How to Explain CRM to an 8-Year-Old Kid

CRM are those three easy letters that seem much harder to grasp when you’re talking about business.

Fortunately, small businesses leaders such as Henry Sabia, senior account manager at Software Testing Solutions, have mastered CRM — and can help other entrepreneurs looking to use it.

Tell me about your business and what sort of solutions you offer customers?

STS is a $3M annual revenue company that specializes in automated testing software in the healthcare IT market. Our goal is to provide an easy-to-configure application that performs end user validation testing for EHR, laboratory, and blood bank applications. STS currently had a B2C sales model, but is expanding our partnerships and implementing more B2B strategies.

What is the biggest challenge your company is facing now? How are you overcoming those hurdles?

STS is a small but mighty fish in a big pond. The old days of healthcare enterprises choosing best of breed or niche applications is behind us. By forming partnerships with application vendors themselves, we position ourselves for success by synchronizing marketing, sales, and implementation efforts. This allows us to grow our market share without dramatically increasing costs.

How would you explain CRM to an 8 year old?

A CRM is an address book of all your friends. It helps you remember their phone numbers, email address, and important things about their business. It also has options with calendar and to-do list items.

So many small businesses claim Salesforce is too expensive and too complex. What would you say to them?

SFDC is not the least expensive CRM on the block, but it is not the most expensive. SFDC has provided us with a way to optimize our operations efforts. It may cost more than other solutions, but we spend less time and FTE costs utilizing it. We believe that balances the books in SFDC’s favor.

What’s the best advice you’ve ever received?

It’s only a mistake if you do it twice. Otherwise it is just an opportunity to get better.

What are 3 ways a business can refine their sales process today?

  1. Leverage the information they already have by using better analytics

2. If you do something more than three times a day, find a way to automate the process.

3. Network with similar businesses and share ideas. You may learn something that will change the entire way you thought about your business process.

As a small business leader, what’s the one thing you wish you had done differently in your career?

I am not sure I would change the path of how I got here. My years at large companies helped me frame my approach to business today. Learning how not to do things is as valuable as seeing the how.

One clap, two clap, three clap, forty?

By clapping more or less, you can signal to us which stories really stand out.