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Increase Engagement success- email marketing integration with CRM

Posted by Dick Wooden

Knowledge Sharing and Relationship Development

As a business grows, new challenges and opportunities arise.  Smart business leaders use these as areas of business improvements.

One of the most problematic is a lack of information sharing. Important data gets trapped in silos (stand-alone applications or spreadsheets) and does not flow easily between people, departments or between systems.  

The sharing of knowledge of prospects and customers with business automation will help to make your business work smarter.  Additionally you can continually use this intelligent information from CRM in the care and nurturing of people relationships.  

All the hard work that goes into knowledge captured can be shared and transferred more effectively.



We'd like to share knowledge from our friends at Fisher Technology and what you can get accomplished with the use of TaskCentre Integration Technology. 

3 important benefits of integrating email marketing with CRM software.

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Topics: Extend Reach and Influence, Building Stronger Relationships, Make your business work smarter, eMarketing Effectiveness, CRM benefits, Engagement improvement, Growing Your Stronger Business, Acquire-Retain-Develop, TaskCentre, Follow-up Failure Solutions

Smarter, action oriented CRM data - the stuff that really counts

Posted by Dick Wooden

Getting More Insights and Positive Experiences from CRM

So you have got a CRM system up and running, but not really getting the most out of it. The sales team is reluctantly having to keep it up to date while customer service is clamoring for better information to help them resolve customer issues.  Likewise marketing is looking for feedback on what campaigns and product literature is working or not.


You may have not reached the desired expectations of having the CRM data:

  • To Make your business work smarter on what is important
  • To Provide new insights about your customers and the interactions with your staff
  • To Show new ways to accelerate your business processes such as the time from lead to cash.

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Topics: Reimagine the way you work, Employee engagement, Results Gained with CRM, Simply Smart Working, Building Stronger Relationships, Make your business work smarter, Better Decision Making, Insight Knowledge, Business Drivers for CRM, Know your customer, Smart Ideas and Tips, Success with Relationships, People first CRM

Accountability leads to greater personal and business success

Posted by Dick Wooden

Entrepreneurs are known to be self-accountable and for a business to grow profitability, accountability must be clearly understood and built into the fabric of the organization's culture.  The following article is by Harvey Mackay. Harvey is one of our favorite authors of insight and this weeks article is here to share with you.



Be accountable if you want to count 

The recent political silly season is over – finally – and once again, I was listening for one particular word in the endless ads that peppered the airwaves:  accountability.  

It seems like the only time you hear that word is in the context of blaming one’s opponent for lack of it.  I suspect that the reason so many of us grow so weary during political campaign season is that the finger-pointing is more prevalent than accepting responsibility for one’s actions.  And the gridlock that ensues is always the other person’s fault.  Can someone please make it all stop?  

Businesses, on the other hand, can’t afford to shirk responsibility or accountability.  Customers expect nothing less.  Accountability must be a core value, never compromised, never up for discussion.  

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Topics: Customer Experience Improvement, Entrepreneurial Mindset, CRM Guide to Success, Make your business work smarter, Better Decision Making, Predictable success, Power of Understanding, Core Beliefs for Success, Well Used CRM, Accountability

Nucleus Research recognizes Infor CRM (Saleslogix) as a leader

Posted by Dick Wooden

We are excited to announce with Infor, that the independent research firm, Nucleus Research, has - for the first time - positioned Infor CRM (formally Saleslogix) in the leader quadrant of their CRM Value Matrix. Infor CRM was acknowledged for the significant investments they have made in the user interface and design.


Download the Report>Nucleus_CRM_Value_matrix_2H2014

Bottom Line:

Customer relationship management (CRM) continues to be one of the most competitive software segments, and also one where customers have the greatest propensity to switch. The Value Matrix looks at the advances in usability and functionality by vendors in the three core pillars of CRM: sales, marketing, and customer service. Significant investments in usability and incremental growth in functionality have driven positioning changes since the last Matrix

Ongoing organic investments in usability and functionality, particularly in the areas of embedded analytics, marketing and social collaboration, as well as acquisition activity, have driven position shifts in this edition of the Matrix.  Vendors losing position have advanced their ability to deliver value at a relatively slower pace than their peers.  Vendors indicated with a red dot have one or more factors that Nucleus believes may limit their commitment to the market or long-term viability.

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Topics: CRM Paradigm, CRM Executive Decision, Adaptable CRM, Business success with CRM, Integrated Business, Accounting integration, Business Transformation, CRM Strategy, Long-term success factors, Sales Enablement with CRM, Infor CRM, Infor CloudSuite

ACT! 2015 (v17) - Be more productive and maintain a competitive edge

Posted by Julie Cooper

Save time and stay organized with new Smart Task options, new Outlook sync options, and integration with popular business tools like Dropbox and iCloud.

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Topics: Business Innovation, eMarketing Effectiveness, Business success with CRM, ACT! Success, ACT 2015

Stop Selling Features and Focus on Benefits for the Client

Posted by Dick Wooden

The following article is by C.J. Hayden who is author of Get Clients Now!™.  Thousands of business owners and independent professionals have used her simple sales and marketing system to double or triple their income.  We highly recommend her books and professional services to help grow your business.


You've heard it before: you need to sell benefits to your clients. Whether you are writing copy, talking about what you do, or engaged in a sales presentation, you should emphasize the benefits and results of the service you provide, not its features or how it works. But it isn't always easy to get that right.

Features vs. Benefits

A feature is a fact, detail, or description about your services. A benefit is the positive result your client achieves from working with you. The distinction seems simple when you read the definition, but sometimes features can sound suspiciously like benefits.

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Topics: Knowledge transfer, Customer Communications, Engagement improvement, Know your customer, Sales strategy, Selling Smarter, Sales Conversation Improvement, Buyers Journey

Increase User Adoption - Infor CRM inside your Microsoft Outlook

Posted by Dick Wooden

Getting Work Done with People

If you are always using your Microsoft Outlook and want to manage your day, while getting advanced insights of your business contacts and key accounts.  The latest Infor CRM (formally Saleslogix) Xbar for Outlook 2010 or 2013 needs to be part of your processing.

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Topics: CRM user adoption, Tailor made CRM, Make your business work smarter, Business Drivers for CRM, Business Transformation, CRM for Effectiveness, Outlook Integration, People first CRM, Saleslogix Tips, Saleslogix Xbar for Outlook, Well Used CRM

Supercharge Sales and Build Stronger Relationships with CRM

Posted by Dick Wooden

Ideas to Supercharge Sales and Build a Stronger Relationship

When properly implemented, CRM can help enable your salespeople to be superstars, allowing them to focus on selling and building stronger relationships.


6 Key Aspects to Boost Sales Performance - Enabled by CRM

Consider these and similar aspects of your business where a CRM system can Boost Sales Performance....

  • Improved Quality and Quantity of Your Leads
  • Identification of Sales Opportunities for Focused Activity
  • Not getting forgotten by staying "Top of Mind" and extending your Reach with your Contacts
  • Grow your network database of contacts and expand linked relationships
  • Automate Your Business Processes so you can focus on what you do best
  • Capture and use Business Intelligence for smarter and faster decisions

 The following diagram outlines additional details of these six key aspects:

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Topics: Mobile CRM, Staying Top of Mind, Make your business work smarter, Ideal client, CRM benefits, Sales Productivity Improvements, Business Drivers for CRM, Sales Improvement Areas, Sales forecasting, Selling Smarter, Buying process, Sales Mgmt Improvement, Saleslogix mobile, Sales Enablement with CRM

Shatter the 57% myth of B2B buying decision process

Posted by Dick Wooden

Are Buyers Really Farther down their buying process?  

What additional value does CRM provide the seller?

It has been well commented on and studied that the customer is now in charge and is better prepared and farther along their buying decision process than in years past.  With the large quantity of information available, prospects typically have done their homework before really engaging with your sales force.

A well-used CRM enables sales people to have interesting, provocative and stimulating conversations that make their prospect want to continue the dialogue. There is way too much to remember and get right without having a well-used CRM handy and full of insights about a customer or prospect. The value of CRM is to provide a cradle-to-grave view of your customers.  Using insightful knowledge delivered from your CRM your sales team can be much better prepared for these advanced buyer conversations.

In the spirit of sharing with others helpful insights, the following is shared with you.


The B2B buying decision process: challenging the 57% myth

It’s a statistic that’s been widely quoted and even more widely misunderstood - the idea that the typical modern B2B buying decision process is “57% complete” before the customer even talks to the supplier.

Or you may have seen it quoted as “65%” or “two thirds”. It doesn’t matter, because all the figures are precisely wrong.

I think the original statistic came from a CEB* study but it has been naively interpreted and driven many thoughtless conclusions. You see, like many statistics, it’s simply a headline-grabbing average that hides a wide variation in actual behaviour.

Subsequent studies by other organisations - including one by IDC - have revealed subtleties that any B2B sales and marketing organisation need to take into consideration before they decide to make far-reaching changes to their go-to-market strategy…

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Topics: Customer Experience Improvement, Business Growth Enabler, Marketing Effectiveness, Business Relationship Development, Insight Knowledge, Sales process, Customer Retention, Sales strategy, People first CRM, Buyers Journey

Business Imperative - How CRM Enables Strategic Achievement

Posted by Dick Wooden

CEO leads organization to achieve Strategic objective for More Effective Dealer Network

OK, you are the CEO of a privately held, Premier Cabinet Manufacturing company that distributes your products through a Dealer Network spread across the United States. Over the recent years you have bought two smaller cabinet manufacturers and have attempted to merge them into your business.  But growth has leveled off and sales from your Dealer network is almost impossible to forecast and that's running up your production costs to keep cabinets in inventory.  

Your business has three primary product lines that covers the mid to upper level of the buying contractors and consumers. Your business holds 15.2 percent of the market.  But that is not good enough.


A new VP of Sales and Marketing, Susan, has been brought on board to revitalize the sales team and direct dealer network improvements to boost market share by 20 points. Susan comes from a former Boating Manufacturing company that sold though US based dealers. Her former company has been using a successful CRM system for 3 years that integrated marketing, sales and dealer support.  

Now she is requesting a similar CRM system be implemented to achieve this strategic growth goal.  Susan knows from successful experiences that CRM is the key to enabling this cabinet manufacturer to grow their market share and provide the consistency the business needs.  But what must be considered to enable this strategy with a well-used, people-first CRM?

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Topics: Appreciating Asset, CRM Executive Decision, Business Growth Enabler, Strategic Business development, Business Drivers for CRM, Acquire-Retain-Develop, Strategy Improvement, CRM for Effectiveness, Business traction

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