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10 Signs you need a customer relationship management (CRM) system



Customer relationship management software (CRM), such as Highrise, Pipedrive, Microsoft Dynamics CRM or Salesforce, helps salespeople coordinate their work, improve customer service and convert more leads into customers. Here are ten sure signs that you need a CRM system.


  1. More than one person deals with customers but they don’t share customer data.
  2. Potential customers chase you when you should be following up with them.
  3. You call a lead back only to find they’ve gone with a competitor because they were waiting too long.
  4. You’re tracking opportunities using a spreadsheet (or worse, scraps of paper).
  5. There is no central database of customer contact details.
  6. If your main salesperson goes on holiday, all your sales activity dries up because nobody else knows what’s going on.
  7. You don’t have a formal, predictable, scalable process for turning leads into customers.
  8. You’re missing out on upsell and cross-sell opportunities because you’re not staying in touch with customers after they actually bought something from you.
  9. You don’t have any idea what you’re sales funnel looks like or what sales you’re likely to get in the next three months.
  10. You can’t access basic information about customers like the last time they bought from you, their total order value or who has purchasing authority.

If three or four of these are true and you don’t have a CRM system; this could be the time to start looking into one.

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About the Author
Matthew Stibbe is CEO at Articulate Marketing and TurbineHQ. He is an HP fanboy.
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