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Customer Relationship Management systems are primarily designed to enhance and nurture relationships with key customers. In order to attain this objective, CRM systems offer a number of functionalities that supplement existing business processes and expand sales. CRM eliminates archaic methodologies of data storage and organizes customer information in a highly… Read more


When considering CRM solutions, small businesses need to be as customer-centric (if not more) than bigger enterprise organizations. This is primarily because small business owners are generally prone to having more personal interactions with buyers. From a current industry and consumer trends perspective, it is pivotal that your small businesses… Read more

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Product and service offerings in any industry are becoming all the more identical with multiple companies targeting the same consumer segments with similar demographic, psychographic or geographic characteristics. As a result, customers have the privilege of numerous options to choose from and are hence increasingly fickle. Just a single factor like lower price may influence a loyal customer to switch brands. In addition, before making any purchase, customers today tend to engage in a lot of research into product features,… Read more

Lead management can almost be classified as one of the core modules of any CRM system. Leads are the most critical facet of the sales cycle for any type of business operating in any industry. The progression from a prospect to deal close all depends on how a lead is nurtured and led on the right path. Most CRM systems have acknowledged this fact and work towards providing highly advanced features and capabilities to assist sales teams in all stages… Read more

Continuing our outlook and analysis on the core modules of CRM, we now take a look at marketing automation. Sales, marketing and service are the three key pillars on which any good CRM is built. A business can truly succeed and grow only when all of them, especially sales and marketing, are equally robust and work in tandem with each other. The primary objective of CRMs is to develop long lasting and meaningful relationships with key clients in order to… Read more

Sales organizations have consistently faced multiple issues over the years when it comes to incentivizing the sales force. Incentive compensation somehow always tends to create communication gaps and discontent between sales executives and the management, leading to internal conflicts and ultimately decrease in productivity and loss of revenue. Sometimes, sales plans do not drive ideal selling patterns resulting in underachieving sales areas. When businesses become aware of this, the management generally tries to steer the organization in the right direction.… Read more