Taken from Sales Intelligence: Preparing for Smarter Selling
CRM is proving itself to be an absolute must have in the current market as the above graph shows (I told you I'd try to leave percentages alone. I've moved onto graphs instead).
When you consider that the best-in-class companies are achieving quota by a 26% better average than laggards it is clear to see that reducing CRM budget is not an option companies should consider in a bid to cut costs.
It has sometimes been assumed that CRM solutions are a 'nice to have' opposed to a 'must have' but that argument no longer stands up. Rather than it being a bonus to know about your customer it really is an absolute necessity as budgets tighten and businesses seek a far more personal experience.
There's been a lot of talk about mobile spend increasing, Internet spend increasing, social networking spend increasing, and I can't help but feel that CRM has been largely overlooked in terms of a progressing trend. The solution is there, and the best-in-class are proving that it works.
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