Sales Archives - Caldere Associates

Zoho London User Conference in September!

By | Training, Zoho | No Comments

Zoho logo

Early Bird discounts officially ended as of the 15th, but Zoho have agreed to let us make a few extra discounted tickets available. Contact us ASAP!

Announcing a new Zoho user conference!

Each year, Zoho holds conferences worldwide for their users and partners. This conference is coming to the UK on Thursday and Friday, September 13 and 14 at the etc.venues County Hall in the centre of London.

Zoho’s annual user conference is an opportunity to meet the Zoho team face-to-face and learn directly from the staff behind the applications. You’ll have ample opportunity to network and exchange ideas with like minded people from companies of all sizes and industries who have turned to Zoho to transform their business. Come and have one-to-one chats with experts in sales, marketing, service, finance, commerce, and more to learn how you can deliver incredible customer experiences that will set your brand apart.

Conference agenda highlights

Both days will feature a strong focus on on increasing your sales and making your marketing more effective with topics such as:

  • Implementing Zoho CRM for your business
  • Understanding your sales process
  • Sales Force Automation
  • Optimising your website and engaging visitors
  • Raising your organisation’s productivity through effective collaboration & communication
  • Business insights through Analytics

The conference’s first day emphasises great finance tools and practices with topics such as:

  • Empowering customer-centric teams with a meaningful Back Office integration
  • Advanced analytics with Zoho Reports
  • Streamline your travel and expense management
  • Managing your stock and multi-channel sales
  • Zoho Finance Plus: an overview

The second day of the conference continues the momentum with exciting ways to customise and control your Zoho experience, offering topics such as:

  • Building workflows
  • Integrating apps using Flow
  • Advanced customization
  • The highs and lows with Reports
  • Staying connected: Integrating with APIs
  • Zoho on mobile

… and many more!

How to attend

Click the graphic below to see more and to reserve your conference seat: Click here for more information and to attend!

Even More Tools with Act! Premium v19.1

By | Act!, CRM, Maintenance | No Comments

Announcing the NEW eCommerce Connections

Now in Act! v19.1, Premium subscribers can connect directly to popular eCommerce solutions!

eCommerce Connections graphic v19.1

With the new eCommerce Connections, you will be able to:

  • eCommerce Connections History Tab v19.1View your customer purchase history for these solutions
  • From the History tab, view Order ID, Quantity, and price of items in the order, and the order total
  • Send targeted marketing campaigns to groups of eCommerce customers
  • Inform your sales conversations with pertinent details about a customer’s visits and buying habits
  • Boost all of your sales and marketing efforts
  • Start doing all of this without having to install separate apps or plug-ins

New functionality in Act! Companion for mobile users

Users of Act! Companion (first made available in v19) will now have the following additional functionalities in Act! v19.1 to eliminate needless picks-and-clicks and to enhance productivity on the go:

  • Quickly create a History from the Business Card view
  • Use @ mentions to associate history (meetings, events, calls, notes, etc.) to contacts or other users

Take advantage of multiple quality enhancements 

In response to user feedback, Act! v19.1 has put out several updates that you’ll want to incorporate into your installation. Make sure you have all of the new functionality and experience enhancements that make Act! the right solution for your business.

Contact us to learn more about how to upgrade to v19.1 and get the latest technology working for you!

Why Do You Need CRM? Top Six Reasons

By | Act!, CRM, Tips and Tricks | No Comments

Here’s what CRM really is

Businesses often use CRM (Customer Relationship Management) technology without a clear understanding of why they should use it, or even what it is. As a CRM professional, I often have trouble explaining to people what it is I do. My mother-in-law, in her mid-60s, understood when I told her, “Imagine if your Rolodex automatically kept track of every contact and every meeting you had with the people you dealt with in your business, and let you search within all that information for things you need to know” (she’s a smart lady, but she’s not a data professional). Since we at Caldere are professionals who use, maintain, and administer data, and you probably are too if you are reading this blog, we need to understand CRM a bit more technically.

Salesforce Europe provide a good starting definition:

Customer Relationship Management (CRM) is a strategy for managing all your company’s relationships and interactions with your customers and potential customers.

On a deeper level, Bain & Company think of CRM as a process that companies use to understand and react to their customers:

CRM technology allows firms to collect and manage large amounts of customer data and then carry out strategies based on that information. Data collected through focused CRM initiatives help firms solve specific problems throughout their customer relationship cycle—the chain of activities from the initial targeting of customers to efforts to win them back for more.

Clearly CRM technology is something that modern businesses need if they are to keep up with the information they gather daily about the people who are most important to them.

Some top reasons why businesses need CRM

6. Your paper “solutions” aren’t good enough anymore

Are you one of those people who has to have the latest TV and mobile phone, and perhaps a cool laptop to take to the coffee shop, but in your office you make do with collections of business cards and 3-ring binders full of notes? CRM technology is as critical to business as Google is to using the Internet. You can’t tap a phrase into a file cabinet and have it arrange your information so that it shows just the contacts who meet your criteria. You can send a paper marketing mailout, but you won’t get the attention of people who check their email twenty times for every time they check their post.

5. You don’t need to worry that you’ll lose your data

Office administrators know how vulnerable your paper notes are to being mislaid, misorganised, or discarded. IT professionals, similarly, know how vulnerable data is even when it is stored on your laptop or desktop, or on your office server. Servers can crash. Hard drives can fail. But a good CRM solution, administered by a good CRM provider, will be structured in a secure manner on servers that are maintained and backed up regularly. The advent of cloud computing brings you data anywhere and anytime, so long as you can access a connection. No matter where you are in the world, the critical customer data you gather is immediately accessible to your colleagues in every other location where you do business.

4. Your information is centralised

Similarly, customer and client information does nobody any good when it is locked into separate laptops accessible only to single users. Emails are usually stored in a single system, but are invisible to other people who work with the same clients. Communicating through a CRM system allows everyone in your organisation to see and keep up with what is happening to your relationship with a given client. Nobody has to look unprepared or uninformed because they missed the latest discussion or a critical meeting. Every piece of information can be made available to everyone who needs to know.

3. You can understand the past

There’s really no good way to look back into the history of your relationship with a customer without using CRM technology. If you want to look back in time and understand how things have progressed, you need a solution that tracks all of their communication… their sales history… their feedback… their issues. You’ll be able to save clients by knowing how to anticipate their needs and forestall common problems. You’ll be able to create marketing materials based on purchase and communication history.

2. You can coordinate the present

Using what you’ve learned about the relationship you have with your customers, you can make your business into a responsive and confident authority. You can design programs that give your customers the right kind of customer service experience. You can get sales and support staff talking to each other so that they can work together to give customers what they only guess they’ll need next. You can use customer feedback to tell you where your resources are best spent. You can use past sales history to suggest what potential maintenance issues a customer might be facing. In addition, you can plan your time using built-in calendar and task management so that every process is done right the first time.

1. You can foretell the future

Once you understand the past, and know what to do in the present, you will have a reasonably good idea what your efforts now will give rise to in the future. Things that used to come as complete surprises will be explainable, and you can plan for them, when you know why and how they happened. The better your data is in your history, and the better you track your campaigns, projects, and events, the more you can know about what is likely to happen in days, weeks, or months… with respect to individual clients, client companies, locations, or entire markets with which you have a relationship. New technology such as Business Intelligence (BI) can give you even more detailed predictive analysis to make the future much easier to plan for and to help you ask the right questions of your valuable data.

How can my company get more out of CRM?

Every company has some sort of customer relationship management system, even if it’s just a few accounts held in the CEO’s memory. Caldere, experts in CRM technology, can help you evaluate your current system and show you ways to better organise your data so it is more transparent and accessible. Effective, powerful solutions are available for every type of organisation. No organisation can afford to fall behind when it comes to managing their relationships with their customers. Contact us for a meeting and demonstration so we can show you what the current state of the technology is, and find the best solution for your needs.

Contacts Tell All in Social Media… Are You Listening?

By | Act!, Tips and Tricks, Training | No Comments

How much easier would your job be if you had a way to use social media to:

  • See and interact with your contact’s LinkedIn and Facebook sites directly from within their contact record in your database?
  • Engage with your contacts by reacting to and commenting on their posts, sending messages, and encouraging them to use their social media to keep current with you?
  • Monitor your contacts so your sales and marketing can provide them with the right communication at the right time?
  • Identify prospects linked to your contacts by “friend” and “connection” links, and expand your network by associating with them?
  • Help you fill in the blanks in your contact records?
  • Use what your contact says about themselves and their lives to discover their interests, needs and wants, and to use note-taking and history functionality to personalise your offerings to them?

Did you know Act! already has a quick and simple way to allow you to do this? You don’t have to purchase or program anything. Just access the Social Updates tab from within your contact’s record. The Social Updates tab uses Internet Explorer to give you access to LinkedIn and Facebook.

Here’s how to use it:

  • Login to your Act! database. Navigate to the Detail View of a contact whose LinkedIn or Facebook profile you wish to view.

Navigate to your contact's Detail View

  • Click the Social Updates tab.

Click the Social Updates tab

  • Click either LinkedIn or Facebook, depending on which social media profile you wish to view for the contact. Then click the matching search result shown in the tab to bring up their profile. Note: You may be prompted to log in to your Facebook or LinkedIn account if you do not already have Internet Explorer configured to remember your login. If so, log in before proceeding to the next step.

Choose LinkedIn or Facebook and select the correct record from the search results

  • After verifying that you have accessed the correct profile, click Remember This Page to save the page so that it will automatically open when you return to the contact’s Social Updates tab.

Click Remember This Page to create a link between the contact and the selected social media page

  • If desired, repeat the same process for the other social media site.

Choosing Facebook

Note that in Facebook, if you are already “friends” with the contact, you will be able to see their page and their publicly shared content without any trouble. However, if you are not “friends” with the contact, you should click “Add Friend” in order to also see what they share with people they are connected to.

Important to know:

It is not possible to remove the association so that there is no longer any link. However, if you want to change the link, you can browse to a different page and then click Remember This Page so that you associate the new page with the Act! contact.

What if the Social Updates tab stops showing the right page?

If after some time the correct page is no longer displayed when you click LinkedIn or Facebook, then it is likely that the URL of the correct page has been changed by the social media site. Try to search for the page again in the site using the contact’s name. If you find it, open it and click Remember This Page to associate the new, correct URL to the contact.

What if I want to link to other social media pages besides LinkedIn and Facebook?

It is possible to link to another social media page, such as Twitter or even the contact’s own website, from within the contact record, but you cannot use the Social Updates tab to do so. Instead, you can use the Web Info tab. The Web Info tab allows you to specify a list of pages that you want to associate with the contact, or that you might find useful to have at your fingertips when working with the contact.

Continue to the next post about how to use the Web Info tab to link to other sorts of information about your contact!

Caldere and Salesforce Are Partners!

By | CRM, Salesforce, Salesforce Partnership, Using Salesforce | No Comments

Did you know that Caldere Associates are also Salesforce Consulting Partners? Let us help you think about how to use this flexible, complete success platform to not only manage, but also to take full advantage of, your customer relationships and your valuable marketing data.

Salesforce The Customer Success Platform logo

What is Salesforce?

Salesforce is the world’s leading CRM software and enterprise cloud ecosystem, suitable for businesses of any size in any industry, from large industrial enterprises to small non-profits. Because it runs completely in the cloud, it is independent of software and hardware. This means nothing to set up, no tether to a certain machine… you can work from anywhere you have an Internet connection with any device that can access the Internet (phone, laptop, tablet). It is designed to handle all of your interactions with prospects and customers, with integrated solutions that help you with marketing, sales, and support. Connections with communications media from e-mail to social websites give you the ability to personalise and deliver targeted marketing campaigns. Built-in business intelligence capability gets you started on analysing and understanding your data and generating sophisticated, meaningful conclusions. Best of all, a strong cloud app development platform gives you thousands of options to customise your Salesforce experience and to interface with other programs you already use without additional infrastructure.

Get to know the power of Salesforce

We’re excited about the comprehensive and integrated functionality in Salesforce, and about its ability to make sense of business data and help you profit from it. If you would like to explore how Caldere can help you use Salesforce to take care of your sales, support, marketing, communication, and analytics requirements, or to talk about how to take advantage of Salesforce’s powerful tools to bring a fresh perspective to new ways of being successful, please contact us at 0118 9456 220 or info@caldere.com.

Editing Sales Processes in Act!

By | Act!, Tips and Tricks, Training, Uncategorized | One Comment
Increasing business revenue through new business opportunities is one of the most fundamental and critical roles of the Sales department. Once these leads have been identified, building relationships and progressing the lead through the sales process become essential for success. Tom Hopkins, in his book Master the Art of Selling, mentioned that top-level salespeople understand that selling is a process consisting of measurable, sequential steps that lead a prospect systematically to a positive result.

When this week I came across a great article by Alan Nielsen, Accelerate your sales, revisit your sales process, I started to think about the role of Opportunities and Sales Stages. Sometimes it is important for companies to either create new, or modify existing, sales stages. In both cases, stages created via consensus are the most effective, as they provide a great tool to help salespeople work from planning to completion, as well as to help managers create meaningful sales reports.Identify Sales Opportunities

The debate about when to start a sales process can become very passionate, with some salespeople wanting it to commence immediately after lead generation, and others insisting that it should begin only when a lead has been prequalified and tagged as a valid opportunity. The first choice has the advantage that it allows us to report on the success of campaigns or marketing lists easily, ensuring that all potential business has been classified (thus less likely to slip through the net). Its disadvantage is that it does create extra work (i.e. recording an opportunity dead). On the other hand, starting the opportunity once a lead has been prequalified allows us to go through fewer steps and is faster. However, it requires us to create separate reports to measure the success of campaigns or marketing lists. Which one is the best option is dependent not only on the industry, but also the organization’s culture. Once the starting point has been identified, then the next hurdle is to ensure that the stages are appropriate but never too numerous.

The Opportunities module within Act! allows us to easily create and manage sales opportunities and customize fields to track sales processes and the sales pipeline. To learn how, click Read More to continue!

Read More

How Can We Help?

Find out how Caldere can help you to build a more successful business:
Call +44 (0)118 945 6220 and speak to one of our dedicated specialists.

Contact us!