“We've only just migrated our CRM”

Head of Revenue Operations · CRM and sales software

A Head of Revenue Operations who has just spent a year migrating the CRM is protecting a team and a system that have been through a lot, and nobody wants to reopen that. Don't suggest another big change. Work with the migration, not against it: ask what it didn't fix, and what the team still does outside the CRM.

What the buyer says

We've just spent a year migrating our CRM. Nobody is touching it again.

How to handle it

Listen

Hear "a year" and "nobody is touching it". The worry is disruption to the CRM itself and to a tired team. They haven't said everything is solved.

Acknowledge

Recognise that a CRM migration is hard work, and that the last thing the team needs is to reopen it.

Explore

Ask what the migration set out to fix, and what's still not working: reports built in spreadsheets, manual steps between systems, data the CRM still doesn't hold. Ask what the team does outside the CRM every week.

Respond

If your product works alongside the CRM, say so clearly, and be specific about what it changes in the CRM, ideally nothing structural. Position it against the gaps the migration left, with a small first step.

Say this
“That makes sense. After a year-long migration, nobody wants to reopen it.”

Say this
“What did the migration set out to fix, and what's still not working?”

Say this
“What does your team still do outside the CRM every week?”

Variations

CRM Manager: “We've only just got the data clean. I'm not letting another tool near it.”
COO: “The CRM project took longer than planned. No more changes this year.”

Questions people ask

How do you respond when a buyer has just migrated their CRM?

Recognise the effort, and don't suggest another big change. Ask what the migration didn't fix and what the team still does outside the CRM, then position your product against those gaps, with clear limits on what it changes in the CRM.

Is it worth selling sales software to a company that has just changed CRM?

Often, yes. A migration usually solves the core problem and leaves gaps the team now sees clearly. Selling against those gaps, without touching the new CRM's structure, is usually easier than selling during the migration.