This is the question I will be asking this week and next week as I prepare for and attend the Sales 2.0 event – a first of its kind on the topic of directly relating technology tools and Web 2.0 into actual sales revenue increases.
I’m a bit skeptical because I came from the old CRM implementation days where companies made HUGE investments on technology tools and ultimately there was no measurable sales increases due to the tool itself. Many times there were increased costs of doing business due to the follow up customization that needed to be done, or the fact that sales professionals never embraced the original tool, so a secondary implementation had to take place.
Technology can’t change behavior – that comes from company leadership.
It will be interesting to see many of these tools upclose and in-person.
For business owners, I know that many will not implement a new technology or tool until they are sure it has a better than 50% chance of helping them, so they are looking to see references of others in business like they are, who have already implemented – and can show productivity gains or reductions in costs.
What challenges in your business do you think COULD be helped by a web-based tool?