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Get more from Tradeshows with a Well-used CRM

Posted by Dick Wooden

Follow up failure is a big cost from a Trade show and potentially a lost of future revenue.  Make sure you have a well-used CRM in place and if not, consider implementing a CRM system to:

  • Help organize information 
  • Quickly follow-up with prospects
  • Remain top-of-mind with follow lead nurturing
  • Increase the potential of more opportunities for your business


Using a CRM to Follow Up on Trade Show Leads by Michael Falvin  

Read the entire article, here.

Implementing a CRM system is the best way an organization has a chance at succeeding in this competitive era.


"At trade shows, businesses get a chance to gain new leads, make new contacts and even sell their products & services to actual buyers. 86% of the people attending a trade show have the authority to purchase, according to a survey from CEIR.org. Additionally, they have found that 79% of trade show leads are never followed up afterwardsThis means that if you pitch yourself in the right way using a CRM system following a trade show, there is a high possibility that you will generate even more leads and sales.

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Topics: Lead Generation, Make your business work smarter, Productive Improvements, Business Drivers for CRM, Acquire-Retain-Develop, Opportunity management, Lead Conversion, Follow-up Failure Solutions

What's New with Saleslogix Sync for Google Gmail

Posted by Dick Wooden

Not fond of Microsoft Outlook but Love Google Gmail?

Saleslogix CRM allows you to love either.  If you work in Microsoft Outlook then look no further than the Saleslogix Xbar for Outlook.  More here.  But if your business runs with Google Gmail then Saleslogix can help get that done also. Also you may have some people using Outlook and other using Google Gmail - Saleslogix works with either.

What you can do with the Saleslogix and Gmail Integration:

  • Users work where they work (in Saleslogix or Gmail) via a two-way sync
  • Easily manage emails, calendars, contacts and tasks
  • Save relevant email conversations and attachments in Saleslogix
  • Take advantage of cloud-based integration between Saleslogix and Gmail.  Reduce IT costs and fustrations.
  • Simple to maintain, OAuth-based, cloud-friendly

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Topics: CRM user adoption, Saleslogix success, Gmail Intergration, Outlook Integration, Saleslogix Tips, Saleslogix Xbar for Outlook

Stop Hobbling Along - Really Engage with CRM

Posted by Dick Wooden

When the fear of change is greater than the value of the solution:

At some time in our selling careers we've all seen this statement pop up.  They originally get all hot and lathered up about the solution your offering provides. BUT then nothing happens.  Time goes by. No decision. The prospect is thinking that things aren't that bad now, they have too many things on their plate and there's not the time for the hassle and risk.  These deals go only so far in your sales process and then stall.  No decision is made by the buyer.  The buying process and sales process are probably not aligned. We are not helping the customer to buy.  We have no strategy to move forward.  Sound familiar?

Has a case been made yet to change?

You probably have NOT made the prospect realize that the consequences of doing nothing are far more than the risk and challenges of changing.  If you think about your own experiences in buying something, that if the pain of doing nothing isn't greater than the pain of change, the only rational result is no decision made.  Nadda, no action.  This could also be said for improvement opportunities.  If the benefits of a better outcome cannot be visualized and reaching the outcome is too much pain versus gain, then No Decision occurs.  Read more: 8 ways to embrace change and receive increased CRM value


What's the Deeper Causes that is Hobbling Us?

You might think of the following as hobbling yourself and the business. Action is hampered and progress is impeded.  It is like trying to move around with a set of crutches or having a cast on your writing hand.

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Topics: Mobile CRM, Saleslogix success, Adaptable CRM, Staying Top of Mind, Make your business work smarter, Web-based productivity tools, Business Relationship Development, CRM benefits, CRM System Importance, Acquire-Retain-Develop, Workflow Improvements, People first CRM

Have it your way- group lists configuration new in 03 Saleslogix 8.1 update

Posted by Dick Wooden

Saleslogix provides some helpful enhancements with the release of update 03 for Saleslogix version 8.1 

Multiple columns can be returned in the Group List pane of a Detail view:

When a group of records are shown in the Web client the user can easily view a spreadsheet type of listing of the groups' records.  Then when a specific detail record is shown, the far right panel shows the first column from that group, making it easy to see both details along with the full listing of the group.  But sometimes it is helpful to show a bit more information in the group list other than the first column.  Now the group list is configurable, allowing you to have it your way.

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Topics: Saleslogix success, Adaptable CRM, Make your business work smarter, Workflow Improvements, Saleslogix Tips, Saleslogix Admin

Why you should align CRM stage names with the buyers journey

Posted by Dick Wooden

Problem:  Sales process is misaligned with Buyers Journey

Let's face the new reality- buyers can access a whole lot more about their solution options and customers are in the driver seat.  Too many times we'll see a B2B business implement CRM and when it gets to setting up their sales process steps, it turns to being all about them.  Have they not taken buying changes into their planning for managing opportunities?  It would seem to be a smarter plan to closely tie sales with the buyers journey.  Buyers do have a process although some times this is 'fuzzy' and can be greatly helped by actively facilitating their buying process.  Better yet - get to know your customer well enough to anticipate their needs and be a helpful guide on their journey.


If the probability of closing a marketing lead is 28% higher for companies that let their marketers change their CRM stages, and 88% higher if those new stages are buyer stages not seller stages, why do only 24% of marketers make this change?

That was a great question that has been raised by Hugh Macfarlane in his blog article. In it, Hugh explains the Buyer's Journey - a phrase he coined in 2003 when he wrote The Leaky Funnel 

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Topics: Lead Generation, Sales process, Sales Improvement Areas, Acquire-Retain-Develop, Opportunity management, Selling Smarter, Buying process, Lead Conversion, Business traction, Sales Enablement with CRM, Buyers Journey

Saleslogix to become Infor CRM™

Posted by Dick Wooden

I'm excited and happy to announce that Swiftpage has entered into an agreement to sell the assets of Saleslogix to Info and it will be known as: Infor CRM™.   This is a welcomed transition!

Headquartered in New York, Infor is fundamentally changing the way information is published and consumed in the enterprise, helping 70,000 customers in more than 200 countries and territories improve operations, drive growth, and quickly adapt to changes in business demands. To learn more about Infor, please visit www.infor.com

Saleslogix' CRM will become Infor CRM™, establishing Infor's position as a leader in the cloud-based CRM market, and adding strong sales and service functionality to Infor CloudSuite™, the first group of industry-specific application suites available on Amazon Web Services' (AWS) cloud.

Why excited?

  • There is a much more clear fit of Saleslogix within Infor's strategy- better business fit for continued Salelogix growth.
  • Saleslogix will complement Infor's Marketing Management products and add a strong sales and service functionality to Infor's industry-focused CloudSuites. (see image below)
  • Saleslogix will integrate with Infor Enterprise Resource Planning (ERP) and Finance systems, giving Infor the opportunity to offer a comprehensive yet affordable CRM solution connecting the "front office" and "back office" for Infor customers.
  • Saleslogix design and development team will be expanded to enhance our favorite Saleslogix platform so it can help more clients improve their business success.
  • Plans for significant investments:  increased scalability, refreshed user interface with Infor's leading UX designs, and added industry-specific functionality that unifies business operations.
  • The Saleslogix team including Lorcan Malone and the leadership team will join Infor.  Great for partner and customer continuity.
  • Other integrated marketing software options from Infor product line to meet ever changing marketing challenges
  • The financial resources to make Saleslogix a much larger force in the mid and enterprise market.

Visit our Infor CRM Success page, here. 


Infor CRM:

With the inclusin of the Saleslogix capabilities, Infor CRM adds strong sales and service functionalities to Infor's industry CloudSuites.

With Infor CRM, customers will be able to manage the full customer lifecycle in one environment, accessing relevant ERP data to help win customers, manage future sales opportunities, and deliver exceptional customer service.

Infor expects to extend CRM with industry-specific attributes and processes integrated with Infor ERP applications beginning with Infor CRM Automotive, CRM Healthcare, CRM Public Sector, and CRM Manufacturing.

What to expect with Infor CRM:

Learn more about Infor CRM  or   Saleslogix Industry Focus

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Topics: Entrepreneurial Mindset, Success fundamentals, Saleslogix success, Appreciating Asset, Make your business work smarter, Strategic Business development, CRM benefits, Business Drivers for CRM, Business Transformation, Executive Buy-in, Infor CRM, Infor CloudSuite

Optimism means embracing reality and opportunities

Posted by Dick Wooden

Recently Harvey Mackay spoke about optimism saving the day and it mirrors my life and business philosophy.  I wanted to share these thoughts and help you to start the week off right.

By Harvey Mackay:

Optimism saves the day

U.S. President Harry S. Truman once said, “A pessimist is one who makes difficulties of his opportunities and an optimist is one who makes opportunities of his difficulties." Which do you think will reach their goals, live a happy life, and achieve their dreams?

Imagine interviewing two people who have identical skills, but one is always grumbling about how unfair life can be, while the other one talks about what wonderful possibilities exist.  Who would you want to hire?  Whom do you think would do a better job?

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Topics: Entrepreneurial Mindset, Simply Smart Working, Regain Control and Perspective, Business Relationship Development, Perspective -Gain Control, Growing Your Stronger Business, Value creation selling, Core Beliefs for Success, Our Why, Perspective - Horizons of Focus

Keep You Business Edge - Evolving Your ACT! CRM to Saleslogix

Posted by Julie Cooper

When you business demands more functionality than Act! to keep your edge, Saleslogix is your next logical step.  

It's CRM from the makers of Act!

As an Act! user, your business has relied on the #1 selling contact management solution to manage all the details of your customer relationships in  one place.  But as your business grows, you may discover that your needs are beginning to punch the boundaries of Act!.  You need to evolve the way you manage leads, sales opportunities, marketing campaigns, support ticketing, and business work flows to keep pace with the growth of your business.  you're ready for upgrade your CRM to Saleslogix.

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Topics: SalesLogix and ACT! comparison, Saleslogix success, Adaptable CRM, Business Growth Enabler, Web-based productivity tools, Business success with CRM, Foundational CRM, Growing Your Stronger Business, Trusted Advisor, Next Level Success, CRM for Effectiveness, ACT! Success, ACT! 2014

Affordable pricing and usability allow Saleslogix to rise above competitors - Info-Tech.

Posted by Dick Wooden

"Adopt a dedicated Customer Relationship Management (CRM) suite for integrated automation of sales, marketing, and service processes. Remember that social is today's true market differentiator: ensure social media integration is sufficient or risk failure"  - Info-Tech research group.

Recently Info-Tech evaluated eight competitors in the large enterprise CRM market. Saleslogix wins "Value Award" and belongs also to the "Champions Award" group Saleslogix's affordable pricing and usability allow the product to rise above competitors in this "Champions" space. More importantly Saleslogix won the "Value Award" because it provides a balance of price and feature complexity, remaining strong on features across the board.

This research is designed for:

  • Enterprises seeking to select a solution for CRM integrated across sales, marketing and customer service.
  • Executive-level stakeholders in the following roles:
    • Vice-President of Sales, Marketing or Customer Service
    • IT Managers and Directors involved in selecting a CRM Solution


This research will help you:

  • Understand what's new in the CRM Market.
  • Evaluated CRM vendors and products for your entereprise needs.
  • Determine which products are most appropriated for particular use cases and scenarios.

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Topics: Social CRM, Mobile CRM, Saleslogix success, Appreciating Asset, Adaptable CRM, Insight Knowledge, Engagement improvement, Sales Productivity Improvements, Business Drivers for CRM, CRM for Effectiveness, CRM Strategy, Manufacturing use of CRM, Sales Enablement with CRM

Street-smart ideas from Harvey Mackay

Posted by Dick Wooden

A couple years ago, Harvey Mackay wrote two columns on street smarts which really resonated with readers including myself.  

Drawing on what he has learned over many decades in business, he just barely scratched the surface.  These are little nuggets that you probably won’t learn from a book in school, but they are important for success. Look through the list and focus on at least a few of these at a time to turn ideas into positive action.

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Topics: Personal Improvement, Simply Smart Working, Building Stronger Relationships, Business Growth Enabler, Better Decision Making, Business Relationship Development, Foundational CRM, Acquire-Retain-Develop, Trusted Advisor, Smart Ideas and Tips, Success with Relationships, Selling Smarter, Sales Conversation Improvement

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