I Hate CRM Systems, But They Work!
Fast-forward a year. My phone rings and it’s a woman from Houston, TX, whose name rang a bell. She had heard some good things about my training programs and wanted to know more. As she talked, I searched. Up popped the name, “Rachel Koenig” and I quickly read the notes I had made, smiling as it all came back to me.
“Rachel,” I interrupted. “You don’t remember me? We went to high school together in Needham!” “We did?” she replied, completely stunned. I went on to relate every detail that I had written down as if it was just yesterday that we passed in the hallway.
The tone of the call changed immediately and before I know it we were talking like old friends. At the end of the call, I was invited to speak at their three presidents meetings, the first time they had ever invited in an outside speaker. I went on to do hundreds of thousands of dollars of business with CGX and continue to work with many of their 80-something locations.
I eventually ’afessed up to Rachel that my memory was not all that I led her to believe it was. Thanks to that stupid, can’t stand it, OMG what a waste of time CRM system that “I swear is only so that management can keep track of me,” I landed a big fish.
Still hate your CRM? Get over it.
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Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.