Our business welcomed a new customer on board yesterday. This a commodities broker in the mid-west that buys and sells commodities, Soy, Corn, Wheat, etc. His needs were very simple and he has looked at many CRM and was discouraged. The tools he looked at were very heavy, over featured with aspects he did not need. He was right to believe that his user adoption would suffer if his sales team has to click and click thru a complex CRM software.
I asked him how he would use a CRM or sales software. What was he trying to accomplish or gain with this technology investment? He told me what he needed. I listened and then configured the trial account we set up for him to match precisely what he described. I removed modules, like customer support, Inventory management, leads, and business opportunities from his account. I then added customer fields. One a multi-select combo box for his products, like corn, soy, wheat. Then added a Product Available field right in Account form, this field was set as a DATE, then added a Quantity field in the Account form. this denotes how many bushels are available for sales. Cool ehh?
Now his sales team can speak to farmers, his Accounts, and add products, sell dates and quantities. This is all in one form the Account form. Reports can be created from the custom fields showing product data. The demo went well and we agreed to do business together.
One last comment was important. He said no other CRM vendor even asked about his business. Just showed up and demonstrated all this cool stuff that he did not need. I call this demo death. Our company is trained to ask about our prospects needs, to find out what they are trying to do, then demo.
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