Craig Klein Releases 4th Reason Popular Contact Management Solutions Like ACT! and Outlook are Holding Your Business Back

Houston, TX (PressExposure) November 03, 2009 -- Fast, effective response to your customers’ needs is crucial in today’s highly competitive and information based economy. Millions of small and medium sized businesses still rely on very basic customer information solutions for this mission critical function.

This is the fourth and final installment in a series of 4 articles each one focusing on a key reason that basic contact management systems like ACT! and Outlook are keeping your business from reaching the heights of success you’re striving for. To see the complete compilation of 4 reasons ACT! and Outlook are holding your business back and what to do about, visit

Reason #4 that ACT! or Outlook or whatever technology you’ve tried are not working for you:

There’s virtually no support. So now we’re past whether the system is up and running properly. We’re talking about whether each individual can figure out how to do what they need to do, day in and day out? Who’s going to answer those questions every day? Is there a guru on your staff that can respond immediately to questions from your sales team about how to do this and that in your contact management system? If not, calling ACT! or Microsoft to find out is not something you want your sales team sitting through. So things stall. Business has to go on and the users go back to doing it the old fashioned way.

You need someone that’s in tune with your business, that knows how you work and responds on your time, not their own.

Tip #7 – you’re going to need someone to be your “go to guy”. This could be your in house administrative or IT person. You need to make sure they make a priority of responding to problems and questions from the rest of your staff. Whether it’s a staff member, your contract IT person or a vendor, take the time to bring them up to speed on what workflows are crucial for your people all day every day.

Remember, this does not need to be expensive or extremely time consuming. The toughest thing to do is to decide exactly what your people should do to capture, document and share vital information day in and day out.

If figuring that out is where you’re stuck, I recommend trying to do it with the resources you have at hand. There will be some trial and error. Best to work through that without spending a bunch of money.

Once you understand the steps involved in each employee’s key workflows, you may find that you can make your current technology work. If not, you’ll know exactly what capabilities you need to shop for.

That transition doesn't have to be painful. Don’t look for the technology to create the process for you. You need to decide what processes will make you most competitive. Then find technology that automates them.

Getting your staff members on board and motivated to share information is the key. Be sure to check out my blog, Sell, Sell, Sell! - for plenty of tips and advice on getting the people part of contact management right.


Craig Klein is the President and Founder of SalesNexus, LLC. Craig is also the author of Sell, Sell, Sell!, a blog for business owners and sales people to find tips and advice about selling and marketing.

SalesNexus provides online contact management, sales force automation and CRM services to small and medium sized businesses across all industries.

Craig spent 15 years in the energy business as a Sales VP before founding SalesNexus where he and his sales teams were trained in the Sandler Sales Institute's methodologies.

Craig has a B.S. in Electrical Engineering from Texas A&M University.

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Press Release Submitted On: November 02, 2009 at 11:46 pm
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