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Infor CRM Latest Updates - Live Webinar



Posted by Dick Wooden

We have a lot to share…

Don’t miss this webinar—Wed, Sept 23 at 8am PT / 11am ET

We’re excited to share with you the latest updates to Infor CRM in an upcoming webinar. This will be a great opportunity to hear first-hand from Jeff Hanrahan, Infor CRM Product Manager, about the latest configuration, integration, and collaboration features and enhancements. 

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Topics: Infor CRM, Infor CRM Updates, Infor CRM Education, Infor CRM Specialist

Value Creation- Determining the Worth of Well-Used CRM



Posted by Dick Wooden

Your well-used CRM system has its worth updated every day.  

Your CRM purpose-built system operates the way you need it to operate and so it is adding value to your business every day. Having this well-used CRM system is adding value to people every day in their productivity gains and the level of engagement with the customer. The customer service reps are genuinely helping on each customer support call. Additionally each customer is receiving a better experience they value greatly because of the way your people and your CRM knowledge database interact.  The worth of insightful knowledge of organizations, of people and of the relationships is priceless.

Today you better understand your ever-evolving buyer....

In "Understanding the Value Points for CRM in Your Business" I mentioned CRM is about understanding the buying habits and preferences of your customers and prospects so you can: 

  • Build and strengthen customer relationships to keep them coming back.

  • Provide value-added services which are difficult for competitors to duplicate.

  • Improve your product development and service delivery processes.

  • Increase your staff’s awareness of customer needs.

  • Reduce customer frustration by not asking the same questions over and over.

Consider the value-added benefits these bring to your organization.  Also consider the Customer Value Improvements, mentioned below.

Measuring the Results of CRM

In "Measuring the Results of CRM" by Ruth P. Stevens covers metrics in three arenas: Cost savings, Revenue Enhancements and Customer Value Improvements.

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Topics: Compelling Value Creation, Results Gained with CRM, CRM Pricing, Make your business work smarter, Better Decision Making, Strategic Business development, CRM benefits, Business Drivers for CRM, Trusted Advisor, Customer Lifetime Value, Our Why, ROI, Pricing CRM, People first CRM, Infor CRM Specialist, Infor CRM Success, Worth of CRM, Vision Realization

Key warning signs your really don't know your customer!



Posted by Dick Wooden

Now let's be real here and take a bigger perspective of your company's  knowledge of its customers.  

We often find that when my firm reviews how a prospective CRM client has been using their CRM system, there are key gaps in the knowledge of the customer and the operational processes they follow.

This makes it much harder and time consuming for the marketing person, the sales team and the customer service representatives to do their job effectively.  Yes, we all get busy but a disiplined effort needs to be applied for keeping your customer information clean, accurate and fine tuned.  Yes, operational processes  can be optimized.  Yes, newer CRM systems like Infor CRM and Swiftpage Act! provide more efficient ways to add and update information on the fly using  mobile phones and tablets.

Does the information in your CRM system show a clear picture of who your customers really are and how they behave?

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Topics: Knowledge transfer, Knowledge Capture, Staying Top of Mind, Make your business work smarter, Business Relationship Development, Know your customer, Next Level Success, CRM understanding, ACT! Success, Unity of knowlege and action, Infor CRM, Buyers Journey, Well Used CRM, Infor CRM Specialist

Where CRM can help a Sales Professional accelerate performance



Posted by Dick Wooden

Areas for Improving an Individual's Productivity


A new system is only useful if there are perceived benefits for the individual actually using it. The opposite is also true. A system introduced by dictate where the perception is that this is only useful for collective benefits but actually adds a bureaucratic layer for the individual will fail. This is a frequent complaint about poorly managed CRM implementations; the effort to benefits analysis falls in favour of the effort and there are few perceived benefits for the user. This leads to users by-passing the system and consequent gaps in the information held and ultimately a failed CRM initiative.

This is easily avoided. No one, for example, complains that email makes his or her job harder. Quite the reverse. The same can also be realized in a well-used CRM system.

Example of "My Dashboard" in Infor CRM:

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Topics: Knowledge Capture, Customer Communications, Keep in Touch, Make your business work smarter, Web-based productivity tools, Business Relationship Development, Sales Productivity Improvements, Sales Improvement Areas, Know your customer, Getting Things Done, CRM for Effectiveness, Sales strategy, Selling Smarter, Managing Commitments, Infor CRM, Infor CRM Specialist

Modern Quote Delivery and Management - QuoteValet



Posted by Dick Wooden

I suspect that each of us at some time in our life have had an experience with a modern valet service. It may have been at a fine restaurant, at a larger hotel or some special event.  The service is there to make it easier for you, to reduce some stress and to make your experience more special.

 

Now you can have this similar valet service for creating and managing quotes for your sales reps along with providing personalized access to the quote to your prospects and customers.

 

QuoteValet is the online quote delivery and acceptance vehicle for QuoteWerks.  QuoteWerks integrates well with Swiftpage Act! and Infor CRM (formally Saleslogix).

QuoteValet is a more robust way to deliver quotes to your customers and prospects.

Rather than attaching the PDF file to the quote and emailing it to your customer (where spam filters strip it out), QuoteValet will create a personalized web page to present the quote to our customer on quotevalet.com. 

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Topics: CRM Automation, Cloud computing, Make your business work smarter, Sales Productivity Improvements, Sales process, Business Drivers for CRM, Opportunity management, Buying process, ACT! Success, Infor CRM, Purpose Build CRM, Quoting

20 Proven Ways Infor CRM Can Help Improve Your Business



Posted by Dick Wooden

As you search for ways to make a positive long-term impact for the business consider these proven ways CRM  can help improve the way to acquire, keep and grow more profitable customers....

 

  1. Infor CRM excels at organizing information by context. For example, you can associate emails, documents and sales information with 'top' customers and access these when you need them.
  2. Have you ever needed to find information about a customer but you can’t remember all of their details? Infor CRM includes a powerful search and filtering options that will help you find this information faster.

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Topics: Swiftpage e-Marketing, Appreciating Asset, Building Stronger Relationships, Make your business work smarter, Web-based productivity tools, Growing Your Stronger Business, Integrated Business, Acquire-Retain-Develop, CRM for Effectiveness, Sales Enablement with CRM, Infor CRM Education, Info CRM Specialist, Infor CRM Success

Great Questions come from Good Leaders- What's yours?



Posted by Dick Wooden

The following is a helpful article from Harvey Mackay who refers to the famous leadership thought leader, John Maxwell on the importance of good leaders asking the important great questions.  Please consider these as you think, plan and then act on your business, your employees and your offerings for your customers....

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Topics: Leadership Development, Entrepreneurial Mindset, Business Growth Enabler, Predictable success, Engagement improvement, Business Transformation, Strategy Improvement, Core Beliefs for Success, Organizational development

How to succeed with the Millennial Generation - 3 keys



Posted by Dick Wooden

In 2015, the number of Millennial employees (those born between 1982 and 2004) will exceed that of Baby Boomers and by 2030, Millenials will represent 75% of the workforce, according to the US Bureau of Labor Statistics.1

As the most technologically adept generation in history, the impact Millennials will have on the business world is expected to be significant:
  • As employees, Millennials value collaboration, rapid advancement, and innovation.
  • As customers, Millennials value choice, flexibility, and the ability to do business using the technology they prefer.  Many Millennials research products online, share reviews on social media, order online, and interact with customer service through online chat and social media.
  • As suppliers, Millennials prefer partners who can share data streams easily with their own technology, so they can analyze trends and monitor real-time activity. 
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Topics: Managing Change and Transitions, Knowledge transfer, Mobile CRM, Cloud computing, Building Stronger Relationships, Web-based productivity tools, Customer Relationship Development, Know your customer, Acquire-Retain-Develop, CRM for Effectiveness, Success with Relationships, Sales Enablement with CRM, Infor CRM, Well Used CRM

Best Practices to optimize Sales Process and using Infor CRM



Posted by Dick Wooden

Sales & CRM Performance - Analysis by CSO Insights to apply with Infor CRM

Work from the Same successful Sales Playbook.....

Create a process that would get everyone in the company wide sales organization using the same process, aligned to the buyers' processes. 

  • Use just-in-time sales training applications to enforce and reinforce skills and competencies.  Consistent effort is key. 

  • Messaging should come from why your company exits rather than what your company does.  Delivering a consistent and powerful message is key (Don’t send out mixed messages).

  • Engage in Market Place Training.  When all else fails, ask the customer. Commit to actually training your sales force in specific and ongoing ways.  Institute customer advisory boards and learn from listening to your customers. 

  • Use mobile devices during the sales call to help justify the purchase.  Leverage technology during the sales call.

  • Ask about their changing market place demands. Trends they are dealing with and problems they are encountering.

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Topics: Business Visualizations, Mobile CRM, Make your business work smarter, Insight Knowledge, Sales process, Opportunity management, Sales strategy, CPQ:Configure-price-quote, Sales Conversation Improvement, Sales Mgmt Improvement, Sales Enablement with CRM, Infor CRM, Buyers Journey, Infor Mobile

3 Business Growth Challenges Solved with ACT Hosted Subscription



Posted by Julie Cooper

Helping small businesses centralized multiple disconnected databases into one.

Business Growth Challenge #1: Your company has 6 ACT Pro users all with their own database.  There is no companywide shared information about prospects, customers and related conversations.

Each of the ACT Pro users are using a different version of ACT for Windows (ACT 2012, 2013 and 2014) on their local PC's. This company doesn't want to have a large capital purchase of software and IT to support the businesse's new growth needs.

To eliminate the headaches and inefficiencies from the multiple disconnected sources of information, a shared centralized database with 24x7x365 access via Internet Browser or Mobile device, effectively organizes and utilized the information needed for long-term company growth.

When moving to the ACT Hosted Premium subscription, the company could better budget overhead with a subscription-based model. As internet bandwidth increases and networks become more robust, stable and secure, more small businesses are choosing to adopt 'cloud based' CRM solutions.

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Topics: Mobile CRM, eMarketing Effectiveness, Better Decision Making, Central database, ACT! Cloud, ACT 2015, act mobile, ACT Emarketing, act v17, ACT Hosted Subscription

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