Table of Contents
Preface
Section 1: Laying the Foundation
Chapter 1: The Foundation Modules – Understanding the Building Blocks of Success
Technical requirements
Exploring the need for a new CRM system
Understanding why CRM is more than just a sales and marketing tool
Marketing5
Sales5
Customer service5
Customer success/account management6
Operations6
Finance6
Supplier management and partner relationships6
Defining key objectives and measures of success
Introducing the foundation modules – Leads, Deals, Accounts, and Contacts
Leads8
Deals11
Accounts13
Contacts13
Recapping on the foundation modules14
Summary
Chapter 2: Leads – Getting It Right the First Time
Which standard fields to remove and why
Which standard fields to keep and why
Creating ...
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