Loyal Customers Can Get You Through Tough Times

Round Table Topic: Expert Advice on Leveraging Your CRM System to Survive This Economic Crunch

Hoyt Mann, President of Phaseware, responds to our round table topic “Expert Advice on Leveraging Your CRM System to Survive this Economic Crunch.” Hoyt’s recommendation to focus on retaining existing customers in sage advice for any business.

Contributed by: Hoyt Mann, President, Phaseware, Inc.

Much attention has been given to the ways in which CRM can help generate new customers. In an economic downturn, your company must also focus on retaining existing customers. In the course of retaining these customers by keeping them completely satisfied with their interactions with the company, new customers may emerge through referrals. But those existing customers must be taken care of first. Read more »


Commit to Your Customers and Survive, Even Thrive

Round Table Topic: Expert Advice on Leveraging Your CRM System to Survive This Economic Crunch

Contributed by: Tom Millay, General Manager, Consona CRM

The customer retention component of your CRM system will keep companies competitive during this economic crunch.  Who can afford to lose customers as discernment is exercised when money becomes tight?  Never before is providing the right products/services, to the right customer, at the right time been more important.  

Read more »


Leverage Your CRM System to Maximize Your Client Base

Round Table Topic: Expert Advice on Leveraging Your CRM System to Survive This Economic Crunch

Ronald Lang, the CEO of Majestic Consulting Group offers our readers simple recommendations for leveraging your CRM system to maximize your client base. His insights help both product and service-based organizations discover new revenue opportunities.

Contributed by: Ronald Lang, CEO, Majestic Consulting Group, Inc.

A critical part of building your CRM strategic plan should be an effective “Customer Profile” to identify up-sell and cross-sell opportunities.  While new customers come at an extreme premium today with longer sales cycles, existing clients would be more receptive to hear your offerings, especially if it can be a positive impact to their business. Read more »


Choosing Accounting Software: A Buying Guide

When it comes to buying accounting software, you have a number of things to consider. This accounting software buying guide provides tips on defining you objectives, researching vendors, choosing on-site or on-demand.

What Can Accounting Software Do For Me?
Standard functions of most accounting software include: invoicing and tracking past-due bills, monthly reporting, credit card processing, customer statement generation, and electronic check writing. As a result of automating these everyday accounting processes, your business will see improved data accuracy and enhanced compliance with industry regulations.

Departmental communication will be streamlined, and staff productivity will increase. More freedom from laborious accounting tasks means more time for your team to focus on managing the budget, analyzing trends, uncovering opportunities for growth and making strategic decisions. In turn, the focus on higher level objectives and goals can lead to higher revenues.

Defining Your Business Objectives and Needs

The critical first step and is to review key business objects and future organizational goals. The selection of new business software is often driven by specific failures within the current system and thus focuses primarily on these requirements. But you’ll also want to take a close look at the long-term goals of your organization and the features of the new software that will help you in achieving those goals. For this reason, scalability is an important consideration: the new software must be able to not only support existing user requirements, but also allow for the future growth of the organization as a whole.

When preparing to purchase accounting software for your organization, be sure to document any special needs your organization has. Documenting your requirements will enable you to effectively communicate with the vendor and evaluate the pros and cons of each software system.

Researching Products and Vendors
When selecting an accounting software solution to fit your organization’s needs, it is important to do your homework. Don’t simply rely on the pitch of a single salesperson to give you the right answer; you will be rewarded for taking the time to review all of the options that exist for accounting software. A report that outlines the products and highlights of the top 10 accounting software vendors can be downloaded for free at business-software.com.

On-Site vs. On-Demand

On-demand accounting software, also commonly referred to as hosted accounting software or SaaS, provides all the same features and capabilities as on-site accounting software solutions. However, it is not installed and maintained at the company’s site. Instead, it is “rented” from a third-party application service provider (ASP), who takes on all responsibility for its deployment, storage, and ongoing administration.

Businesses simply pay a monthly fee to utilize the system and its functions, while the ASP handles the rest. Some advantages to a hosted software system include better affordability, rapid deployment, minimized technical administration, and accelerated return on investment. On the other hand, reduced control over the application and all its associated data; potential security risks posed by lower-quality applications; and increased long-term total cost of ownership.

Advantages of Web-based Software
The popularity of Web-based software continues to increase at a rapid pace. Companies are choosing Web-based accounting systems over client/server solutions for their improved accessibility and portability; ease of use; improved integration with online banking services and other electronic systems; decreased administration; and reduced total cost of ownership.
The term “Web-based software” can actually refer to either of two disparate solutions. These are:

• On-site accounting software packages that are deployed over the Web with a browser front-end, typically via corporate Intranets. These systems are also often referred to as Web-enabled accounting software.
• Hosted or on-demand accounting software solutions that are installed and maintained by a third-party application service provider (ASP), then accessed by end users through the Web.

In the past, Web-based accounting software systems were primarily for smaller businesses who couldn’t afford to buy the many available enterprise-scale software packages on the market. But today’s trends are proving that more and more organizations, both small and large alike, are opting for Web-based accounting solutions to address their most vital financial management needs.

Other Considerations
Today’s accounting software packages are designed to simplify and automate complex, manual financial management processes and improve the accessibility, accuracy, and timeliness of mission-critical financial data.

By streamlining and accelerating vital activities such as budget creation, allocation, and management; cash flow analysis; accounts payable and receivable; management of capital equipment and other assets; and financial reporting, accounting software can dramatically increase the productivity of finance staff members, while improving financial performance management and strategic company planning.

Most of the accounting software applications on the market provide the following features and capabilities, to improve all facets of financial planning, management, control, and analysis: general ledger management, controlling and budget management, cash management, financial forecasting, fixed asset management, compliance management, and advanced financial planning.

Being aware of all of the features that exist in various accounting software products will help you to identify the package that will best meet the needs and requirements of your organization.


Introducing NetSuite OneWorld

From CRM Daily.com, April 18,2008

NetSuite OneWorld, is a cloud computing solution which enables multi-national and multi-subsidiary companies to manage their global business operations in real-time.NetSuite

NetSuite OneWorld is the first CRM company to announced an on-demand system that delivers real-time subsidiary management and business consolidation capabilities to mid-market companies for front-office , back-office and ecommerce operations. Prior to NetSuite OneWorld, only large enterprise companies with very deep pockets could approach such levels of business integration.

Bruce Richardson, Chief Research Officer of AMR Research calls NetSuite OneWorld a “bold move.”

“NetSuite is the first company to deliver a real-time multi-company, multi-national business system built on a Software as a Service platform that gives mid-market companies local and global visibility across front office and back office operations in real-time. This is a bold move.”

NetSuite OneWorld is available as a simple add-on capability to NetSuite for $1,999 per month.

NetSuite Introduces NetSuite OneWorld >>>


Oracle Sales Prospector - Social CRM?

From SearchCRM.com, June 11, 2008

Sales Prospector, an on-demand sales collaboration tool from Oracle, is the latest of a number of social CRM applications Oracle has been demonstrating at events like OpenWorld and Collaborate.

“While CRM applications have traditionally been designed for management and reporting, the new applications will serve the sales end user, said Mark Woollen, vice president of CRM product strategy at Oracle. That requires a shift in the historical approach of Oracle.

Industry analytsts are asking if Oracle a traditional “top down” enterprise application company can shift to a “bottom up” technology.  

“They’re trying to change,” said Sheryl Kingstone, director of customer-centric strategies for Boston-based Yankee Group. “Oracle has in the past been one of those behemoths. Now they own so much of the market they’re trying to reinvigorate. They’ve really bought into the Web.”

Can Oracle be Social with CRM? >>>


The Sales Person’s First Day

By Lee B. Salz - President of Sales Dodo, LLC

Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done.

new-sales-person.JPGIt’s a great day at Newman Industries today! For the last month, they have been actively recruiting a hot candidate to join their sales team. Today, Steven Harmon agreed to join them. They see him as a true rainmaker. The recruiter and sales manager share high-fives. Mission accomplished! Spike the ball in the end zone. The job is done! The competition was fierce for Steven, but Newman Industries won.

While Newman Industries was celebrating, Steven resigned his position with his present employer and enjoyed a celebratory dinner with his wife. That night, Steven lay in bed wondering if he made the right decision. He came to terms with his decision and looks forward to his first day at the company.

It’s 8:28am when Steven arrives for his first day at Newman Industries. He is excited while also apprehensive. When Steven walks into the office and introduces himself to the receptionist, he is surprised to hear, “Oh, I didn’t know we had a new person starting today. Who did you say you were here to see?” Steven brushes this off as it is not completely foreign for the receptionist not to be notified about a new employee joining a company.

The receptionist calls around and tells Steven that he is in the right place, but his manager Jamie has not arrived yet. Steven sits in the lobby as person after person walks by without saying a word.

Read more »


The Truth About Aged Leads

By Jason Kort - Director of Marketing, SoftVu

Most salespeople tend to focus on the high-probability “hot leads” that recently came in the door. They don’t have time to stop and sweep through a list of aged leads on a regular basis. SoftVu recently completed a “meta study” compiling four years worth of data across 38 clients to quantify what we already knew—when you ignore aged leads, you’re throwing away money. Here’s a quick look at results for a typical lender. In general, our findings show that:

  • 58% to 76% of aged leads remain viable for a significant period of time after initial contact.
  • The typical sales team misses somewhere between 600 to 800 aged lead opportunities for every 1,000 initial leads.
  • Most respondents still want to be contacted with follow up information, offers, etc.

SoftVu Pie Chart
The simple message is, “Stop ignoring aged leads!” But, how you go about doing that is not quite so simple. There are three primary takeaways here…

  • The vast majority of aged leads are still viable (and most sales teams ignore them).
  • Staying in front of your potentials results in significantly more closed deals.
  • Your sales staff is doing a good job if they’re just keeping up with new leads (someone else needs to qualify and nurture leads after the initial contact).

One solution to this problem is a consistent lead nurturing campaign that can be automated to…

  • Identify which aged leads are still viable
  • Stay connected with viable aged leads with relevant, timely messages, and
  • Route “new” leads and recycle viable “aged” leads back to your sales team in a timely fashion, so they can stay focused on high probability leads.

Learn more, please visit Business-Software.com’s marketing automation vendor showcase for SoftVu.


How CRM Benefits Your Sales Force

We Don’t Need CRM!

Mention the prospect of a CRM system to a sales team that is not automated and your suggestion may not be greeted with excitement.

no-crm.JPGIn fact, some sales representatives believe that the primary purpose of CRM is to enhance sales management functions such as performance reporting and forecasting, and that it does little to make the day-to-day activities of the sales force easier and more effective.

Others may perceive CRM to be too complicated, and fear that the system will add a new layer of complexity to their jobs. Or they may fear that the tracking of their activities will reveal inadequacies.

But, for many businesses, CRM has clearly demonstrated its ability to provide immediate value to the sales force by improving their ability to sell, and significantly increasing their success rates. In fact, a recent survey conducted by research firm CSO Insights found that almost 72% of firms surveyed indicated that CRM was having a positive affect on sales force performance.

Read more »


The Web’s Best Email Marketing Resources

Email Marketing Resources

best.JPGLooking for some insight into email marketing strategies that work? 
Want to learn more about the latest and greatest email communication trends? 

The Web can be a valuable resource for today’s marketers, and these sites provide a wealth of timely and up-to-date information about this important aspect of customer outreach. 

ClickZ
The Internet’s largest resource of interactive marketing news, information, commentary, advice, opinion, research, and reference.

About.com
A compilation of articles and other resources about the newest tried and true email marketing tips and secrets. 

iMedia Connections
This trade publisher and event producer serves the interactive media and marketing industries.  Their site contains a variety of information channels, including one that highlights email techniques. 

Marketing Sherpa
A research firm that specializes in tracking and reporting on today’s most effective strategies in all aspects of marketing. 

BeRelevant
An online blog that discussed best practices in email marketing. 

Email Marketer’s Club
A social network for email marketers across the globe.