Dear CRM user: This is arguably the most important 5 minutes of CRM training you’ll ever need, if you want a CRM that is well-tuned, delivers on its promises, and gives you unbeatable competitive advantage. ~Ed
Human intelligence is often described as sophisticated pattern-matching or linking concepts together. Example: you learn early in life not to touch that hot stove a second time. (“Thanks, brain!”)
Everything we do is linked to something else, somehow. Our “cause and effect” knowledgebase can be expressed as “If / Then”: If X happens, Y follows. We learn and improve by linking new ideas, events, data and relationships.
CRM, similarly, unlocks tremendous potential advantage, helping you to link activities, people and resources with deals, customers, relationships, and reliable dashboard reporting. Done well, it helps you discover unique and repetitive link patterns and accelerate improvement in sales, service, revenue and innovation. You can then detect patterns in buyer behavior, purchase process, dealflow and more, which in turn can improve your forecasting accuracy and your business intelligence advantage.
The reverse is also true: done poorly, your CRM database becomes a useless mess of disjointed data, and your team coordination, customer satisfaction and data intelligence can suffer.
This 15 page playbook illustrates in just 5 minutes how CRM products are ready-built to help you leverage links and relationships among people, data, sales, products and more. It all comes down to “thinking about linking”.
Have at it! I welcome your reactions, comments and edits. Help keep this crowdsourced tutorial fresh and improved. Of course, I’ll credit you with any changes that are kept. More CRM Pro Tip playbooks to come. Subscribe! It’s all free.