Customer Relationship Management isn’t about a software program it’s about the person! REALLY the only thing your internal CRM software does is give you a place to keep track of that relationship.
You’d better have a plan of how you’ll be managing the relationship with the person in the front of your mind, every day of your inside sales career.
- gaining access to new people
- having a conversation to discover if they buy what you sell & need what you do
- agreeing to next steps
- following through
Those certainly can be tracked in a software program, but the important activity is with the people you want to do business with (and are doing business with).