Krzysztof Balicki runs Web Systems, the company that builds and develops EpicCRM. He writes about CRM and sales from the perspective of a team that builds and maintains these tools itself.
A reliable CRM data export means you can pull out every record, the links between records and the full history, in a form another system can actually read. Check this before you sign. Not on the day you want to leave. If you run a cloud CRM that might stop fitting at some point (price […]
A polite, scheduled overdue invoice follow-up gets you paid faster than ad hoc chasing. It also protects the relationship, because the client knows what to expect at every step. Most small B2B firms are fine at sending invoices on time. Chasing them? Different story. It runs on mood and memory, and the fear of sounding […]
CRM task management turns every promise made on a call into a dated task with an owner and a reminder, attached to the client record, so nobody has to remember it. Sound familiar? Your team’s follow-ups live in heads, notebooks and sticky notes, and when a colleague calls in sick, nobody has a clue what […]
Contract renewal tracking means keeping every contract’s end date and notice deadline in one place, with a reminder and a named owner, so the renewal conversation starts while the client still has a reason to stay. Skip it and you usually find out a contract ended only after the client went quiet or signed with […]
A shared inbox works fine as long as one person effectively owns the mailbox. Once several people answer it, though, and messages get replied to twice or not at all, support email needs tickets with an owner and a status. That’s the short answer to shared inbox vs help desk. So if your company has […]
Win-loss analysis boils down to three things: write down why every deal closed, go through those reasons together on a fixed schedule, and change one thing in how your team sells. Is your pipeline full of deals marked lost with zero explanation? Do the same mistakes come back every quarter? Then this is the fix. […]
A CRM data retention policy gives every type of record a retention period, and that period depends on why you hold the record in the first place. GDPR doesn’t hand you a fixed number of years. You pick the periods yourself and write down why. Is your CRM full of old leads and former customers, […]
Upselling to existing customers stops feeling pushy when the offer fixes a problem the client has already shown you, and lands at a moment when they actually care about it. Sounds obvious. Yet plenty of small B2B firms have clients who would happily buy more, and those clients only hear from the company when an […]
Once the deal closes, a good client onboarding process gives the client one named owner, hands the full sales context to delivery and gets the kickoff booked within days. Not weeks. You’ve probably seen the usual failure. The contract gets signed and then the client just waits, because sales assumes delivery has it and nobody […]
Website form leads reach your CRM reliably when every submission creates a record on its own, gets an owner straight away and comes with a first-reply task that has a deadline. Skip any of that and you know what happens. Enquiries pile up in a shared mailbox, everyone assumes a colleague already answered, and some […]