Infor CRM – Inputting data from anywhere

Whether your sales team is working in the office or on the road, they will have to be able to access the data in your CRM at all times. From viewing or inserting activity records into their Calendar, or updating opportunities, the ability to access Infor CRM from anywhere is a necessity for any sales team.

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Not sure how a Maximizer CRM dashboard works? Here are the basics:

If you don’t know what you’re looking for, setting up dashboards in Maximizer can be quite intimidating. If you’re not sure how to make them work, look no further. This blog will walk you through the basics of CRM dashboards – what they are, who they were made for, and most importantly, how to make them.

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Do you need to transform your CRM strategy in 2019?

After a long, but very enjoyable week spent working with clients, I spent Friday in our offices in Kent. A day to catch up on emails and review our own CRM system to bring back some of the things learnt in the field. My first email of the day, from our Chairman, Mike Collier, contained this timely reminder. Written in June 2013 as a short blog, it highlights some possible changes to be made to our CRM system (shortened slightly here).

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It’s not just your sales team who should use CRM for business development – here’s why

The meaning of “Selling” has changed quite a bit over the last 10 years or so. If you tried to personify the word back in the ’00s, you’d probably think of a pushy car salesman who didn’t care about whether he had a car that was right for you, but was very keen to offer you something – anything, that he might be able to sell to you. Nowadays, this is very different. So much so, that we use the term “business development” rather than “sales” because we are worried about scaring off potential customers due to the bad reputation of sales people

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My business is growing – how do I use CRM for sales management?

For many businesses the challenges of managing growth is never fully resolved. Either the business cannot fulfil its full potential, or that potential is constrained. If you are struggling to manage a growing business, what role should CRM play? “The first rule of any technology used in a business is that automation applied to an efficient operation will magnify the efficiency. The second is that automation applied to an inefficient operation will magnify the inefficiency.” — Bill Gates, co-founder of Microsoft What does business growth look like? A strange question, but bear with me. Many of our clients will report

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CRM for Inbound Selling

The traditional benefit of a CRM system is still predominantly thought to be the outbound sales management functionality, but with the increasing prowess of marketing automation systems and, particularly their expanding integration into CRM platforms, how do the odds stack up for inbound rather than outbound sales within CRM? In my last blog, I talked about the importance of a unified dataset for business improvement; and while the context is different in terms of the data being discussed, the same principle is absolutely relevant here. In order to stand the best chance of doing business with your leads and customers,

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Monitoring sales team performance with CRM

What sort of questions should you be asking from your CRM system to extract valuable sales performance insights? This will depend on your industry and business model, but here are some pointers to get you thinking: Which customers do you spend the most time and effort on? Effort could be in the form of emails, meetings, phone calls and more, so which customers take the most time? Which consume the most resource and incur the highest cost to service? Once you have this information (and this will depend on proper use of the CRM system by the team), compare this with how much revenue this actually generates for your business.

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Do’s and don’ts when managing sales opportunities with CRM

If your business development team doesn’t have a data driven culture, it’s easy to get overwhelmed when reviewing your team’s sales opportunities in CRM. For example, you might think – why are there open opportunities which are expected to close in the past?! Why are there 3 copies of the same opportunity, and why are all of them are in the pipeline forecast?! Why are there 5 open opportunities with a BDM assigned, but no phone calls logged against them?! Getting your sales team to engage with CRM in the right way takes time, effort, and positive leadership. So how do you drive a

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How to achieve accurate sales forecasting and management

A sales person will often rely on experience and gut feel to estimate the probability of closing a sales deal. Whilst personal knowledge and hands-on experience certainly goes a long way, this doesn’t necessarily always work. So we have developed a question-and-answer style grid to help achieve consistent and accurate sales forecasting through an automated assessment of the opportunity status. It also helps guide the sales person with long term account development. We call this tool the Bid Grid and it sits within the Infor CRM opportunity management and pipeline forecasting module.

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