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The Trade show 80/20 Rules

Posted by Dick Wooden

Better planning leads to improved results at Trade Shows

Having a well-used CRM is a critical component in the preparation and follow up processes for more effective marketing.

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Topics: Lead Generation, Building Stronger Relationships, Keep in Touch, Make your business work smarter, eMarketing Effectiveness, Marketing Effectiveness, Acquire-Retain-Develop, CRM for Effectiveness, Selling Smarter, Sales Conversation Improvement, 80-20 Principle, Well Used CRM

Give an Apple to Your CRM Educator

Posted by Dick Wooden

The definition of an "Educator" is a person who provides instruction or education; a teacher.  From the perspective of a professional educator -this is how we define ourselves to our CRM clients.  A well-used CRM has education build in from the start.

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Topics: Knowledge transfer, Results Gained with CRM, Simply Smart Working, Business Growth Enabler, Make your business work smarter, Better Decision Making, Insight Knowledge, Productive Improvements, Know your customer, Acquire-Retain-Develop, Trusted Advisor, Adaptability Tips, CRM understanding, Sales Conversation Improvement

Transform Your Small Business into a Sales Powerhouse with CRM

Posted by Dick Wooden

A successful CRM system to attract, keep and growing profitable customers is an appreciating asset:

PC Magazine published an informative article and infographic about transforming your small business into a sales powerhouse with CRM. 

Some interesting stats on small businesses that do acquire a CRM solution:

  • Small- to mid-sized businesses overall had business sales increase by up to 29 percent.
  • Sales productivity increased by up to 34 percent.
  • Forecast accuracy increased by up to 42 percent.

Even more beneficial to small and medium businesses is the integration of CRM and accounting solutions, according to the infographic's data. Benefits cited include:

  • giving a business owner increased insight into past trends
  • the ability to create more accurate forecasts, as well as
  • the convenience of having accounts and business history all in one centralized place via a CRM app.


Small business owners can reduce search time when sifting through customer accounts and account history, increase productivity, and take their businesses to the next level.

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Topics: Entrepreneurial Mindset, Building Stronger Relationships, Business Growth Enabler, Better Decision Making, Business Relationship Development, Sales Productivity Improvements, Sales process, Business Transformation, Sales strategy, Business traction, Sales Enablement with CRM, Well Used CRM

5 Reasons Your CRM System may be Holding Back Your Sales

Posted by Dick Wooden

Drivers for Increased Sales Engagement with Your CRM:

If your sales professionals are not fully engaged with your CRM solution, they probably don't feel they have enough benefit in it for them. Have you fully answered their question: "What's in it for me?"  

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Topics: Make your business work smarter, Sales Productivity Improvements, Sales Improvement Areas, Selling Smarter, Sales Conversation Improvement, People first CRM, Sales Enablement with CRM, Well Used CRM

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

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Headquartered in Southwest Michigan, we serve clients across the US and Canada.

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