CRM a business imperative - NOW critical for every successful business

Posted by Dick Wooden

CRM enables you to:

Grow your revenue share within your existing customer base

  • Understand the true cross-sell and up-sell opportunity of every one of your customers in order to
    maximize the profitability of every relationship.

  • Dramatically reduce your cost-per-lead by delivering highly targeted marketing communications to specific customers or customer segments.

  • Cut the amount of time and cost it takes to resolve service issues without compromising an exceptional service experience that keeps your customers loyal.

  • Provide decentralized empowerment to your customer-facing staff in a way that will drive their productivity and effectiveness while still retaining central control over headline resource, performance and budget management.

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Topics: Make your business work smarter, Better Decision Making, CRM benefits, CRM System Importance, Sales Productivity Improvements, Infor CRM, Worth of CRM, ACT

Accelerate the Speed to Revenue - Act! Integration with Zapier

Posted by Julie Cooper

Business Apps that increase productivity with Act! Premium Cloud Subscription.

Integrated connection between Act! and Zapier popular Apps automate everyday tasks to help you nurture leads, update contacts, communicate with your team, and learn more about your customers. Make your own ZAP with Triggers + Actions.

What is a ZAP?  A ZAP is a connection between two apps made of a trigger and an action.  Whenever the trigger event happens, Zapier will automatically make the action event happen for you!

What are Triggers, Searches, and Actions? Triggers, Searches and Actions are the foundation that power your integration.  

Triggers- watch for events in your apps, then kick off a sequence of Searches and Actions.

Searches- look up existing data.

Actions- create new items. Together these three complete your tasks automatically.

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Topics: ACT! Web, Productivity Tips, ACT! smart tasks, ACT! Tips and Tricks, ACT! Success, ACT Emarketing, ACT Hosted Subscription, ACT v18, ACT integration

Get a CRM that's BIG enough for your business

Posted by Dick Wooden

The most common reason that clients come to us is to have a more capable, well-used CRM system that  works purposely for their business. Basically they have outgrown their current system.  If your current CRM system is not an effective “knowledgebase asset” that your people engage regularly, your organization may be losing valuable opportunities and productivity.

On the other hand, when you upgrade to a CRM that is robust enough to handle your organization’s needs, you will: 

     Gain visibility into your entire business

     Put your people first with a fully customizable CRM

     Get accurate and timely information

     Remove limitations to growth 

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Topics: Results Gained with CRM, Business Visualizations, Business Growth Enabler, Make your business work smarter, Growing Your Stronger Business, Business Drivers for CRM, Business analytics, Next Level Success, Opportunity management, Infor CRM, Infor CRM Specialist, Make CRM Stick

13 Ways to Boost Sales Results using Purpose Built CRM

Posted by Dick Wooden

Customer relationship management software makes it easier to handle your whole selling process and keeping connected with the best contacts. This goes for any business, whether you have a sales team of one or 100. But if you think of CRM systems only as a way to add efficiency or improve customer service, you’re missing a big part of the full value of CRM.

CRM systems also help you increase your selling results dramatically with purpose built CRM that is well-used. Being well-used comes from an engaging and helpful CRM system. Here are 13 ways businesses boost their sales using CRM software and turn prospects into long term profitable customers. Read more here, Value Creation - Determining the Worth of Well-Used CRM


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Topics: CRM Automation, Lead Generation, Make your business work smarter, Better Decision Making, Insight Knowledge, Productive Improvements, Sales Productivity Improvements, Sales process, Sales strategy, BPM-Business process management, Saleslogix Tips, Follow-up Failure Solutions, Infor CRM, Well Used CRM, Purpose Build CRM, Infor CRM Specialist, Infor CRM Xbar

3 Issues that Automation Solves using TaskCentre

Posted by Dick Wooden

This article is inspired by and is compliment of Nicole Laurier, VP of Sales & Marketing at Fisher Technology, read more. The author, Morgan Nimmons is a Marketing Intern at Fisher Technology, read more.

Businesses typically follow procedures to manage and respond to certain activities. These procedures are often fulfilled by the combination of manual processes and management software such as enterprise resource planning (ERP) and customer relationship management (CRM). Though, these methods have their own forms of functionality they are often missing key components that would make certain processes more automated and less manual.

Adding a software tool as a utility belt to improve your business process may be the answer.

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Topics: Make your business work smarter, Web-based productivity tools, Integrated Business, TaskCentre, BPM-Business process management, Business Process Automation, CRM and ERP Integration, Infor CRM Integration

What is New and Useful in Infor CRM 8.3

Posted by Dick Wooden

So you want faster performance?

This latest version became available April 2016 and can be obtained from your account on the Infor CRM Xtreme portal. Also contact your Infor CRM partner before installing.  Review the Client Guides and Installation Guide PDFs shown in the right middle panel.

Most useful for all users:

Large set of productivity and relationship building improvements in the Infor CRM Xbar for Microsoft Outlook including:
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Topics: Adaptable CRM, Make your business work smarter, Infor CRM Updates, Infor CRM Education, Infor CRM Specialist, CRM and ERP Integration, Infor CRM Success, Infor CRM Xbar, Make CRM Stick, Infor CRM Integration, Infor CRM 8.3

Emotion - Missing link in Customer Loyalty

Posted by Dick Wooden

A foundational leg of CRM in a  for-profit business is the retention of loyal and profitable customers.  But too many times the "Emotion" is left out and there is not a People First CRM focus.

How a customer FEELS about an interaction is the most significant driver of Customer Loyalty.



Why Are We Talking About Emotion?

Temkin Group has labeled 2016 “The Year of Emotion.” Their research shows that out of the three components of customer experience, emotion has the most significant impact on loyalty, yet it is also the component that companies are the least adept at handling and often seem to ignore it entirely

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Topics: Customer loyalty, Collaborative Community, Customer Communications, Business Relationship Development, Know your customer, Trusted Advisor, Customer-Centric Strategy, Customer Retention, Customer cultivation, Unity of knowlege and action, Infor CRM Specialist, Infor CRM Success

12 Tips to be More Productive with Associations

Posted by Dick Wooden

Knowing people and company associations will improve your productivity in the use of CRM and accelerate business relationship development.   An overall goal our clients will mention is the need to identify relationships among the people and company accounts they do business with.  They need to manage the entire relationship with customers and strategic partners. They need to track this relationship information and have it handy for conversation planning. 


Previously in this series of 12 Tips to be more Effective using Infor CRM we have delved into:

1. Setting up your default options to work the way you want to work. Do this once to make life easier.

2. Using Groups - segmenting all types of information into intelligent bit-sized, digestible pieces of information.

3. Using Filters - to more effectively use information from Groups in finding patterns or drilling into the details

4. The effective use of Activities - something you have scheduled but is not yet completed.

5. Living in Outlook and using Xbar - manage CRM from Microsoft Outlook

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Topics: Productivity Tips, Saleslogix success, Make your business work smarter, Business Relationship Development, Customer Relationship Development, Sales Productivity Improvements, Empower CRM Success, ACT! Success, Saleslogix Tips, Well Used CRM, Infor CRM Specialist, Infor CRM Success

Achieving a Long-Term Triple Win with a CRM Guide

Posted by Dick Wooden

Achieving a long-term triple WIN

For Your Business, Your Customer Businesses and Your CRM Business Partner:


  1. To have a strategic dialog with you to more clearly understand the best working parts and the struggling parts of the business.
  2. To help diagnose with another set of eyes - by having a fresh and different perspective.
  3. To transfer knowledge from our experiences relating to the selection, design, implementation, education and end user support/review for long term value from the CRM business strategy and implemented system.
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Topics: Saleslogix success, Make your business work smarter, Business success with CRM, Strategic Business development, CRM benefits, ACT! Success

CRM improves business owner time management and focus

Posted by Dick Wooden

hOk - so you are a small business owner of a $350,000 to $15,000,000 annual revenue business. There never seems to be enough time each day to get what you want to accomplish moved to DONE.

A December 2015 survey of business owners working with TAB - The Alternative Board indicate that 63% of then are working 50+ hours per week but they really only "want" to work 42 hours.  

Only 34% feel that they are working in that all important quadrant of Important and urgent.  73% would prefer to spend their time working ON the business as "owner' instead of working Inside the business like an employee. 

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Topics: Productivity Tips, Entrepreneurial Mindset, Ed the Entrepreneur, Make your business work smarter, Web-based productivity tools, Business success with CRM, Productive Improvements, Sales Productivity Improvements, ACT! Success, Well Used CRM, Infor CRM Success

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