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The Longer You Delay the More the Data Decays



Posted by Dick Wooden

By Martin Doyle is CEO at DQ Global. 

According to research, between 50 and 75 percent of the success of a B2B marketing campaign is down to the accuracy of the data available. Businesses also rely increasingly on Customer Relationship Management (CRM) systems – software that retains every lead, every sales opportunity and every contact record.
But software is only as useful as the data it contains, and good quality, up to date information is the key. Businesses invest thousands of pounds in obtaining leads that allow them to generate profit. But what happens a year later, when it’s time to sell something new?

This statistic from Target Margeting Mag, from a 2001 study, proves the scale of the problem: 70.8 percent of business people surveyed had at least one change to their contact record in 12 months. The breakdown of change was:

  • Job or title change: 65.8 percent
  • Phone number change: 42.9 percent
  • Email address change: 37.3 percent
  • Change of company name: 34.2 percent
  • Move from one company to another: 29.6 percent
  • Change of name: 3.8 percent
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Topics: CRM Guide to Success, Appreciating Asset, Data protection, Make your business work smarter, Better Decision Making, Growing Your Stronger Business, Critical Mistakes with CRM, Data Quality

Make the most of your time with ACT! CRM



Posted by Julie Cooper

Top 10 Time Management Tips for Business Owners

Time is Money. Increase your productivity with these effective strategies from ACT! 

Let's face it, sometimes there just aren't enough hours in the day. You have a to-do list a mile long, you're juggling multiple calendars, and struggle keeping on top of it all. More time is spent figuring out what needs to be done than is spent actually doing it.

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Topics: Productivity Tips, Make your business work smarter, Better Decision Making, Productive Improvements, ACT! Success, ACT 2015, act mobile

Turning Mobile Moments into Sales Opportunities



Posted by Dick Wooden


Interactions with prospects and customers in the modern digital age can be brief, even fractions of a second, and it’s what you do in those moments that can make or break a deal or relationship. Everyone across sales, marketing, service, and support plays a key role in the interactions with customers and prospects, whether in the field or in the office, and mobile devices play a prominent role in providing real-time access to key data.

Mobile Moment: A point in time and space when someone pulls out a mobile device to get exactly what he or she wants immediately, in context.
—Forrester Research

Mobile moments can define every customer interaction and relationship. When your customers demand sales information, service, or support in a mobile moment that is your time to shine and separate yourself from the competition. Discover how to increase customer loyalty, elevate your customer relationships, and drive sales with mobile moments by viewing the recorded webinar below.       

       

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Topics: Reimagine the way you work, Mobile CRM, Make your business work smarter, Web-based productivity tools, CRM Strategy, ACT! Premium Mobile, Infor CRM, Infor Mobile

Mandatory Mobile: Taking CRM on the Road



Posted by Dick Wooden

In today’s mobile world, many employees need access to their tools and company information anytime, anywhere. Gone are the days of the salesperson sitting at his or her desk making 75 calls a day to hit a quota–unable to accomplish anything at all if they step away from the computer.  Now, whether they’re selling building materials, pharmaceuticals, or fresh produce, sales representatives need comprehensive, intuitive, connected tools that can be used  on any device–on the road, in the office or at home.

Customer relationship  management (CRM) systems have existed  since the 1990s, evolving from the early days of contact management software, to nearly dying during the dot-com burst and reviving in the years that followed. In the early 2000s, the book “CRM at the Speed of Light” by Paul Greenberg, later coined the “bible of the CRM industry,” brought to the forefront the concept of a CRM system that completely manages the business relationship. Many of Greenberg’s ideas have come to fruition, and as cloud technology has developed, CRM has become an integrated part of the organization, its information, and its processes.

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Topics: CRM Guide to Success, Mobile CRM, Cloud computing, Software as a Service, Adaptable CRM, Web-based productivity tools, CRM System Importance, Business Drivers for CRM, Sales Enablement with CRM, Infor CRM, Well Used CRM, Infor Mobile

7 Habits of Highly Ineffective Salespeople



Posted by Dick Wooden

As a business coach and TAB (The Alternative Board) Facilitator I found this content insightful and wanted to share with fellow entrepreneurs and those involved in "selling" their ideas, solutions, products or services.

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Topics: Entrepreneurial Mindset, Regain Control and Perspective, Better Decision Making, Engagement improvement, Sales Productivity Improvements, Sales Improvement Areas, Sales strategy, Selling Smarter, Sales Mgmt Improvement

Is Your CRM Data the Elephant in the Room?



Posted by Dick Wooden

Can't you really see it or are you avoiding it...

By Martin Doyle is CEO at DQ Global.

As businesses look to the year ahead, budgets are being finalised and strategy is being discussed. Inevitably, cost savings are on everyone’s mind, and money will be directed at keeping the lights on first. Beyond this, the business will look at operational efficiency, and look at ways of cutting costs and waste. 

The biggest productivity drain could be hiding away in your customer relationship management (CRM) system. Perhaps you’ve noticed it. Perhaps you daren’t mention it because you know it will be expensive. But your data quality could be the elephant in the room. 

 

Why Spend on Data? 

Data is the new oil. It flows through critical systems; it keeps cogs of your business moving freely from day to day. 

Data is as valuable and precious to your business as the black gold that powers vehicles and industry. 

Yet 22 per cent of businesses surveyed by Econsultancy said they suspected a problem with contact information in their database. It’s as though the asset is not acknowledged, or considered worthy of investment. 

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Topics: CRM Guide to Success, Lower IT costs, Data protection, Critical Mistakes with CRM, Infor CRM, Data Quality

New User Interfaces lead Infor CRM 8.1 Update 05 Changes



Posted by Dick Wooden

WOW - Quite a bit of User Interface Changes with Infor CRM Web client

The Infor CRM 8.1 Update 05 is the first manifestation of the investment Infor has made into the platform and contains a fresh new user interface and several notable features such as:

  • Detail view has more room for tabs and better support for scrolling through stacked tabs placed in the middle pane. The detail view splitter which separated the detail pane from the tabs is now optional. The detail view splitter is off by default but can be turned back on by an option in the master template.
  • Export filtered data to Microsoft Excel. In the past, the export to Excel feature would export the content of the group. Now the feature will filter the list based on look up results and it will filter exported data based on filter selection.
  • Dynamically filter reports and report history using filters. Reporting and report history views include dynamic list view filtering similar to other entities. For example, MainTable, Family, CreateUser and/or CreateDate.
  • New SData API support for filtering of Crystal Report templates and report history .
  • Improved History view experience and performance. Users can choose to view history based on if you are a primary contact or lead or across all participants and improves performance while viewing the list.
  • Improved attachments view. Attachments are now sorted by which attachments were most recently updated at the top of the list.
  • Several improvements to quality and performance. Faster navigation with large lists of groups and with groups with large sets of data.
  • New and Improved look and feel for the Web Client. Web Client user interface adopts the new Infor Hook & Loop rebranded styling, fonts, icons, and colors.
  • Optional bundles to apply login UI and help if the full model update cannot be immediately applied which enables the user interface to have a consistent, rebranded look and feel
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Topics: Customer Experience Improvement, CRM user adoption, CRM Guide to Success, Executive mgmt. dashboard, Compare SalesLogix and ACT!, Web Services, Web-based productivity tools, Workflow Improvements, Unity of knowlege and action, Saleslogix Tips, Saleslogix Xbar for Outlook, Infor CRM, Infor CRM Updates

Things to remember when choosing a CRM system



Posted by Dick Wooden

Avoiding the trap of the wrong CRM system 

Buying a new tool based solely on features is never a good  idea. Even for thmosrevered, top-rated product, if it doesn’t fit the needs of your organization, or, if it is not properly implemented, the fact is, it will be hated, berated, and worse–avoided.

According to Forrester, “The cost of poor adoption is twofold: underutilized investment and unmet business objectives.”1  Therefore, since your sales are highly dependent on the quality and use of your CRM and how it integrates with the rest of your organization, choosing the right one is not a decision to make lightly. 

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Topics: CRM user adoption, CRM Guide to Success, Mobile CRM, CRM Executive Decision, Business Growth Enabler, CRM System Importance, CRM understanding, Critical Mistakes with CRM, Sales Enablement with CRM, Infor CRM, Well Used CRM, Infor Mobile

Life is what your make it - what's yours for 2015



Posted by Dick Wooden

Life is what you make it by Harvey Mackay

One of my favorite “Peanuts” cartoons by Charles Schultz has Charlie Brown saying, “I learned something in school today.  I signed up for folk guitar, computer programming, stained glass, art, shoemaking, and a natural foods workshop.”

“Instead,” he said, “I got spelling, history, arithmetic, and two study periods.”

The last panel has Charlie's companion asking, “So, what did you learn?”

And Charlie replies:  “I learned that what you sign up for in life, and what you get, are two different things.” 

Most years around this time, I write a column about New Year’s resolutions and why they can make such a difference in our lives.  But breaking them often makes us feel like failures.    

Some days are tougher than others, it’s true.  But if you suffer from a general fe

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Topics: Reimagine the way you work, Personal Improvement, Regain Control and Perspective, Building Stronger Relationships, Business Relationship Development, Strategy Improvement

How to Build Loyalty for Your CRM - Good data answers right questions



Posted by Dick Wooden

To build loyalty for your CRM, employ the data you collect in a coherent and strategic way.

 

  1. Pull together data from other silos and systems.  Better yet strategically plan on which applications are critical and have the capability for data integration and at least 'read' access to data.

    It is sometimes too easy for pesky humans to get involved and begin introducing technologies that expand or rebuild silos.  Marketers bringing marketing automation, sales people bring in lead management and alerting software while everyone seems to have some smart phone app that is not sharing important information.  

    So watch out!  Build a smart strategic plan that is actionable so different departments don't have different data about the same customers. Yes, it will take work and a concerted effort from your leadership to prevent silo rebuilding and data integration issues.

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Topics: Customer loyalty, CRM user adoption, Mobile CRM, Business Growth Enabler, Make your business work smarter, Web-based productivity tools, Business success with CRM, Acquire-Retain-Develop, CRM for Effectiveness, CRM Strategy

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