Navigating the Naysayers

Objections come with any proposed CRM purchase. Here are the top concerns you are likely to hear along with recommended responses for each one.

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Navigating the Naysayers

How to Reply to Common CRM Objections

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Can We Afford This Solution?

We Can Scale as Needed

We can start small with a per-user subscription model and scale as needed. We’ll look for a solution with no hidden fees for maintenance, reporting, or customization. Additionally, in terms of productivity gains and increased sales velocity, not deploying the system now could cost us money in the short and long term.

Sugar Workflow on Desktop

Our Employees Hate CRM - It's too Complex

Role-Based CRM Makes it Easy

We can build role-specific interfaces that make it easy for users to interact with the system from desktop or mobile devices. They will see an intuitive tool that gives them access to the information they need when it matters most. And the insights we can draw from that data can give them an edge over the competition.

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We Don't Have the Skills to do the Customization we Need for This to Work

Configure vs. Customize

Customization is essential to creating a total customer view to empower our engagement strategy. Web services and standardized APIs make it easier to create custom integrations that are uniquely suited to our business needs. Plus, it’s better to start small, configuring the system for quick wins, than to be oversold up-front on a bunch of features that we don’t need.

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We Should Buy From the CRM Market Leader - That's the Safest Choice

Big Doesn't Mean Safe

Any vendor, large or small, can terminate development or support of a product at any time. We want to choose a vendor that offers solid protection in case of disaster or prolonged downtime, with the ability to run our CRM software with multiple cloud options — not just access it from a single cloud environment. And think about this: is doing the same thing as everyone else a good way to differentiate ourselves?

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Our Current Solution is Fine

Customers Demand More

Our current system does not scale and does not allow us to address the changing needs and behaviors of our customers. We need a modern CRM solution to compete and grow. Advanced workflow capabilities are critical to simplifying complex processes. We need to develop mobile strategies and experiences on the fly, something we lack today.

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We Will Lose Control of our Data with a Cloud Based CRM Solution

Don't be Limited by Options

The market is moving toward a Software-as-a-Service (SaaS) consumption model. We will have the option to select a public cloud or a private cloud deployment. We will also ensure that the software complies with all relevant data security and privacy regulations.

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