This document discusses the benefits of using a CRM (customer relationship management) system compared to relying only on spreadsheets and email for tracking customers. It notes that CRMs provide an all-encompassing customer view, team communications, analytics and reports, email automation, and sales process automation. It also outlines important factors to consider when choosing a CRM, such as whether it is purpose-built for SMBs, easy to use, has needed features, and offers support. The document cautions that CRM investments can still fail without proper setup, team buy-in, and training. Ultimately, it argues that a CRM standardizes processes to free up time for relationship building.

1. What You’re Missing
When You Don’t
Use a CRM
Joe Malcoun
CEO, Nutshell
Twitter @nutshell | @jmalcoun
LinkedIn in/joemalcoun/
www.nutshell.com
Fun fact: I can paddle
a wood-canvas canoe
better than I can ride
a bike.

2. Everyone has a CRM,
whether they know it or not.

3. Spreadsheets
Email
Accounting software
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SMBs rely on all these methods to track
customers—
they’re just not optimal.

4. The wrong tools create
headaches

5. There are five things you don’t
get if you rely on spreadsheets
and email…

6. 1. All-encompassing customer view

7. 2. Team communications

8. 3. Analytics
CRM reports can answer all kinds
of questions about your sales team
and funnel…

9. QUESTION
Where are my
leads most
likely to float
away?
Funnel report

10. QUESTION
How are my
sales reps
spending
their time?
Activity report

11. QUESTION
Do we have
enough leads
in our pipeline
to hit our next
sales target?
Forecast report

12. Spreadsheets can’t
do that.

13. 4. Email automation4. Email automation

14. 5. Sales process automation
Gives your reps guidance on what to do next�
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Moves leads across pipeline stages when specific goals
are completed
Helps you understand which tactics are working and
what needs improvement
Prospecting Qualify Pitch Close

15. So what’s the solution?

17. CRMs come in a few different flavors
⇢ Bare-bones/free CRM
⇢ Enterprise-focused
⇢ Industry-specific
⇢ SMB-focused

18. How to choose?

19. Five things you need in a CRM
It has to be purpose built for SMBs�
�
�
It has to be easy to use
It has to have the right features for you
� It has to offer great technical support when you need it
� It has to fit your budget

20. The pitfalls of CRM.

21. Even if you choose a good platform, your CRM
investment could still be a bust.
PROBLEM: Bad setup
 SOLUTION: Choose a tool that easily imports your data
and helps you build your sales process

22. PROBLEM: Lack of team buy-in
 SOLUTION: Let the entire team try it first;
focus on how time saved = more deals closed

23. PROBLEM: No training
 SOLUTION: Find a solution whose team educates and
supports you, before and after your purchase

24. The promised land

25. A standardized process that replaces guesswork and
empowers every member of the team to be successful. Less
tedium. More time to focus on selling.

26. What’s the real
ROI of CRM?

27. Huh?
How?

28. When software does the busywork for
you, you’re freeing up your time to do
what software can’t do: build
relationships with other people.
What would that be worth to you?

29. We’re here to help!
⇢ Visit nutshell.com/bitz-bootcamp
⇢ CRM Comparison Worksheet
⇢ Sales Process Worksheet
⇢ 16 Pipeline Templates for B2B Teams
⇢ Special deal on Nutshell! 💥💥