Secret Marketing Weapon for Referral Growth

Posted by Dick Wooden

Referrals through Donut Marketing - The Enterprise Story

In the beginning, actually the 1980’s, Enterprise Rent-A-Car started taking donuts to insurance agents as a way to get referrals for people whose car had been in an accident and they needed a temporary replacement vehicle.

In June of 1987, Allen McNeill, the owner of what is now Thanks A Dozen received a phone call at the printing company where he worked from Dave Willey, a Regional Manager at Enterprise.  Willey told McNeill that his office managers were taking donuts daily to insurance agents.  He wanted to make custom boxes so everyone would know all day long that it was Enterprise that was so nice to bring in the donuts.  After the original boxes were made, other managers throughout the Enterprise system started ordering their own boxes.

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Topics: Referral Marketing, Target Market, Referral Development, Marketing plan, Make your business work smarter, Marketing Effectiveness, Sales strategy, Selling Smarter, Referral Network

7 habits of successful sales people often ignored by others

Posted by Dick Wooden

Did you know why 75% of deals in sales pipeline never close and 44% of executives think their organization is ineffective at managing the sales pipeline?

We would like to offer you an ebook  that includes the productivity hacks that every sales professional should follow to sell more efficiently and help their organization grow faster.

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Topics: Make your business work smarter, Marketing Effectiveness, Sales Productivity Improvements, BPM-Business process management, Sales Enablement with CRM, BPMonline, BPMonline Sales, BPMonline Marketing, BPMonline Tips

How Account Based strategy reduces wasted sales time

Posted by Dick Wooden

Did you know that 60% of companies that have been leveraging an account-based marketing (ABM) strategy for at least 1 year reported revenue increases of at least 10%?

In addition, ABM directly addresses sales and marketing alignment, challenging the 50% of sales time wasted on productive prospecting.

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Topics: Make your business work smarter, Marketing Effectiveness, Sales Productivity Improvements, BPM-Business process management, Sales Enablement with CRM, BPMonline, BPMonline Sales, BPMonline Marketing, BPMonline Tips

Show QuickBooks Sales History Inside Infor CRM

Posted by Dick Wooden

Deliver sales history directly into your Infor CRM from the latest QuickBooks accounting information.

With the widespread use of Intuit® QuickBooks™ accounting system there are many businesses missing the ability to quickly and easily provide accounting system information to the CRM sales and support team.  This could include items such as:

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Topics: Make your business work smarter, Better Decision Making, Sales Productivity Improvements, QuickBooks Integration, Accounting integration, Selling Smarter, Infor CRM, Well Used CRM, Infor CRM Specialist, Infor CRM 8.3

Integrity Checker - don't forget this CRM tool

Posted by Dick Wooden

Integrity is the state of being whole and undivided, a firm adherence to a code.

So wouldn't you want a way to validate your CRM database, tables and linked records?

Common Issues:

  • Did you import a group of records and now the results are not showing up properly?
  • Did someone "delete" instead of "retire" a user and now you see invalid or blank values for Account Manager?
  • Are there reports showing blank data or 'invalid' in place of the correct users's name?
  • Are activities now showing up correctly?
  • When clicking on a digital attachment, you don't see the related file or get an error message?


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Topics: CRM user adoption, Data protection, Saleslogix Tips, Infor CRM, Saleslogix Admin, Well Used CRM, Data Quality, Infor CRM Education, Info CRM Specialist, Upgrade SalesLogix 7.5 to Infor CRM 8.2, Support Infor CRM, Data Integrity

Mistakes to Correct Before Installing Infor 8.3 CRM Xbar

Posted by Julie Cooper

Before installing the Infor Xbar connector for Microsoft Outlook: Provide this documentation to the supporting IT firm/person to verify the below items. 

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Topics: Make your business work smarter, Sales Productivity Improvements, Outlook Integration, Saleslogix Xbar for Outlook, Infor CRM Updates, Infor CRM Education, Infor CRM Specialist, Infor CRM Success, Infor CRM Xbar, Infor CRM Integration, Infor CRM 8.3, Infor CRM Support

Marketing operational excellence with intelligent BPM

Posted by Dick Wooden

Importance of  managing business processes with BPM platform

Did you know that 70% of high-performing companies manage their business processes using a business process management (BPM) platform? Today leveraging intelligent business technologies becomes an imperative enabler of pursuing operational excellence.

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Topics: Business Growth Enabler, Growing Your Stronger Business, BPM-Business process management, Business Process Automation, BPMonline, BPMonline Service, BPMonline Sales, BPMonline Marketing, BPMonline Tips

Business Development and CRM Accelerates Success

Posted by Dick Wooden

Business development and CRM work hand-in-hand

One of the most exciting and fulfilling parts of our business is in the sharing of the discovery of people and business intersections.  Our clients gain understanding that accelerates giant leaps in business growth, business clarity, and business innovation.

In other words, allowing people to seek and find the connections between different people, different businesses value propositions and in our clients' value creation that leads to an explosion of exceptional business success.

It can be said that the primary goal of a business development strategy is to build partnerships that allow leverage for driving revenue.

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Topics: Managing Change and Transitions, Business Innovation, CRM Guide to Success, What is CRM, Results Gained with CRM, Appreciating Asset, Make your business work smarter, Business success with CRM, Better Decision Making, Foundational CRM, Strategic Business development, Growing Your Stronger Business, Business Drivers for CRM, Acquire-Retain-Develop, CRM understanding, ACT! Success, Infor CRM Specialist, BPMonline

Inbox Guru for Infor CRM helpful new updates

Posted by Dick Wooden

In late June InboxGuru released a group of helpful and cool features.  Check these out and how you can get more done, less noise and extend your reach with InboxGuru marketing automation for Infor CRM.


Personal Lists - Custom Fields

Personal Lists - Segmentations

Nurture Campaigns - Send to more than one list

Nurture Campaigns - Exclusion Lists

Web Activity Suppression lists


Here is the detail on one of my favorite features to cut down on the unproductive noise and web activity alerting.... 

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Topics: Marketing Effectiveness, Infor CRM, Smart marketing automation, Infor CRM Specialist, InboxGuru

How better sales and marketing alignment can ensure sustainable business growth with CRM

Posted by Dick Wooden

Achieve success from sales and marketing alignment

As the recent research shows 87% of companies missing their revenue targets due to poor alignment of marketing and sales, while 75% of top-performing organizations have strong alignment between both departments.

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Topics: eMarketing Effectiveness, Marketing Effectiveness, Sales Productivity Improvements, Business Drivers for CRM, CRM for Effectiveness, BPMonline, BPMonline Sales, BPMonline Marketing, BPMonline Tips

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