Dick Wooden

CRM’s Cost vs. Investment, Look Beyond the Price Tag Before You Decide

How do you make purchase decisions on business systems such as CRM? I’ll bet you look at the price tag. We get it -- We all need to watch how we spend our money. But if the cost is the sole consideration, pinching pennies...

10 Things You Can Do to Accelerate Selling to Revenue

Make every seller your best seller Sales acceleration is about making the most out of every point of contact and conversation.  It's about knowing the right information about the contact to carry on a valuable conversation for both parties.  This information would and should be...

CRM Implementation: Focus on the “How”

3 CRM strategies that require you to think about the "How" Transitioning from organizing prospect and customer details in a contact management system to adopting a customer relationship management (CRM) system is a considerable shift in how your business operates. But focusing on the “how”...

Business Intelligence: A Business Relationship Management Takeaway From CRM

Maybe the question has already been asked, but we are going to ask it here. What can Business Relationship Management (BRM) take away from a system like Infor CRM?  Before we get there, a better question might be how do these two relate? Well the...

Hello from the other side – with and without CRM

Unless you have been living on a deserted island you have probably heard  Adele's most powerful song "Hello", from her third album that was released last November. Besides breaking all kinds of historical musical sales records, the song resonates in both the strength of Adele's wonderful...

Why CRM is your most important sales tool

Are you focusing on the right things with the right tool.... "The most expensive thing you can do in sales is spend your time with the wrong prospect", Jeff Blout  from his new book Fanatical Prospecting - the ultimate guide to opening the sales conversations...

CRM Critical Success Factor – User Feedback

Having an optimal CRM system in place — one that addresses your business needs, serves your customers well and pleases your employees — is a high-stakes proposition.  The right solution and partner can bring it all together. In planning for a well-used CRM system consider...

People: An Opportunity, Not a Roadblock

You hear it all the time: "People are our No. 1 asset." Or, "People are our most important resource." And yet it's amazing how often people get left out of the equation when a company is considering a new CRM system. I understand why this...

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

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...

Where CRM can help a Sales Professional accelerate performance

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...

Answering the Why of CRM to Gaining Business Success with CRM

Start with Why in Everything You do As entrepreneurs, business people and trusted advisors we are continually seeking improvements.  Are they better ways to get to our desired outcomes?  Understanding your Why has been insightfully covered by professionals such as Simon Sinek.  Simon suggests "Start...

Turning Mobile Moments into Sales Opportunities

Interactions with prospects and customers in the modern digital age can be brief, even fractions of a second, and it’s what you do in those moments that can make or break a deal or relationship. Everyone across sales, marketing, service, and support plays a...

How to Build Loyalty for Your CRM – Good data answers right questions

To build loyalty for your CRM, employ the data you collect in a coherent and strategic way.   Pull together data from other silos and system.  Better yet strategically plan on which applications are critical and have the capability for data integration and at least 'read'…

12 Questions to Evaluate Understanding Your Customer

Do you understand your customer? Many organizations speak about understanding customers and their needs, but few truly understand what customers value most.  While it is nearing a year end and reflecting back on the past years customer experiences, I recommend you consider the following aspects...

Power to Resolve – Getting Success with CRM for Your Business

It takes resolve to get the desired success from CRM or any other change initiative "The challenges companies experience undertaking CRM, are not solved just by deciding to work together.  It requires resolve.  It requires the type of determination that allows you to have an open...

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

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...

Stop Hobbling Along – Really Engage with CRM

When the fear of change is greater than the value of the solution: At some time in our selling careers we've all seen this statement pop up.  They originally get all hot and lathered up about the solution your offering provides. BUT then nothing happens....

Why you should align CRM stage names with the buyers journey

Problem:  Sales process is misaligned with Buyers Journey Let's face the new reality- buyers can access a whole lot more about their solution options and customers are in the driver seat.  Too many times we'll see a B2B business implement CRM and when it gets...

Saleslogix to become Infor CRM™

I'm excited and happy to announce that Swiftpage has entered into an agreement to sell the assets of Saleslogix to Info and it will be known as: Infor CRM™.   This is a welcomed transition! Headquartered in New York, Infor is fundamentally changing the way information is...

Guess less. Grow more. Sales nirvana…

Guess less - grow more profitably There ought to be a better ways to connect with customers and prospects about what they are most interested in so you don't have to guess as much and you can grow business more profitably. With the integration of...

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