According to the findings of a recent survey conducted by Corporate Visions Inc., B2B sales and marketing executives don’t seem to think that customer relationship management (CRM) systems are helpful when it comes to closing higher-margin deals.
The survey of more than 800 respondents in the U.S. finds that 81 percent of marketers and salespeople say that CRM systems don’t always capture or provide the information necessary to close bigger deals. Corporate Visions also finds that while 87 percent of respondents say that their companies require them to use a CRM system, 79 percent say that they just “check the boxes.”
Additionally, 68 percent of respondents say they’re put in difficult price negotiations because customers don’t see enough differentiation between their offering and competitors’ offerings.
“The results clearly illustrate the right processes and tools are in place, but there are execution gaps in the areas of differentiation and negotiation conversations
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