In the past CRM systems were not popular among the salespeople. This was probably because they were not effective in basic principles — were not built according to users needs. Today, in digital age, sales and market cannot bear overload of data without a help of intelligent technology. Therefore CRM became the part of basic needs of a salespeople. And to became really effective and popular, how should it had look like today?

1. CRM Coming
Back from
the Dead
CRM in the Digital Revolution

2. Nikolaus Kimla
n.kimla@pipelinersales.com
www.pipelinersales.com
CEO at Pipelinersales Inc.
Written by...
Based on the ebook:
CRM Coming Back from the Dead CRM in the Digital Revolution

3. CRM Has Failed
in the Past

4. At the time I brought my company into the CRM
space, salespeople mostly had this to say about
CRM: “CRM sucks!” Additionally, there was not--and,
actually, is not today--a clear market leader in the
CRM space. The two of these facts put together
clearly demonstrates that CRM certainly has not
succeeded in the past.
CRM now needs to come back from the dead.
Salespeople: Become Risk-Takers Once Again

5. What Should a
CRM Be Today?

6. What could be considered to be the very
beginning of today’s computing universe
was, of course, the Internet. As with
everything, the Internet was the real
game-changer when it came to CRM.
This had everything to do with the way
the Internet empowered buyers. Buyers
can learn all about any product or service
they are evaluating—without ever having
to contact a sales rep.
What Should a CRM Be Today?

7. While the buyer revolution drove CRM
development from one side, the other
side was driven by the digital natives that
thrived in the digital gaming community.
These people, mostly millennials, had
come up in a totally visual world, and
were now being employed as developers.
They pointed at the incredible graphics
being produced in games and asked,
“Why can’t we be doing that for business
applications?”
What Should a CRM Be Today?

8. Despite the explosion of the Internet that brought
about a revolution in data, many CRM solutions
(including some of the big ones) are still presenting
data in spreadsheet-type formats. They do not match
up with the ways the Internet and new technology
have changed how people are thinking
and using technology.
What Should a CRM Be Today?

9. For that reason, one function of today's
CRM must be as a guide through all the
noise. CRM should provide focus to the
user into tasks, activities and
opportunities on which the user should
have attention.
What Should a CRM Be Today?
Today a CRM user is totally
bombarded by too much
information.

10. Today anyone in business cannot deal with the
rapidity and complexity of data, and information
overload without digital solutions. The actual solution
people need for management is CRM--even though
the name itself is too narrow. “Management” as
addressed by a solution such as Pipeliner goes well
beyond just “customer relationships.”
What Should a CRM Be Today?
If you're going to do manage
effectively, you need
technology.

11. Here’s What
We’re Doing
About It

12. At the time when I was looking for my next major
software development, I picked the CRM arena. This
is because I kept hearing one phrase repeated over
and over by salespeople: “CRM sucks!”
Here’s What We’re Doing About It

13. What was needed from CRM developers
was to really figure out what CRM users
were actually doing, and how they could
best be assisted in getting it done.
Such a system must be incredibly flexible,
and rapidly and easily adoptable. If not,
then you regularly miss the opportunities
that pass by you like waves—from
customers, from competitors, from the
market, from new industries and even
from your own product development.
Here’s What We’re Doing About It

14. This concept dictated that you had a board up
in front of the room, and on the right-hand
side of the board was the target. Pipeliner CRM
reflects this concept utilizing brand new forms
of technology and visualization.
Here’s What We’re Doing About It
The very basic idea for
Pipeliner came from an old
IBM war room concept.

15. Then I realized that we had to, in some way, make
CRM enjoyable and perhaps even fun. We made
Pipeliner highly visual and even brought
“gamification” elements into it.
Here’s What We’re Doing About It

16. We knew from the beginning that every
company had their own process, and that
no two were alike. For that reason we
developed Pipeliner to be instantly
customizable to a company’s exact sales
process.
We also made it possible for a company to
have as many processes as they need
within CRM.
Here’s What We’re Doing About It

17. In addition, we made all of the tasks
and activities required to complete a
process step totally visual, and
completely customizable. They can
even be made mandatory so that no
opportunity can be moved into the
next process step unless certain tasks
or activities are completed.
Here’s What We’re Doing About It

18. Another observation we made was that
not everyone had Internet access all the
time, everywhere. This is still true…yet
salespeople and others using Pipeliner
must continue to do their jobs. Therefore
Pipeliner's entire application is available
whether or not the user is online.
The online and offline versions are
immediately synchronized when Internet
access is once again available.
Here’s What We’re Doing About It

19. How is CRM
Helping Today?

20. With Pipeliner, we were out to develop an
application that would truly empower
salespeople, and make it totally worthwhile for
them to use CRM. If we did so, the quality of
the data being input into CRM would be
greatly enhanced. Not only sales reps would
benefit, but sales management would have a
single, central real-time repository for sales
data, to which they could look at any time and
gain instant understanding of the current sales
scene.
Or, as we like to say, instant intelligence,
visualized.
How is CRM Helping Today?

21. What helps the individual on a daily basis?
The answers have evolved into every feature we see in
Pipeliner today, from its visual pipeline, timeline,
dynamic target, account, contact, and KPI views, right
down to its powerful reports.
At any time, a user can take a very rapid look into
Pipeliner and totally grasp where they stand in
relation to the target.
How is CRM Helping Today?
We continually ask the
question:

22. If You Don't Have
CRM Today,
You're Sunk

23. Everything done in a company is done on
a process. A process is how things get
done—how staff know to, speaking
figuratively, pick up the ball and pass it to
the next player.
So it has become a very salient fact that
without core processes—whether they be
for accounts, contacts, activities, sales,
HR or whatever—your business is lost
and will not survive.
If You Don't Have CRM Today, You're Sunk

24. Which of course leads us back to
our main topic: CRM.
For it is CRM that is expanding to incorporate all of a
company's processes, beginning with its most important
activity: sales.
If You Don't Have CRM Today, You're Sunk

25. If You Don't Have CRM Today, You're Sunk
● should be reasonably priced, so that companies
can acquire and implement it with relative ease.
● should be easy and fast to get up and running.
● should be intuitive and easy for users
to train on.
● should empower users, no matter where they
exist inside or even outside the company.
● should be extremely flexible and customizable,
as no 2 companies are alike.
To sum up,
a CRM today:

26. These are the deciding factors of
who will in the battle in
the CRM industry.
Download the one that meets each and every one of
these requirements: Pipeliner CRM.
If You Don't Have CRM Today, You're Sunk

27. CRM (R)Evolutionized—Instant Intelligence, Visualized!
DOWNLOAD FREE TRIAL SEE ALL BENEFITSor