Sage SalesLogix

The Future of SalesLogix Mobile – iPhone and Android

September 2nd, 2010 by Mike Pothast

So many of our customers have asked us recently about what’s available and what’s coming for the SalesLogix Mobile platform, that we thought we should provide that information in a more proactive format. So, here you have it!

With the ever changing landscape of mobile devices and platforms having made some tremendous strides over the last 2-3 years, the need for a SalesLogix Mobile Client that is compliant with the full range of today’s devices is greater than ever. Fortunately Sage has recognized this, and the Product Team is working diligently at the upcoming release, due in November/December. What can you expect? A full HTML 5 browser capable application, that will work on BlackBerry and Windows Mobile, as you have come to expect, as well as on the standard iPhone and Android browsers. We’ve seen a sneak peek of the product, and we don’t think you will be disappointed.

But what can organizations that are making the switch away from a BlackBerry culture do in the meantime to access their SalesLogix data from their mobile devices? Fortunately, the team at Net@Work has filled the mobile gap with new, device specific applications for SalesLogix v7.5.2 and SalesLogix Cloud. Available in the appropriate marketplaces for each device, OnTheGo (http://www.myonthego.com) allows SalesLogix users to access real-time data from their database for all critical parts of SalesLogix, as well as making calls, sending emails, creating notes, recording emails and full data editing controls. It’s as easy as pointing the application to your SalesLogix URL and logging in as you normally would at your desk. There’s even a free trial available for the Android platform that points to demonstration data.

Google estimated earlier this month that more than 200,000 Android devices were being activated daily, an increase of 100,000 devices per day since May of this year. That’s overwhelming growth, and far outpaces any other mobile platform on the market. Couple that with the iPhone, and you can account for well over 50% of the smartphones being sold today. We’re seeing more and more executives, customers and otherwise, making the move away from the trusty BlackBerry to newer, more functional devices that in the past have been looked over as true business tools. And we don’t foresee a change in this trend any time soon; in fact we’re counting on seeing exponentially more change in the coming years.

The point to all of this is that SalesLogix, much in the same way that it becoming browser agnostic, is becoming device agnostic. This will allow organizations the flexibility to operate multiple mobile device platforms, with little to no change in the way users access their CRM data on the go. And with very little implementation time or IT burden.

For more information on either of these great solutions, please feel free to contact us at 937-885-1204×3210, or email us at sales@simplesoft.net

If you would like to learn more tips or have a CRM topic you would like us to write about please contact Simplesoft Solutions, Inc. in one of our Cincinnati (OH), Charleston (WV), or Charlotte (NC) surrounding area office locations:

Dayton, Ohio Office:
Simplesoft Solutions, Inc.
550 N. Main St. Suite A
Springboro, OH 45066
Phone: (937) 885-1204 x 3204
Fax: (937) 885-3580
sales@simplesoft.net

Ripley, WV Office:
Simplesoft Solutions, Inc.
710 Random Rd.
Ripley, WV 25271
Phone: (304) 521-2387
Fax: (937) 885-3580
sales@simplesoft.net

Charlotte, NC Office:
Simplesoft Solutions, Inc.
3635 Eastover Ridge Drive
Charlotte, NC 28211
Phone: (704) 910-3872
Fax: (937) 885-3580
sales@simplesoft.net

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Tags: CRM, Customer Relationship Management, Sage SalesLogix, SalesLogix Mobile, SalesLogix Mobile Client, SalesLogix Usage
Posted in Enhancing Deployment | No Comments »

A small decision can save you a million headaches in life and SalesLogix!

July 13th, 2010 by Janetta

You know how in life you run into those small things where you wished you had slowed down to make a better decision… Like where to place the butter tub in the refrigerator, so it doesn’t fall out and bust all over the kitchen floor. I can only hope this is resonating with some of you and you aren’t all the type who very strategically place your grocery items in their assigned quadrants in the fridge. I work with some of you quadrant folks, but many of you will understand my perspective.

I know from experience there are plenty of you who have painstakingly planned, with your user departments, the best “pick lists” possible for all areas of SalesLogix. Now, you wonder “how did that data get in there?” You forgot one very important step; way back in the beginning. You forgot to lock down the pick list so the users could not add their own values. Maybe you didn’t know it was possible, maybe you thought by giving them so many choices they wouldn’t add their own, or maybe you thought it would be nice to provide your users that flexibility. Whatever the reason … I bet most of you are second guessing your decision now. I was working with a client in the Cincinnati, OH area last week, training them on building query groups in SalesLogix, and they were shocked at some of the values in their data.

We are talking about two tiny little checkboxes. These two checkboxes will save you hours of frustration. See below! You need both ‘Text must match a list item” and “Users can not edit items” to fully lock down pick lists. The Picklist Manager can be found in the Administrative Client under Manage>Pick Lists:

Note: The default setting for pick lists does allow users to Add items of their own (unchecked).

OK, so now you know to go back and lock down the pick lists, but what about all that data you don’t want in your pick lists? I have a good answer for you and another area of SalesLogix to explore in this article. There is a SalesLogix maintenance tool called “Replace Data” that can help get your data back under control. This menu is available through the Sales Client, as an administrative user, from the Tools>Manage>Replace Data menu option.

Use the Replace Data Wizard to replace one or more values with another value in the ACCOUNT, CONTACT, or OPPORTUNITY tables. You can only replace data in accounts, contacts, and opportunities to which you have access rights. The Replace Data Wizard works with the current account, contact, or opportunity group.

The first screen of the replace data wizard prompts you to choose which type of records to update (Account, Contact or Opportunity).

The next decision is the type of data replacement to perform on the current group

The last screen prompts for a target field and value. If you have chosen a replacement type that requires more input values (search and replace, for example) this is where you will be prompted for those as well.

*Simplesoft Solutions recommends that all of the actions described in this post be performed by and limited to Administrative SLX Users.

If your SalesLogix data cleansing job is bigger than you can handle, contact us a sales@simplesoft.net to discuss the data cleansing services we provide at Simplesoft Solutions, Inc.

Dayton, Ohio Office:
Simplesoft Solutions, Inc.
550 N. Main St. Suite A
Springboro, OH 45066
Phone: (937) 885-1204 x 3204
Fax: (937) 885-3580
sales@simplesoft.net

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Tags: CRM Data Cleansing, Data Cleansing, Data Tips, Pick List Management, Sage SalesLogix, SalesLogix Administration, SalesLogix Replace Data Tool
Posted in Refining Data Management | No Comments »

Are you Indifferent?

July 9th, 2010 by Lisa

I have you noticed something over the last several years and I wonder if you have too. Things just work. Your car starts in the morning, even if it is below zero. Your roof lasts 20 years. Even your $15 hair dryer will last a solid 5 years. And when’s the last time you called a TV repairman?

The truth is, whether you buy it at Nordstrom or Target. It works. There is, however, a big difference in the customer “experience” between Nordstrom and Target and that is reflected in their prices. Your competitor’s products also “work”. They may not be as pretty or have a low total cost of ownership like your products, but on the surface… they work. And if you add a cool new feature to yours, within 6 months, everyone else will have it too. So who is the real winner here? The one who can not only get the sale, but also keep the customer!

I think I’ll cover getting the sale in my next blog. But the issue today is: how do you hang on to your customers for life?

Here are some statistics that I dug up from various sources including the SBA, US Chamber, Gartner Group, the National Sales Assn., and The Harvard Business Review.

Did you know that the average business loses 50% of their customers every 5 years?

Why do customers quit?

1% die (I guess you kept those for life)

3% move

5% develop other relationships

9% seek out your competition

14% are dissatisfied

69% quit because they feel your indifference

Wow, a whopping 69% will buy somewhere else because YOU didn’t pay enough attention to them!

So with all that being said, what percent of “unhappy” customers will tell you directly that they feel your indifference? 4%…yes, you heard me correctly, just 4% will admit to being unhappy rather than “quit” you and move on to your competitor. How many other people will an unhappy customer tell while he is NOT telling you? …9. An unhappy customer will tell an average of 9 people that he did not get good products or services from you. What if you have 100 unhappy customers? Bad news travels fast!

It is estimated that it takes 3-13 times, more time, to acquire a new customer over selling to an existing one. An average of 94% of your marketing budget is spent on persuading a customer to call or interact with you, while only 6% is spent on how to properly handle the call or customer. So what good is that shiny new piece of marketing material that you spent your hard earned cash to produce if it results in a customer feeling that you are indifferent.

Know your customer! Remember your last few conversations. Remember the little details. Prove to them that you are not indifferent and they are important to you. Research shows that a CRM system like Sage SalesLogix can reduce customer service costs and increase customer retention by as much as 70%. Imagine being able to, with the click of a mouse, know the entire history of your customer’s account. You know what he purchased last and what his concerns were. You might even know that he adopted a brand new little dog named Spot last month ….. even if you have never spoken to him personally. Sage SalesLogix is a collaborative tool that can give you a true 360 degree view of each and every customer.

It is said that long-term loyal customers buy more often, spend more money, buy higher priced products, provide more referrals, are less expensive to serve, have higher retention rates and higher lifetime values.

How happy are your customers? Are you indifferent? Do you act indifferent? Are you keeping track of your calls, emails, invoices and overall touches with your customer in one central place? If not………you might be indifferent.

If you would like to learn more about Sage SalesLogix or you would like to discuss Customer Service Training that is tailored to your business, please contact Simplesoft Solutions, Inc. in one of our Cincinnati, OH or Chicago, IL surrounding area office locations:

Dayton, Ohio Office:
Simplesoft Solutions, Inc.
550 N. Main St. Suite A
Springboro, OH 45066
Phone: (937) 885-1204 x 3204
Fax: (937) 885-3580
sales@simplesoft.net

Chicago, Illinois Office:
Simplesoft Solutions, Inc.
950 N. Rand Rd. #123
Wauconda, IL 60084

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Tags: Account Management, ACT!, Activity Management, CRM, Customer Relationship Management, Customer Service Processes, Dynamics, NetSuite, Ohio, SaaS, Sage SalesLogix, Sage SalesLogix training, Sage SalesLogix Web, Sales, Sales Management, Sales Process, Sales Training, Salesforce.com, SalesLogix Training
Posted in Exploring CRM Strategy | No Comments »

Editing Activity and Calendar User Options in SalesLogix Web

June 16th, 2010 by Kyle

Sage SalesLogix provides the tools to allow you to modify some parts of the interface so that you can work in the way that suits your needs. The User Options allow you to set specific preferences for certain features such as General/Search, Group, Activity/Alarm, Calendar, Change Password, and Opportunities that appear when you start the Sage SalesLogix Web Client application. The settings that you select are recorded as being for the user who is logged on and are not visible to other Sage SalesLogix users.

To edit user options:

Login as the proper user of the SalesLogix CRM system.
On the top right status bar, click Options.
Click the tab for the options you want to edit.
- Click the Activity/Alarm tab to set options for the Activity Main View, follow-up activities, or Activity alarms.
- Click the Calendar tab to set options for the Calendar view. You can determine the information that displays on your calendar, the default view, or the day start and end times.
Click the Save button icon.

Activity/Alarm Options
Activities, Alarms, and Reminders enable you to keep track of tasks in the Sage SalesLogix Web Client. The Activity/Alarms tab allows you to specify how and when Activities, Alarms, and Reminders will display.

To set Activity and alarm options:

On the top right status bar, click Options.
Click the Activity/Alarms tab.
In the Show Activities for box, select the user whose Activities you want to display in the Activity Main View.
From the Default View drop-down list, select the tab name for the type of Activities you want to display in the Activity Main View (for example, All Open).
In the Time Frame drop-down list, select the time range of Activities you want to display in the Activities Main View.
In the Default Follow-up Activity drop-down list, select the type of Activity to be scheduled as a follow up, after you complete an activity.
In the Carry Over Notes drop-down list, select Yes if you want to carry over any existing notes.
In the Carry Over Attachments drop-down list, select Yes if you want to carry over any existing attachments.
In the Alarm Default Lead boxes, enter a number in the box and select Minute(s), Hour(s), or Day(s) from the drop-down list to determine the length of time the reminder should occur before the Activity Start Time.
Click the Display Activity Reminders drop-down arrow and select Yes to display Activity Reminders or No to prevent Activity Reminders from displaying.
Click the Display Alarms drop-down arrow and select Yes to display Activities with alarms in the Activity Reminders view or No to prevent Activities with alarms from displaying.
Click the Display Confirmations drop-down arrow and select Yes to display Activity confirmations in the Activity Reminders view or No to prevent Activity confirmations from displaying.
Click the Display Past Due drop-down arrow and select Yes to display past due Activities in the Activity Reminders view or No to prevent past due Activities from displaying.
Click the Save button icon.

Calendar Options
The User Options view displays the settings for the logged on user. These options are only applicable for that specific user in the Web Client.

Calendar Options allow you to adjust the content and appearance of your calendar to accommodate the way you work. You can set the type of information that displays in Activities, the start and end of the work day, the default calendar view, default interval on the calendar, and whether or not completed Activities (history) items display. History items only display on the day and week calendars by default. You can also set the user whose calendar is displayed by default. The logged-on user is the default.

To set calendar options:

On the top right status bar, click Options.
Click the Calendar tab.
In the Default Calendar View box, click the drop-down arrow and select the default calendar view you want to display when you open the Calendar view.
In the Show History on Calendar box, click the drop-down arrow and select Yes to display history items or No to not display history items on the day view.
In the View Calendar For box, click the Find button, select a user from the list, and then click OK.
In the Show on Activities box, click the drop-down arrow and select the Activity information you want to display on the Calendar.
In the Day Start box, click the drop-down arrow and select the time you want the Calendar to display as your start time.
In the Day End box, click the drop-down arrow and select the time you want the Calendar to display as your end time.
In the Default Interval box, click the drop-down arrow and select whether the calendar displays information in 15, 30 or 60 minute intervals.
In the Default Activity Type box, click the drop-down arrow and select a default Activity type. This is the type of Activity that will be created when you double-click on any of the Calendar views.
Click Save.

The above two tabs have been covered but there are other User Options as well such as General/Search, Group, Change Password, and Opportunities tabs that appear when you start the Sage SalesLogix Web Client application. Below is a brief description of those categories:

General/Search Options
Use the General/Search tab to specify such settings as which view opens by default when you first log into Sage SalesLogix Web Client, and who to use as the default owner for any new records you create. You can also set options for using Mail Merge, although these will not be visible unless you selected the “Use ActiveMail” check box when you logged in.

Group Options
The Group Options view display your personal preference settings for Main Views, Default Groups, and Grid Options such as auto resizing columns to prevent horizontal scrolling. These options only apply when the user is logged on to the Web Client.

Changing a Password
You have the ability to change your password through the User Options in the Web Client. Once you have made the changes you want, you must log off and then log on again for the changes to take effect.

Opportunity Options
Use the Opportunities tab to specify default attributes for any new opportunities that you enter into the Sage SalesLogix Web Client. The Opportunity Options view displays the settings for the user who is logged on. These options are only applicable for that specific user in the Web Client.

Editing User Options in Sage SalesLogix Web allows you to modify personal preferences so you can work in an environment that better suits your needs and allow each user to work as effectively as possible in the Sage SalesLogix customer relationship management (CRM) environment.

If you would like to learn more about Editing Activity and Calendar User Options or have another CRM article that you would like us to write about please contact Simplesoft Solutions, Inc. in one of our Cincinnati, OH or Chicago, IL surrounding area office locations:

Dayton, Ohio Office:
Simplesoft Solutions, Inc.
550 N. Main St. Suite A
Springboro, OH 45066
Phone: (937) 885-1204 x 3204
Fax: (937) 885-3580
sales@simplesoft.net

Chicago, Illinois Office:
Simplesoft Solutions, Inc.
950 N. Rand Rd. #123
Wauconda, IL 60084

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Tags: Activity Management, Chicago, Cincinnati, CRM, Customer Relationship Management, End Users, Illinois, Ohio, Sage SalesLogix, Sage SalesLogix v7.5.2, Sage SalesLogix Web, Sage SalesLogix Web Client, SalesLogix End Users, SalesLogix Usage
Posted in Reviewing Tips and Tricks | No Comments »

Easy as 1-2-3: E-mailing Notes and History from SalesLogix

June 2nd, 2010 by Arminta

On many occasions I have found the need to e-mail the details of a SalesLogix History item to a client, or other non-SalesLogix user. This is something that can be done quickly and easily, if you know how! Just follow the three easy yet simple steps below.

Step 1: Browse to the correct Account/Contact/Opportunity.

Step 2: Select the History record to e-mail.

Step 3: Click the E-mail button!

The resulting e-mail is populated automatically and is pulled up as an MS Outlook draft. Just add your recipients and select send!

This is a quick way to share Sage SalesLogix Notes and history with other people!

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Tags: CRM, End Users, Sage SalesLogix, Sage SalesLogix v7.5.2, SalesLogix, SalesLogix Usage
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Comtemplating the Sage Insights 2010 Conference and Sneak Peak the Future of Sage SalesLogix

May 28th, 2010 by Mike Pothast

Last week in Denver, Sage hosted its annual Insights partner conference. As always, Simplesoft Solutions was in attendance and this year was represented by President, Don Menrisky and I. Traditionally, Insights provides many of the third party software solution vendors a way to showcase what’s new and exciting, and this year’s conference was no different. We saw some valuable tools and add-ons to help drive value for our customers and serve their customer’s better. However we felt the true excitement came from Sage and the company’s plans for the future of SalesLogix. We are pleased with their roadmap and vision.

Insights Conference 2010

I thought I would provide a “preview” of what’s coming over the next year in part. Sage has several releases planned with the release of Sage SalesLogix v7.5.3, due in the next 60 days, and version 8.0 in the first quarter of 2011. And I’m sure you have heard about the new “cloud” offering as they partner with Amazon EC2 to offer a SaaS version of SalesLogix. What does this mean for you? It means lot of really valuable functionality, which will continue to set SalesLogix apart as the leading innovative CRM tool in the marketplace and extend the capabilities of the tools. Here’s a preview of what you can expect:

Sage SalesLogix v7.5.3:

Includes new web analytics and dashboard reporting tools designed to be easily created at the user level. Charts, graphs, and group lists are a few of the user-created options for user driven productivity.
Browser agnostic Desktop Integrations (Think SendSLX and Drag and Drop using FireFox etc.)
Web administration – previously handled in the Application Administrator, a LAN based tool. Web administration will simplify the process of managing users, roles, teams & security and other vital features for SLX web users. (Think remote administration without RDP access.)
v7.5.3 due to be released in the cloud in the June/July timeframe, and available to on-premise deployments in late July or August.

Sage SalesLogix v8.0:

New user interface for both the LAN and Web clients, more closely matched to each other.
Increased focus on easing critical usability functions, including:
- Contextual menus
- Activity and calendar management
- Note recording and viewing (split form to match LAN client)
- Inserting contacts and accounts
Quick editing of forms to add and edit forms, with no need to build and redeploy to users
v8.0 expected in Q1 2011

In addition to these client enhancements, a completely re-designed Mobile Client is expected by Q1 2011 as well. This new version has been designed to roll seamlessly across any mobile platform using an HTML 5 browser, including the iPhone, Android and most new Windows and BlackBerry devices. Sage provided a link during the conference to preview the new environment, and we are very excited about what we have tested.

Finally, we are excited about the strategic direction Sage has taken to include more Connected Services, which we believe to be critical to the ongoing success of SalesLogix. The first release of this effort of this strategic plan has come in the form of Sage SalesLogix E-Marketing, released this month. In the near future, we can expect to see integrations to Hoovers, as well as other commonly used and valuable business resources extended through web services.

As our relationship with Sage SalesLogix grows, so does our continued commitment to our customers. I wanted to send the entire Sage team a big thanks for hosting another successful Insights conference. We have so much to share with our customers back in Ohio. The next Sage conference will be Sage Summit 2011 in Washington DC.

If you’d like to preview Sage SalesLogix v7.5.3 in the cloud you can start a 30 day free trial. E-mail us at sales@simplesoft.net or call us today at 937-885-1204 x 3210.

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Tags: Cloud, CRM, Insights, Ohio, SaaS, Sage, Sage SalesLogix, Sage SalesLogix v7.5.3, Sage SalesLogix v8.0, Sage SalesLogix Web Client, SalesLogix Cloud, SalesLogix Mobile Client, SalesLogix new functionality, SalesLogix Web
Posted in Spreading the News | No Comments »

The Flexibility of Sage SalesLogix

April 23rd, 2010 by Paul

Here are a few of my favorite flexible Sage SalesLogix ideas

The flexibility of Sage SalesLogix means you have liberty and freedom. What types of choices and liberty do you mean? I am glad you asked.

Customizations

Sage SalesLogix offers powerful options for customizing the applications. You can use the scripting engine to customize. You can use built-in configureable options like contact processes, sales processes, and pick lists as easy as clicking a button without being a programmer. If you have the skills or resources available you can even use custom coding and .NET Extensions. Overall the limitations are few and mostly centered around imagination and practical budget. One of the common approaches is the incremental development approach or sometimes called phased approach to deploying customizations over time and measuring the return and the impact to both the end users and the customer results. These customizations offer customers choice and helps deflect the round hole and square peg approach of some CRM tools. Smart customers today demand flexible tools. Most companies want their software to work the way their business operates, not changing the business to fit the software. Sage SalesLogix allows you to be creative and build customizations affordably your way.

Territory Realignments

One of the “smart idea” tools built in to SalesLogix is the ability to slice and dice the data. The built in administrative tool allows for easy changes in Account Management and territory changes. I am sure that sales representatives never switch companies or territories almost never change. But when they do get altered, it is great to be able to accommodate those adjustments in business software.

Bundles

Sage SalesLogix has the ability to pull customizations, also known as plugins, out of the database and be saved into a portable format called a SalesLogix bundle (*.sxb) file. Why is this smart? Well on two fronts. It helps the customer to make changes in SalesLogix and test the outcome without impacting production. You might call this a “sand box” or development/test environment. Once these changes are fit for production (QA) then they can be bundled up and moved to production without having to recreate them from scratch. This saves time, energy, and money. On the second front, bundles allow for smart people to create clever modifications to SalesLogix and share them either for free or for a fee with multiple SalesLogix systems. This is another example of choice that the right Sage foundation has provided. Don’t you just love open systems with flexibility. You can keep bundles private as your competitive edge or share them with the world, but this is your choice.

Deployment

The next three items go hand-in-hand, but are separated out because of some unique value that Sage SalesLogix provides. You can deploy the way your users want to work with SalesLogix. You can deploy on-premise or off premise (SaaS) for starters. Sage SalesLogix has always had the option of being hosted in a data center. That is not anything new, but few have done so in the past. With the on premise, the options run the gamut. You can choose to be LAN (Local Area Network) only. Note: This is the primary “live or real-time” directly connected to the database option. You can also use Terminal Services or Citrix or hosted LAN deployments. Nothing new here, but it is great to have options, eh? In addition, you can opt for browser-based users using a portal. (This is a rapidly growing choice by companies) This can be deployed inside your firewall locally or outside (Internet). Your option and your freedom. (I feel like I am getting warmed up on deployment!)

Now another alternative is concerning those users who are outside your company roaming accross the planet. There are “disconnected” systems for those remote users. You can use remote clients with a slice of the main host, using MS SQL Express, or you can use remote office for a group of LAN users who work off of one big remote client as direct connected users. There is also the option of “disconnected” browser based clients. The options don’t end with these choices. All the options above are OR options. You don’t have to pick one deployment option and if you wish you can work with them all.

Sage SalesLogix Deployment Options

Next, what if I don’t want the infrastructure in my IT data center at all? Another popular option is hosted, which comes in three flavors. SalesLogix Cloud, a data center hosting SalesLogix only, and a data center hosting your whole infrastructure remotely (we call this the Green Office Option). The SalesLogix Cloud is mainly for the web client only deployment option using Amazon Web Services. Very slick! The data center hosting SalesLogix can be for any client type but mostly remote or hosted via Terminal Services. And the last option is for the whole integrated infrastructure for your CRM tool set (think Exchange and Sharepoint, and SalesLogix etc more of a IaaS option). You get to decide. You have the freedom. You are the customer. Unlike some Customer Relationship Management tools that box in your decisions to only browser based decisions and are only SaaS deployments. Today, you may desire to have more options than that if you need them.

Oops, I didn’t even talk about SalesLogix Mobile Client or SalesLogix Disconnected Web Client options which have existed for years. Maybe another time.

Client Types

Network, remote, web, and mobile users

Freedom To Work Anywhere

The deployment option selected usually impacts the client types that are available. If you are choosing to move SalesLogix out of your data center, then maybe you are a low customization needs shop and want to use browser based access. (Although, the browser based option can be heavily customized) You have only one basic option then, the Web client. Then your decision is where to deploy inside your campus or published to the internet or hosted in the Amazon infrastructure as SalesLogix Cloud. If you wanted an application on your desktop, then you can virtualize the application, using (Virtual Desktop Infrastructure)VDI technology, or have it installed local, or even use thin multi-user technologies like Terminal Services across the web. Most desktop deployments use either remote or network installed software. The trending movement has been toward the Internet based toolset for many years. The point is that you can work from anywhere now! I like the idea of working from the deck with my feet kicked up with a broadband internet connection or even in a field enjoying the great outdoors. Feel the untethered freedom of the wind whipping through your hair?

These are just a few of the areas that I believe makes SalesLogix a vastly superior tool for the flexibility that it brings to the CRM marketplace and the many features that are designed with the user at heart. As a Sage SalesLogix business partner, we would love to share the options that will work for your company and your situation on your terms.

“We want to get it done as quickly and inexpensively with as much creativity and flexibility as we can have.”

Andrew Johnson (American President)

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Tags: CRM, End Users, SaaS, Sage SalesLogix, Sage SalesLogix Implementation, SalesLogix, SalesLogix Web
Posted in Exploring CRM Strategy | No Comments »

Make Your Sales Training Payoff… Not Just Flavor of the Year

April 21st, 2010 by Janetta

As a previous sales trainer for NCR and in my current work as a trainer for Sage SalesLogix, I am interested in the kind of sales training programs companies are teaching. I am amazed to find many of them make large investments in sales training programs and then never build them into the fabric of their operations. Sales training programs that teach sales methodology, sales process, and even sales strategy can be put to immediate use within your CRM tool to execute and reinforce what was taught.

Begin with some simple steps to Walk The Talk and develop more practical practices for executing sales training through your CRM. Using Sage SalesLogix and SageCRM, we recommend starting with some of the following practices:

1. Categorize Accounts such as with Type and SubType fields to reflect where they fall in your sales process. What terms do you use…. Lead, Suspect, Prospect, Client and what do they mean within your organization?

2. Define the activities needed to move Accounts and Opportunities to the next level. Again using Type and Subtype for Accounts, further define what sales activities should take place to move a Suspect to a Prospect Type, If using Subtype like A,B,C, what makes an A – Prospect? In Sage SalesLogix and Sage CRM you can define Opportunity pipeline stages and build them to match the sales process that was taught in your sales training.

3. Develop Marketing Campaigns that drive Accounts to the next level in your sales process. Sales training often addresses the buying process, so does your marketing messages match the buying stage? If you know your Suspects are very early in the buying process and your goal is to move them from ambivalence to awareness then a Marketing Campaign designed to educate Suspects on cost of inaction for your solution would be very timely. In Sage SalesLogix, you can measure the effectiveness of separate marketing messages through Marketing Campaigns.

4. Design sales reporting and sales meetings to reinforce the language and sales skills taught in your training program. If your sales program taught the importance of identifying “warning signs” in deals then during sales meetings make it a key topic when reviewing Opportunities. Add a place to capture “warning signs” in CRM. If you want your salespeople to report the number and quality of face to face meetings on your “A” prospects then plan the ability to capture that information quickly and generate the report automatically.

5. Finally, and my biggest pet peeve (this one will warrant an article of its own), make sure you don’t circumvent the CRM system. I have seen it time and time again; still using excel spreadsheets to capture additional sales information like sales activity reporting instead of capturing it in CRM and generating a report or displaying on a dashboard. You want to know how to get your salespeople to use CRM; expect it, don’t give them any other options, and don’t ask them to do things in multiple ways. Remember, your Lead and Client data is your most important asset and requiring it be preserved in CRM should be best practice at your organization!

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Tags: Account Management, Contact Management, CRM, Drip Marketing, Marketing Segmentation, Sage SalesLogix, Sales, Sales Management, Sales Process, Sales SalesLogix Training, Sales Training, SalesLogix Usage
Posted in Exploring CRM Strategy, Improving Skills and Usage | No Comments »

Decisions, Decisions: Things to Consider When Buying a CRM

April 13th, 2010 by Lisa

My 78 year old mother-in-law just bought a laptop and a connection to the World Wide Web. When I asked her why she decided to do such a thing, she said “because all my friends are doing it”. Well after the usual lecture about her friends jumping off a bridge and her joining them, my husband and I promptly took on the task of teaching her how to use it.

What a challenge and what a joy! It’s like she is seeing for the first time. Question one: Have you turned it on yet? “No, I can’t figure out how to open the lid!” Wow, this will take some patience. Her first email contained the entire conversation in all caps in the subject line. After a not so quick tutorial, the second one was all lower case, but at least contained in the body of the email this time. However she misspelled a word and didn’t know how to change it so she ended the email with “(spelled a word wrong)”. This is fantastic! At this point her new computer is a very expensive recipe book, but we’re hopeful!

Now the challenge becomes convincing her that she doesn’t “need” all the cool gadgets and applications she sees on TV. “But the ad says it will make it easier and faster.” But you don’t need all those things; you just need to learn how to properly use what you have!

The same is often true of the CRM shopper. They want the one that everyone else is using or the one who spends the most money on advertising. It must be the best – right?

The truth is, most mainstream CRM solutions have similar standard features so the key is to determine what sets it apart from the rest.

Here are some guidelines for choosing a CRM:

How long have they been in business? New solutions come and go. If the company you are considering is brand new, you have to consider what will happen to YOUR data if they go under. And do you really want to be the guinea pig while they work out all the bugs? Make sure that the CRM provider you are considering has a long history of successes. A list of long time and happy customers is usually proof that the vendor has a good support plan and is doing their part to stay up with current technology.
Do they have a business partner in your area? A cookie cutter solution will seldom give you the results you are hoping for. All businesses are not created equal so all CRM solutions need some level of personalization to your business. You shouldn’t have to change your business process to fit the CRM, but it should be easy to tweak your CRM package to fit your business. A business partner with developers and trainers can customize a solution to your business and train you to use it and/or customize it yourself.
Can you deploy the CRM in multiple ways? You may start your business with two people, but a couple of years down the road you could have one hundred people. The ultimate goal is to grow the business right? The CRM that used to cost you $130/month for 2 users is now costing you $6500/month for 100 users. Always look for a solution that encourages you to grow your business!
Is it “free”? I am sure that free software has a place for the very small business or single user environment, but if you commit to a “free” service you had better have patience. Free CRM is only free if your time is NOT that valuable and will try the patience of the saintliest of people. Not to mention the fact that while it’s free to you, someone is paying for it and all those advertising pop ups will tell you who that someone is.
How many clicks does it take to get to the center of a CRM? A good CRM should be EASY. Even the novice user should be able to complete ordinary tasks with minimal time or training. It doesn’t matter how many cool features it has if you can’t figure out how to use them.

Hopefully this list is helpful in your quest for the perfect CRM. As for me, I will again dawn my trainer hat and patiently teach my mother-in-law how to open Word and we may even take on the shift and backspace keys.

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Tags: ACT! by Sage, CRM, Leads in CRM, Sage SalesLogix, Sage SalesLogix Deployment, Sage SalesLogix Implementation, Sage SalesLogix v7.5.2, Sage SalesLogix Web, SageCRM, SageCRM.com, Upgrade to Sage Saleslogix 7.5.2
Posted in Exploring CRM Strategy | No Comments »

4 Key Essentials to Train and Reinforce in Sage SalesLogix

March 31st, 2010 by Janetta

As a Sage Certified Trainer, I have worked with many companies to train end users. I have learned some important patterns to be taught and reinforced for continued success of CRM within an organization. When I do pre-planned follow-up refresher training with companies, I can tell how well the following items have been incorporated as best practices for Sage SalesLogix while working with the users.

1. How to enter new (unique) Accounts/Contacts following your company’s business rules. Notice I said unique not duplicates!

2. How to record Sales activities, either scheduled or unscheduled, as History in Sage SalesLogix. By the way, I didn’t say enter “notes” in Sage SalesLogix. A small but high impact decision I see users make is using the “add note” feature instead of recording the activity properly as a phone call or meeting. These notes do not show up as completed sales activities when running activity reports out of SalesLogix. It is the small things that matter over time!

3. How to record e-mails to History in Sage SalesLogix. This is extremely powerful integration yet an under utilized feature of Sage SalesLogix for newbies. I think a misconception may exist with untrained users that they somehow lose an e-mail item from their Outlook sent items. This is simply not true. I also see an over dependence on Outlook; somehow people believe it is a CRM. Users must learn to trust Sage SalesLogix to record these e-mails and then how to quickly filter and search for something in the Notes/History area.

4. How to keep data clean and update records to match your business processes. What happens when an Account goes out of business or a Contact leaves an Account? Do your users know what you expect them to do with the record to reflect those changes? Communicate often with your users and develop groups for them to meet goals and expectations, like those Contacts with no e-mails, etc.

Call us to discuss Sage SalesLogix training and ways to reinforce best practices in the use of Sage SalesLogix. Just like in sports, it is important to understand the fundamentals and drill them often to form automatic habits.

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Tags: Data Tips, New User SalesLogix Training, Sage SalesLogix, Sage SalesLogix training, SalesLogix Training, SalesLogix Usage
Posted in Improving Skills and Usage | No Comments »