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Top 3 reasons your sales department doesn't sell

Posted by Dick Wooden

The world is accelerating

The world is accelerating at a record pace, and this change has become the new norm. To become and remain successful in such a fluid environment, sales organizations have to cope with these changes.

Three important digital challenges to manage

  1. Complexity of sales processes and inability to change them
  2. Siloed customer data
  3. Low user adoption rates for sales technology

Key findings:

  • Explore the core digital challenges sales professionals face in their day-to-day work that prevent them from hitting targets.

  • Discover how to overcome the data silo problem and get a single source of truth.
  • Learn how to facilitate user adoption of new technologies as well as painlessly implement changes to your sales processes.
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Topics: Managing Change and Transitions, CRM user adoption, Make your business work smarter, Sales process, Value creation selling, Customer-Centric Strategy, Selling Smarter, sales acceleration, BPMonline, digital challenges

6 new connectors on bpm'online Market Place

Posted by Dick Wooden

The bpm'online Market Place is a great place to find helpful tools and templates to make your CRM system work smarter for your organization. 

On the market place you will find:

  • Applications - to extend the functionality of the bpm'online platform
  • Templates- to automate processes with re3ady to use process templates
  • Services- where you can order services from bpm'online partners

 

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Topics: Make your business work smarter, BPMonline, bpmonline what's new, bpmonline MarketPlace

Troubleshooting Tips and Resources for Infor CRM

Posted by Dick Wooden

Issues you may come across using Infor CRM

Part of the art of troubleshooting is understanding what is the issue, how does itBand-aid-Just-Rip-it appear to the user, how is it recorded possibly in the Windows Application event log, what CRM and network changes have been made, what user PC/device changes have occurred and accessing helpful resources.

Below are some common and uncommon issues and their possible solutions.

This article covers common issues, I don't see updated data, office integration, mail merge, Send to CRM, Desktop manager and Record to History.

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Topics: Outlook Integration, Saleslogix Tips, Infor CRM Updates, Infor CRM Specialist, Infor CRM Xbar, Support Infor CRM

Rules for Straight Thinking for Successful Human Relations

Posted by Dick Wooden

Successful Human Relations

Principles and Practice in Business, in the Home, and in Government is a book I ran across while browsing older books about relationship development from Dr. William Reilly, who also wrote The Law of Intelligent Action in 1950's.  His books have proved notably successful in applying in a popular way the findings of psychology to the everyday problems of business, social, and personal life. In this book he discusses in basic terms the attitudes which can make your relationships with others more pleasant and productive. The book is filled with concrete examples of typical problems in human relation, and their solutions

Dr. Reilly founded the National Institute for Straight Thinking for work to show that those most interested in straight thinking are those who need it least -- successful business leaders and outstanding young men/women who are open-mindedly reaching out in the direction of anything that will further improve their thinking and speed up their progress.  

Vision realization before and after-Success with CRM

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Topics: Simply Smart Working, Building Stronger Relationships, Make your business work smarter, Better Decision Making, Business Relationship Development, Strategic Business development, Customer Relationship Development, Business analytics, Strategy Improvement, Success with Relationships, Unity of knowlege and action, Best Practices, sales acceleration

Day in Life of top sales representative

Posted by Dick Wooden

Proactive and focused efforts on the right tasks and right relationships

Meet Joe Taylor, a top sales representative at Acme Forklifts.  During this demonstration we'll be following him through a day in his life.  We will see how he leverages Infor CRM during three key points in his day. And how he uses it to maintain proactive and focused efforts on the right tasks and the right relationships.

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Topics: Make your business work smarter, Business analytics, Smart Ideas and Tips, Selling Smarter, Infor CRM Updates, Infor CRM Specialist, Infor CRM Success, Sales Intelligence

Business has an Insidious Enemy!

Posted by Dick Wooden

Business has a fierce and insidious enemy that if not identified and combated, will contort your company into an unrecognizable mess.

I'm talking about those valuable people, relationships, and conversations that get lost, misrepresented, delayed or forgotten - never to be used again....

This domain knowledge about your prospects, customers, and strategic partnerships takes time to grow and develop.  A system and operational processes are missing.  Too many times important details of a conversation are not recorded and shared.  Maybe it was about a problem or challenge the other person mentioned and remains unresolved.  It may be competitive information that provides helpful insights. Or it may have been a new business opportunity referred to a sales person. Details get left off. Messages are incomplete. Big ideas and insights are forgotten.  The road to success is not a straight line.

 

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Topics: Managing Change and Transitions, CRM Guide to Success, Success fundamentals, CRM Executive Decision, Business success with CRM, Better Decision Making, CRM System Importance, Sales Productivity Improvements, Success with Relationships, Empower CRM Success, Long-term success factors, Vision Realization

Accelerate transformation - 4 CRM trends in 2018

Posted by Dick Wooden

4 CRM trends to accelerate transformation and foster innovation in 2018

CRM unification and digital transformation have been buzzwords for years. But in 2018 companies will have to evolve by not only focusing on customer-facing engagement, but also creating better alignment to enable rapid, ongoing innovation and meet evolving customer expectations.

 

#3:  Creating alignment beyond data silos

CRM trends 2018-bpm-online marketing.png

 

We would like to offer you a recent White Paper with 4 CRM trends to accelerate transformation and foster innovation in 2018.

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Topics: Make your business work smarter, Strategic Business development, Business Drivers for CRM, Selling Smarter, Sales Enablement with CRM, Business Process Automation, BPMonline, BPMonline Sales, BPMonline Marketing

Using Account Hierarchy as Parent-Child Relationships

Posted by Dick Wooden

Creating and using Parent-Child Account Relationships in Infor CRM

In the animal world every animal has a parent relationship, a sort of hierarchy of Parent->Child from one generation to another.  In the CRM digital world this may also apply to relationships among your business accounts.  Some businesses will have many child, subsidiary accounts that you track in CRM and still need to relate back to a parent account.

Consider this is a worldwide corporate account that have various business accounts located elsewhere that do business with your business. So, the parent account has multiple subsidiary/child accounts that are linked as one.  Under each account are a range of contacts, opportunities and service requests.

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Topics: Make your business work smarter, Business Relationship Development, Saleslogix Tips, Infor CRM, Infor CRM Education, Infor CRM Specialist, Infor CRM Success, Infor CRM 8.3, Parent-Child, Account Hierarchy

Manufacturing sales rep - from opportunity to quote to sales order

Posted by Dick Wooden

Using the Infor Customer Experience - Sales Suite

Integrated CRM (Customer relationship management) + CLM (contract life cycle management) + CPQ (configure, price & quoting)

Take a look at how a manufacturing sales rep could work with a Dealer and create a new pricing contract. And the dealer can create their own quote using Enterprise Quoting.

All of this increases the accuracy of orders, reduces your end to end processing time and costs.

This amounts to increased customer satisfaction and provides you with centralized insights into your organization.


View the whole process in less than 6 minute video:

  • Creation of the sales opportunity by mfg. rep in CRM
  • Configure and link to new pricing contract
  • Dealer creation of quote with product selection
  • Generation of Sales order
  • Business KPI for centralized insights

 

Why it's important

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Topics: Make your business work smarter, Sales strategy, Sales Enablement with CRM, Infor CRM, Infor CRM Specialist, Infor CRM Integration, Infor CX Sales Suite, Infor CPQ-Configure-Price-Quote, Infor Contract Lifecycle Mgmt

Sales Intelligence - planning for 2018

Posted by Dick Wooden

Infor Sales Intelligence for CRM

Make all of your interactions meaningful....

Customer relationships are the foundation of your business.  When you're identifying new leads and staying current with existing customers, every interaction has to count. 

With the right data science tools, your salespeople can use customer and prospect data to make sure that they're using all of their resources to their fullest potential.

From identifying the customer that are most likely to make a purchase, to knowing their next purchase, data science can give your business the edge it needs in a highly competitive market.

Sales Intelligence for Infor CRM Integration utilizes data science and customer data enabling your business to:

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Topics: Customer Experience Improvement, Make your business work smarter, Sales Improvement Areas, Customer Lifetime Value, Saleslogix Tips, Sales Enablement with CRM, Infor CRM, Infor CRM Specialist, Infor CRM Integration, Infor CRM 8.3, Infor Customer Experience Suite, Sales Intelligence

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