Scott joins us to discuss the problem of human input in B2B sales, how to encourage adoption of CRM and keep organizations aligned on the value of meaningful shared data about their pipeline and growth. Scott is acutely aware of the relationship between systems and people, and how few people really feel the need to maintain accurate systems, particularly at the leadership level.

Scott Marker is a seasoned sales and marketing strategist. He has worked for 30 years with startups at various stages, such as Simplex, helping them adopt CRM and sales tech to improve how they leverage data to scale their business relationships. Scott is also a professor at Boise State, and author of Broken: How to Fix B2B Sales, Drive Profitable Growth & Win.

TRUTHS OF THE DAY

SCOTT: DON'T DO "SALESFORCE TAKES OVER THE WORLD" TYPE SYSTEMS

“Salesforce was doing everything for them and it was massive. But it was the most clunky because they're trying to make Salesforce be all the things it shouldn't be. Versus having Salesforce as the hub for sales and marketing but then having other systems that are better at doing what they do than trying to have Salesforce be forced to do everything. ”

SCOTT: CRM SHOULD BE RECOGNIZED AS A HELPFUL TOOL RIGHT FROM TRAINING

“I've said for years that I'm one of the biggest critics of CRMs but for me and people like me that use them the right way, they're one of the biggest keys to my success in gaining more customers and keeping more customers if you use them correctly.”

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