The Changing Role of CRM

This book formulates a new and comprehensive attitude toward IT and its use by companies and people. It is not enough that IT merely "functions." If companies use IT solutions strategically, they can also look forward to substantial potential growth and competitive advantages. Gaining these opportunities requires new and forward-looking views, which are published in the following e-book. The sales department is a key to corporate success more than ever before. It faces new challenges in a time when the Internet has changed a seller's market into a buyer's market. Sales - and the salespeople who do sales - do not get the credit they deserve in many companies. That has to change. To develop innovative IT solutions for sales, businesses are called upon and required to assign greater value to sales and all the managers and skilled employees working in sales. In this e-book is the discussion that sales management software in the future has to have a completely new approach to sales. As an example, Pipeliner CRM software is to support the forward-looking orientation of companies. It drives home the point that attitudes and mindsets are the crucial factors in the successful use of the IT Revolution. Anyone who ignores them runs the risk of being among the losers in the years to come. Those who understand them generate benefits and win. The Pipeliner principles described in this e-book open up new perspectives for many people.
In this book, with traditional CRM shortcomings revealed, a new paradigm for CRM systems can clearly be seen - one which is rapidly being adopted by forward-looking companies today. Instead of being the "top-down" enforcement onto sales that it always has been, CRM becomes an empowerment to sales, allowing them to fully control their sales pipelines and thereby meet and exceed their quotas. Interestingly - as you will see when you read this book - when a CRM solution actually empowers sales, so does it empower the remainder of the company.