C5 Insight Managing Partner Geoff Ables was the keynote speaker at the Mid-America Distributor Sales Conference. The conference and sales meeting was conducted March 1 in Kansas City, Kansas.
Geoff Ables, C5 Insight Managing Partner, delivered the keynote address at the Mid-America Distributor Sales Conference in Kansas City on March 1. In his address, Ables presented secrets for CRM success – “5 Insights for Maximizing the ROI of CRM.” Mid-America Distributor Sales, based in Olathe, Kansas, represents leading brands from all of the key product categories sold into the janitorial and sanitation market channels in five states. Mid-America Distributor Sales personnel as well as executives from manufacturers and distributors the company represents attended the sales meeting and conference.
Although case studies suggest that CRM (Customer Relationship Management) solutions can return between $5.00 and $8.00 for every dollar spent, in practice CRM implementations are often frustrating and more than 60% of CRM projects end in failure. Ables described what the most effective organizations are doing with CRM to generate a positive ROI, transform the bottom line, and deliver great customer experiences every time.
Ables outlined the myths that can cause CRM frustration and then discussed 5 timeless insights that best CRM practitioners have discovered that lead to success. He shared more than 15 specific tips that organizations can start using immediately to get the most out of CRM at the leadership, management, and user levels. He also stressed the critical need to involve users early in the process and then getting, and staying, in the habit of using CRM.
Ables commented on why so many CRM implementations end in failure, “Many CRM projects start with the technology instead of starting with the people—the users, customers, managers, and leaders who will be affected by the system. Some users get the feeling that they are working for the technology instead of the technology working for them. Although technology can accelerate our ability to improve connections between a business and its customers, success starts and ends with people.”
Ables is the author of “The LUCK Principle, Business Results at the Intersection of People & Profit.” In the book he teaches how to harness the power of people, process, and technology to transform a business into a workplace that balances a people-first culture with bottom-line results. The book is available in both paperback and Kindle versions on Amazon at http://www.Amazon.com/dp/B01N0QW5H4.
Geoff Ables is a best selling author, speaker, and entrepreneur. He has over 20 years of consulting experience on topics including intranets, customer relationship management, social collaboration, and big data. As a thought leader on customer and employee engagement, his insights have been seen and heard in dozens of global venues. He founded C5 Insight in 2002, and has consulted with hundreds of companies in a broad range of industries. The firm has twice been named to the Inc. 5000 list of fastest growing companies.
For more information about Geoff Ables and C5 Insight, visit
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