April 30th, 2012
This is a guest post by Shabana Shiliwala, who owns The Financial Sort, a financial planning company based in Austin, Texas.
Something about reading online shortens our attention spans. When was the last time you actually waited for a slow homepage to finish loading? If it takes longer than 30 seconds to find the information you’re looking for on a website, do you keep looking or go back to the Google search results to consult a different site (of which there are an infinite number)?…
Categories: Zoho CRM
Tags: CRM, Zoho CRM
April 30th, 2012
When someone on the “front lines” of a business notices a problem that requires fixing, too often it’s ignored because it will be a hassle to convince others to change the status quo. Niccolo Machiavelli said in 1515, “There is nothing more difficult to carry out, nor more doubtful of success, nor more dangerous to handle, than to initiate a new order of things.” Attempting to bring about true change creates emotional and social disequilibrium; this disequilibrium must be carefully managed. I’m going to tell you a story of change from my own experience, but first, let me give you some pointers on how to do this yourself.
In order to encourage change and improvement, we must first create a sense of urgency. Asking guiding questions can build a desire to change. “Why do we need to correct this problem now?,” “What are the consequences if we don’t change?,” and “How will this change allow us to achieve our ultimate goal?” and similar questions will encourage colleagues to actively think about the problem. This is true for both co-workers and management.
Always try to identify the administrator who’s open to change, and avoid those you know will resist. You must show how the improvement has the potential to make his job easier and/or make him look good.
Keeping four simple steps in mind will help even those most stubborn to change come up with better solutions than the status quo:
1. Be careful not to dominate the problem-solving sessions.
2. Once you have identified the problem, sit back and take notes.
3. Read back others’ ideas and foster continued brainstorming.
4. Try to encourage workers who are not participating to share their ideas.
Unfortunately, we know not all people are open to change. When resistance becomes too great, the person leading the change needs to back off and slow down implementation. This was especially true as I tried to implement Gatorounds, a process that applies athletic principles to healthcare and focuses on a team approach and efficient communication in order to reduce the length of work shifts. In the beginning, I didn’t understand the nature of adaptive leadership and I underestimated the profound resistance I would encounter. I now understand that when someone tries to truly change the way things are done, those in favor of the status quo will defend the old way because they feel threatened by change. After some time away from the university, the disequilibrium I had generated dissipated, and by the time of my return the following year, Gatorounds was a familiar term and had become the status quo.
Experiencing problems trying to overcome the status quo is not a new problem, as emphasized by Machiavelli’s famous quote; it’s something man has faced since the beginning of time. Once team members take on the problem as their own and begin to act to fix it, you and your team will begin to experience increased mental focus and active involvement, and will become part of the solution – rather than being part of the problem.
Related posts:
- A Few Simple Words Can Kill Creativity In Your Team
- Minimize Change by Being a Proactive Team Leader
- 5 Steps to Writing Concise Emails
Categories: Intuit QuickBase
Tags: Intuit QuickBase, QuickBase
April 30th, 2012
With so many great capabilities delivered in CRM 2011, as a customer, it can be challenging to know what capabilities can be best combined to address the user’s needs. I came across one such situation last week when discussing a feature suggestion that came through our Connect feedback site.
Scenario
Here’s the high level scenario: There are often situations where two or more sales reps need to collaborate on an opportunity, sometimes referred to as the pursuit team. To accomplish this, there are a few challenges to work through:
1) How do I denote who are the salespeople working on the opportunity?
2) How can I make it easy for them to view the opportunities that they are working on?
There are several possible approaches that you might take here depending on what makes the most sense for your organization.
One simple way would be to add fields to the opportunity form to identify team members that are working on the opportunity. For example, in addition to Owner, you might have fields for “Sales Lead” and “Industry Lead” and so forth. If your requirements are static, this works. However, it’s not very flexible if the number of people that you might have working a deal varies from opportunity to opportunity.
Using Connections
Here’s where the strength of the Connections capability that was introduced in CRM 2011 comes into play. Connections allow you relate records together of all types – in a way it’s like an “any to any” relationship, with an added ability to annotate the relationship with the meaning of the relationship, or other notes. For example, you can use it to identify a contact as your “Colleague” or express the roles of the various contacts that are associated to an opportunity such as “Influencer” or “Decision Maker”.
Let’s take a look at how to address each of our questions using Connections:
Identifying the Sales Team
For our scenario, the simplest thing to do is to add Connections for each sales rep that will be working on the deal.
From the opportunity, click the Connect button
Fill in the desired user for the “Name” field:
That’s all that’s required. Save and Close.
These will appear in the Connections area for the opportunity:
Note: You may want to customize the Opportunity form to add Connections as a sub-grid, to make viewing this data inline easier.
You may even want to go a step further and define Connection Roles to express what role each sales person is playing with respect to the Pursuit Team: “Sales Lead”, “Industry Lead”, and so forth.
From Settings -> Administration -> Connection Roles, you can add new Connection Roles:
Back on the Opportunity, here are the roles used for the Connections to further clarify the meaning of the relationship to the users identified in the Connections:
Creating a Public View for My Opportunities
Now that you’ve denoted the sales reps that will be working on this opportunity and ensured that they have appropriate access, the next step is to ensure that there is a Public view that includes these opportunities.
Here’s where I ran into a bit of a snag. I had intended to just modify the “My Open Opportunities” Public View to add an OR clause such that it would show effectively “Owner Equals Current User OR Connected to Current User”. Of course, the problem is that the filter criteria doesn’t allow creating OR expressions across entities, so I couldn’t add the clauses to include Connections.
That’s ok though. What it means is that in this model, we’ll drive the view fully off Connections only, not Owner. Taking this approach does require that each sales person will need to be identified with a Connection, including the Owner of the opportunity, so you will want to automate this with a simple workflow or plug-in that creates a Connection for the Owner automatically.
Let’s start with the View creation first.
Creating the Public View
So, here’s what I did to create the view to enable the user to see opportunities that they are working on.
1. As the system customizer, go to Settings -> Customizations -> Customize the System, select the Opportunity entity.
2. I ...
Categories: CRM, CRM Software Free Trial, Microsoft Dynamics CRM
Tags: CRM, CRM Software Free Trial
April 30th, 2012
Sometimes there is nothing more irritating than those trite phrases like “When life gives you lemons, make lemonade.” When you’re having a tough time in life, your first inclination may be to tell those full of such homespun logic to go suck a lemon.
Those people don’t have to deal with an ogre boss or a long commute, you think, so they don’t know that it’s difficult to just be so darn positive all the time.
But what if there was a way to flip the switch in your life? To start seeing negative aspects of your work in a way that helped you be happier and less eaten up by guilt or stress or unhappiness?
Christina Tracy Stein is a psychotherapist and co-author of Kiss That Frog: 12 Great Ways to Turn Negatives into Positives in Your Life and Work.
She says that as children, we respond to the caregivers in our lives. For example, that means if you had someone in your life that was responsive to your needs – such as knowing you needed a bit more comfort when life handed you lemons – then you may feel more comfortable with yourself and your feelings.
“Negativity often comes when you aren’t honored for being an authentic person,” she says. “If people in your life have encouraged you to be who you are, then you’re honored for being an authentic person. But if you can’t be honest and you’re constantly being a fake version of yourself, then that’s when you get frustrated and negative.”
Dealing with nasty moods
Because of the difficult job market, many employees feel stuck in jobs that further sour their mood. Stein says in those cases, it can be helpful to lower your expectations. In other words, don’t expect so much from a boss or colleagues and then you’re not attaching yourself to an outcome that disappoints you and is “like a letdown every day,” she says.
If you’ve got a mean or angry boss, then Stein suggest learning not to take his or her behavior personally. Accept that the boss is in a bad mood and just let that person be in a bad mood.
“Acknowledge it and tell yourself just to stay away from that dark energy,” she says.
It can also be helpful to imagine that someone who is being unpleasant may be going through a difficult personal time – such as experiencing a troubled marriage – and that is the cause of the nasty mood, she says.
“Even if it’s not true, just imagining that can help you move past it and not take it personally,” she says.
One of the other causes of negativity in our lives in the guilt we may feel trying to juggle personal and professional demands. With three children under the age of five, Stein says she’s well aware of that struggle.
“I can tell you that it really is a case of quality versus quantity,” she says. “It really matters that you give the quality time. So, in my case, my husband and I have a date time every week. I schedule a ‘date’ with each of my children, just one-on-one time with each one.”
Breaking free
In her book with Brian Tracy, Stein writes that while two people” may have the same experience…one will rise above it, let it go, and get on with life. The other person will be crushed, angry, resentful, and unhappy for an extended period of time – same event, two different reactions.”
They provide several ways that you can be one of those people who moves beyond difficulty and transforms a negative into a positive. Among their suggestions:
• Accept life’s lessons. Don’t focus on the negative aspects of a failure at work, for example, but think about the lessons you learned from it. How has that experience helped you make better choices and decisions? What are the advantages or benefits you’ve gained from that experience?
• Look for change. If you’ve been struggling with a problem for a long time, such as a bad relationship with someone at work, it could be that when you look more deeply at the issue you’ll discover that’s it’s you who (Read more...)
Categories: Intuit QuickBase
Tags: Intuit QuickBase, QuickBase
April 30th, 2012
You’re proud of the products or services that your business sells. However, as you’ve likely discovered, just because you’ve got something great to offer doesn’t automatically mean people are going to buy it. This is especially true on the Internet.
Countless businesses are frustrated by the fact that they don’t sell as much online as they’d like. While the Internet can connect your business to customers around the globe, there are some hurdles you need to overcome in order to make this happen. Fortunately, by learning what actually persuades people to buy, you can make your website more effective.
When someone is thinking about making a purchase, they want to:
Avoid Hassles: Because the Internet makes it so easy to jump from one site to another, people have a very low tolerance for online inconveniences. If a site creates a hassle for someone, it’s much easier for them to simply go to a competitor’s site than it is to deal with the problem they’re facing. This approach to online transactions is why it’s so important to ensure that your site is dead simple to use. Not only do you want to make it as easy as possible for people to get the information they want, but you also want to eliminate any pain points from your checkout process.
Get Information from Multiple Sources: The Internet puts a seemingly unlimited amount of information at everyone’s fingertips. As a result, people want to get information from more than one source. The best way to allow them to do this is to link out. Whether you link to general information about your industry or something like an editor’s review of one of your products, allowing potential customers to gather information from multiple sources will give them the confidence they need to actually make a purchase.
Know What Other Customers Think: One of the underlying forces that drives buying behavior is people’s desire to avoid making a decision that they end up regretting. This is why so many consumers make purchases based on what previous buyers have to say. If someone is happy with their purchase, people know that they should be as well. This feeling is why it’s so important to include testimonials on your website. To maximize their impact, be sure to include a picture with each testimonial. In addition to testimonials, you should link to any sites that include customer reviews of your business.
Feel Like They’re in Control: The truth about buying behavior is that much of it is driven by people’s subconscious. However, this doesn’t mean people want to go on autopilot when they’re thinking about a purchase. On the contrary, they want to feel like they’re in complete control of their decision. The best way to appeal to this desire is to use your website to make people feel empowered. When someone has everything they need to feel that they’re making a savvy choice, they’re going to feel good about completing a purchase.
Related posts:
- Are Sales People Email Marketers?
- Sales people wanted
- Return on Investment (ROI) for Sales People
Categories: Marketing, Web Based CRM
Tags: CRM, SalesNexus, SalesNexus CRM
April 27th, 2012
I’ve been using Infusionsoft for nearly 15% of my entire life. I first started using it during graduate school for a business that still uses the software. Needless to say, being able to visualize everything from a high-level strategy down to the granular clicks within an email comes naturally. However, getting to that point where [...]
CRM Software Free Trial - Your CRM online guide to Web-based Contact Management Software Free Internet Trials and the latest news Articles, reviews & comparisons.
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- Infusionsoft Marketplace Helps Users Find Apps & Partners Easily - Story From: The Official Infusionsoft Blog I’m happy to announce the new Infusionsoft Marketplace for our users so they can discover new apps and partners that helps their businesses succeed. The new Marketplace provides convenient access to community-rated listings of Certified Consultants and third-party apps that make their Infusionsoft experience even better. CEO and Co-founder, Clate Mask, declared at InfusionCon 2012, [...]...
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Categories: CRM, CRM Software Free Trial, Infusionsoft CRM
Tags: CRM, CRM Software Free Trial
April 27th, 2012
We’ve released a troubleshooting wizard to help you help yourself resolve errors configuring the Dynamics CRM Outlook Client. Give it a whirl:
http://rc.crm.dynamics.com/rc/2011/en-us/online/5.0/outlook-troubleshooting.aspx
Why did we create this wizard?
There are several reasons that you might receive an error attempting to configure the CRM Outlook Client. The most likely solutions can be different depending on the error and other factors such as whether you’re using Dynamics CRM Online or On Premise. Instead of having to search KB’s and possibly find articles that do not apply to your scenario, the wizard can help guide your to the most likely solution based on your symptoms.
The wizard was created by CRM Outlook Client subject matter experts. We can continually improve this wizard as we identify additional solutions so please provide feedback.
CRM Software Free Trial - Your CRM online guide to Web-based Contact Management Software Free Internet Trials and the latest news Articles, reviews & comparisons.
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- CRM Online for Outlook Client Update - Story From: Microsoft Dynamics CRM Online Team Blog An update to the CRM Online Client for Outlook was released on Monday. You or your users may receive the following notification. You can also click Start > All Programs > Microsoft Dynamics CRM 4.0 > Update to receive this prompt. Administrative rights on your PC are required to install this update. While optional, this update addresses several issues: Addresses for synced Outlook Contacts do not match between the web and the outlook client views. Task reminders are not disabled in Outlook when an activity is completed. A warning message to add Server URL and local host to the trusted sites appears whenever opening CRM client in a security locked down environment. Emails with oversized attachments generate a "server might be unavailable" error when tracked in CRM from the Outlook client. You are constantly prompted in Outlook to login to the CRM Online Client even after specifying you do not want to sign-in by clicking cancel. Auto Update checks to see that a user is in the admin group prior to starting the installation of the CRM Outlook Client - and only proceeds with the install if that is true. CRM Appointments were not being deleted from the Outlook calendar if changes were made in the web client and then synchronized. When trying to track an e-mail while offline, you receive an error that says "not implemented". The new Outlook Client version following the update will display as 4.4.9230.729. ...
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Categories: CRM, CRM Software Free Trial, Microsoft Dynamics CRM
Tags: CRM, CRM Software Free Trial
April 27th, 2012
Do you and your team work more than 40 hours per week? When it comes to productivity, longer hours are not better. As Sara Robinson writes in “Bring Back the 40-Hour Workweek, ” decades of research during the 20th Century showed us that 8 hours a day/40 hours a week was the maximum workload for efficiency, safety, and well-being.
Somehow we have gotten away from that and a salaried position often comes with the expectation that you do what you must to get the work done, even if that means working longer hours. And so, we have become accustomed to simply adding hours as our way of dealing with more work. This is a bad idea. Before you resort to putting in longer hours, first try at being more efficient and productive with the first 40 hours. Encourage your team to do the same.
Strategies for maximizing productivity while capping the workweek at 40 hours:
Be Flexible – if the workflow is not consistent from week to week, be open to flexible schedules, such as going back and forth between 30-hour and 50-hour workweeks. Find a rhythm instead of seeking a perfect balance. Mandating 40 hours will create stress when there is 50 hours of work and bad habits when there is just 30 hours of work.
Problem-Solve – if it’s consistently taking longer than 40 hours a week to do everything that needs to get done, you have a problem of a) overambitious goals, b) insufficient resources, or c) lack of prioritization.
Find Contractors – if your problem is insufficient resources, but it doesn’t make sense to make a new permanent hire, consider working with contractors to add an extra hand to your staff when needed.
Prioritize – when you label everything as important, you are really saying that nothing is important. Don’t fall into the trap of saying everything is top priority and must be done ASAP. Set realistic deadlines instead.
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Categories: Intuit QuickBase
Tags: Intuit QuickBase, QuickBase
April 27th, 2012
The reporting screens in Dealmaker present you with a wealth of filtering options to slice and dice your data. When you select Forecast Analysis or some of the Performance Coach screens, you will see that the default reporting period is always the same and this may not suit your purposes.
The default reporting period is set within Dealmaker Administration by your Administrator. He or she can select the starting month, the report duration, or opt get Dealmaker to follow your CRM system settings.
Of course, you can select any valid reporting period you like by typing in the dates in the correct format or using the graphical calendar tool, but when you log back in to Dealmaker your reporting screens will show the default period.
Do you Understand the Default Reporting Period?
Setting the Default Reporting Period in Dealmaker Administration
Categories: Dealmaker Genius, Forecast Analysis, Sales Process
Tags: Dealmaker, TAS
April 26th, 2012
I’m happy to announce the new Infusionsoft Marketplace for our users so they can discover new apps and partners that helps their businesses succeed. The new Marketplace provides convenient access to community-rated listings of Certified Consultants and third-party apps that make their Infusionsoft experience even better. CEO and Co-founder, Clate Mask, declared at InfusionCon 2012, [...]
CRM Software Free Trial - Your CRM online guide to Web-based Contact Management Software Free Internet Trials and the latest news Articles, reviews & comparisons.
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- Happy 1st Birthday Google Apps Marketplace - Story From: Capsule CRM Blog I’ve been reminded that it’s been a year today since the launch of the Google Apps Marketplace which we are proud to be a part of. 2010 was a great year for the Capsule business with annual revenues more than 1000% up on the previous year. The Google Apps Marketplace has been a significant source of new customers driving this growth and has also helped to cement Capsule as a leading CRM for small businesses and sales teams. I’m pleasantly surprised and flattered each time I bump into people in business who mention they’ve come across Capsule or are already a customer, often as a result of seeing us in the Marketplace. The Marketplace has also introduced Capsule to more corners of the globe. We now have customers in 66 countries so I’m pleased to welcome Greenland, Kuwait, Cyprus and Costa Rica just to name a few additions to the list of countries where customers are using Capsule. By the way, we are hiring. If you’re a developer or designer based in the North West of England and our jobs sound like your thing we’d love to hear from you. Or if you know someone in North West of England who might be right for the job I’d be very grateful if you could pass on a link....
- Happy 1st Birthday Google Apps Marketplace - Story From: The Capsule CRM Blog I’ve been reminded that it’s been a year today since the launch of the Google Apps Marketplace which we are proud to be a part of. 2010 was a great year for the Capsule business with annual revenues more than 1000% up on the previous year. The Google Apps Marketplace has been a significant source of new customers driving this growth and has also helped ...
Categories: CRM, CRM Software Free Trial, Infusionsoft CRM
Tags: CRM, CRM Software Free Trial
