CRM, Done Right

In Episode 2 of CRM, Done Right, Scott is joined by Andrew Wilcock to explore why a successful CRM starts with getting your sales process right first. They discuss why businesses can fall into the trap of letting platforms like Salesforce or HubSpot dictate how their teams sell, rather than building technology around the way their business and customers actually work.

From over-automation and inaccurate sales forecasting to customer buying journeys, personalised sales training and CRM design, they unpack what makes an effective sales process. The conversation also explores why technology should support your people, not get in their way, and how getting the foundations right can lead to better CRM adoption, better data and ultimately better sales performance.