me make a decision about a CRM system

    Have you ever stopped to think what 'new product development' roles actually do? Often, it is to predict & shape the future - what will sell? What’s the next big thing? Which tends to summarise into one big question for a business: What to buy, build & distribute? And within the...
  • Blog Post: Can CRM solve my business problem - part 1

    Every day, small and medium-sized business owners are looking for ways to improve & grow their business. Many hours are invested in brainstorming, talking to customers and analysing competitive offerings. It is not uncommon that at some point in the process, technology will dangle that carrot in...
  • Blog Post: Can CRM solve my business problem? - part 2

    In the last part we looked at 3 quick tips that focused on terminology, business objectives and business outcomes: Tip 1 – don’t mention CRM (if you’re not comfortable with the term) Tip 2 - the IRACIS concept Tip 3 – problems, solutions, benefits The following...
  • Blog Post: Email Marketing Segmentation - Finding the right data

    The previous post looked at setting objectives - let's now move on to data sets: There are many ways that a database can be segmented but the best place to start is pragmatically marketing your product or service. Segmentation is driven by data and, importantly, be sure you check 'what you...