Bellwether - A Blytheco Magazine | First Quarter 2013
 

Bellwether - A Blytheco Magazine | First Quarter 2013

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Bellwether, a Blytheco magazine, offers a wide range of stories, interviews, how-tos and information for business leaders. This quarterly publication keeps you up to date on business trends, work-life ...

Bellwether, a Blytheco magazine, offers a wide range of stories, interviews, how-tos and information for business leaders. This quarterly publication keeps you up to date on business trends, work-life issues, and the latest tips for making your business and your life better.

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Bellwether - A Blytheco Magazine | First Quarter 2013 Bellwether - A Blytheco Magazine | First Quarter 2013 Document Transcript

  • Volume 4 | Issue 1 | First Quarter 2013 Improve Sales NowPlus Our:2013 SoftwareBuyers Guide
  • Smart Forms Making Your Life Easier, One Process at a Time By Christi Sobodos, Altec Going Paperless is a high priority for companies that want to improve efficiencies. Storing documents electronically makes for quick access, visibility to changes and a lot of paper-related cost savings. There are many other tools to improve efficiencies that go beyond just electronic storage. One of them is Altec’s Smart Form Toolkit, which allows you to create custom Smart Forms to meet each of your company’s in- dividual proccess improvement needs. Smart Forms are customizable electronic forms with type in a search value and look up that document right capabilities beyond a traditional paper documents. from your desktop. With Smart Forms, you can create documents, index documents, or streamline business processes. You can You can also use Smart Forms to manage a particu- create electronic forms like Credit Card Statements, lar process. The user can enter and track data on a New Vendor Requests, Purchase Orders, Expense Re- Smart Form, as well as view and attach related docu- ports – really any forms that are currently part of your ments. For example, when a new employee is hired, business processes. there may be a number of different steps various em- ployees need to complete for the on-boarding process. With expense reports, for example, you may be used With a Smart Form, you can include a checklist with to having employees fill out an Excel sheet, print it out items like: set up computer, email and phone, fill out in- and pass it around for approvals. surance and employment forms, etc. The data from this document will still All of the members involved can view need to get manually entered in the Attend a Webinar the form and check off their tasks as accounting system at the end of the they complete them, and the associ- process. With Smart Forms, you can to Learn More: ated documents can be attached for minimize data entry by re-purposing quick retrieval. the information you fill out in the Smart Form fields to populate the www.bit.ly/SageSmart Document Management is all about fields in your accounting system. And taking your current processes and routing it electronically speeds up the approval process coming up with an electronic alternative to save you while giving you visibility to its status. time. Smart Forms are just one of the many process improvement tools Altec has available. With the help Since the document is already electronic, you won’t of our partners and our customers, we are coming up need to scan or index it to be able to retrieve them at with some pretty amazing ways to use Smart Forms to a later date. Rather than searching for a document in automate processes in every department. a file cabinet or on another employee’s desk, you can 800.997.9921 www.altec-inc.com @doclinkbyAtlec2 Bellwether Magazine | First Quarter 2013
  • “The way to get started is to quit talking and begin doing.” ~Walt Disney Letter from the Editor 5sections Leadership Sales and Marketing 6 8 6 Cover Story 12 Industry News 16 Technology 18 Book Report Customer Profile 29 30 8 14 18 12 bell•weth•er -noun: one who takes initiative or leadership 3
  • TM the Mobile App for Sage 100 ERP smartphone tablet browserHow can you improve business productivity cost-effectivelywith the Sage 100 system you already have? bly:Mobile is mobile ERP that is easy to deploy and as intuitive to use as any app. – it’s a cost-effective way to get the system you have today mobile and get your people more productive. Test drive bly:Mobile on your device today. TM www.blytheco.com/blymobile Are You Leaving Money on the Table? If you don’t have a complete lifecycle view of your customers, you are missing opportunities. SugarCRM integrates with Quickbooks, Sage 100, and more. Blytheco can help. Learn more about the benefits of a complete view of your customers - download Aberdeen’s whitepaper “Leveraging the 360 Degree Customer View” from blytheco.com/connect
  • LETTERFROMTHEEDITOR BELLWETHER A Blytheco Magazine Volume 4 First Quarter, 2013 www.blytheco.com www.bellwethermagazine.com STAFF EDITOR Apryl Hanson CREATIVE DIRECTOR Greg Went CONTRIBUTING WRITERS Joanne Black Joshua Curlett Peter Fasulo Jeff Gregorec Mark Grimes Apryl Hanson Valerie Hook Rob Johnson Ginger Kittinger Barry Maher Bill Wiersma Geni Whitehouse Sierra Workforce ADVERTISING SALES Ginger Kittinger SUBSCRIPTIONS www.bellwethermagazine.com Or contact Dori Fitch - (800) 425-9843, Extension 1168 dorif@blytheco.com Bellwether Magazine is published by Blytheco with principal offices at: 23161 Mill Creek Road Suite 200 Laguna Hills, CA 92653 If you wish to be removed from the mailing list or to add names to the mailing list, send your request, including name, business name, and mailing address to the above address or to dorif@blytheco.com This is a copyrighted publication and all articles herein are covered by this copyright. Any use of the content for commercial reasons or other form or reproduction of material herein is strictly prohibited without prior, written approval of Bellwether Magazine.bell•weth•er -noun: one who takes initiative or leadership 5
  • Sales Leadership Do You Have It? by Bill Wiersma O f the seven mind-sets I write about in The Power of Professionalism, there is arguably none more important to sales leadership than mind-set number two. The second mind-set is all about ‘realizing (and acting like) you’re part of something bigger than yourself’---which, for most, can prove to be a tremendous source of motivation. This mind-set speaks to one’s core values. It reinforces The paradox, of course, is that it’s possible to excel purpose. It acts as a constant reminder of the big picture. financially without obsessing about ‘selling stuff’—and It oozes leadership. This is the mind-set that the military the short term monetary gain that goes with it. Rather, excels in and corporate America struggles with. My money can become a handsome by-product when one previous Bellwether article---Greater Purpose, Greater keeps their primary focus (their obsession, if you will) on Company--- captured why it’s so important, especially for the organization’s core purpose. founders, to look beyond their capacity to make money when thinking about what their core purpose really is. In 1960, Theodore Levitt wrote a famous Harvard Business Review article entitled ‘Marketing Myopia’. In Consider the study that the sales leadership consultancy it he suggested that the enterprise’s core purpose was to McLeod & More conducted for a major biotech firm six concentrate on meeting customers’ needs rather than on years ago. The study sought to determine the behaviors merely selling products---a largely heretical notion at the that distinguished the firm’s top salespeople from their time. While Levitt didn’t explicitly say so, he was alluding average ones. The results were quite unexpected. to the enterprises higher purpose. Jim Stengel’s charge for each of us to ‘improve people’s lives’ is the latter-day The results revealed that the firm’s top salespeople all had version of Levitt’s admonition to ‘meet customer needs’. a larger sense of purpose than their less-successful peers. Certainly this meets the ‘higher purpose’ criteria that Amongst the top salespeople there was a heart-felt desire professionals hold themselves to. to make a difference in the lives of their customers. The professional trusts that when they improve someone’s Of course, this larger sense of purpose is perfectly life (e.g. putting their customer’s interests first) they’ll be consistent with mind-set number two. Those salespeople rewarded. Many professionals consider this a natural law- that focused primarily on goals and money (which is largely --one they live by. Because the sales professional thinks in inconsistent with mind-set two) were regularly outsold by this unique way, the desirable behaviors (similar to those those serving with a higher purpose. The distinction in that McLeod observed) naturally follow. In other words, ‘purpose’ proved to be the key differentiator between the behavior is a by-product of how the sales professional two groups. thinks. Lisa Earle McLeod, president of McLeod & More has Sales leadership is dependent on two levels of trust. First, noted, “The research is clear, 10,000 hours of interviewing does the customer trust the salesperson? Second, does and assessing top performers revealed: salespeople who the salesperson trust the organization’s leadership? If you care about something bigger than just money - helping have neither, you’re toast—sales leadership is currently their customers - drive more revenue than salespeople beyond your reach. If you have one or the other, you’ve who are solely focused on their quota. Ironic, isn’t it?” got one foot on the dock and one on the boat. Your situation is precarious---fixable, but precarious. If you have Jim Stengel, former chief marketing officer for Procter and both, you’re golden. Gamble, reports a related finding. He has concluded, “Those who center their business on improving people’s For the customer whose salesperson has earned their lives have a growth rate triple that of their competitors.” trust, it’s easy to appreciate someone who has your back, In other words, the core purpose of successful businesses someone always looking out for your best interests. ‘A’ list needn’t be to become ‘money-making machines’.6 Bellwether Magazine | First Quarter 2013
  • LEADERSHIPsalespeople typically see that as a professional imperative.It’s integral to the professional’s values, it’s analogous to whothey are. It’s antithetical for them to ‘push’ something theydon’t believe in or isn’t in their customers best interests. “To these types of salespeople, they appreciate that a saleis ultimately a by-product of a trusting relationship.Everything else being equal, the better the relationship,the greater upside for sales. Their higher purpose isbeing helpful---they never confuse that with ‘selling realizing (andstuff’.Many ‘A’ list salespeople will, over time, become acting like) you’redistrustful of their organization should its leadershipstray from priorities that are central to fulfilling the part of somethingorganization’s core purpose. ‘Straying’ siphonsoff the organization’s best energies and resourcesand preempts the organization from investing in or bigger thansupporting leading-edge products or desired services.When leadership loses focus, corners get cut, quality yourself”gets short-changed---customers notice.Simply put, focusing on things that aren’t central tothe organization’s core purpose puts the salesperson’scredibility at risk. ‘A’ list salespeople won’t put up with thatfor long. They want to make a difference with their customersand expect that their organization will ‘come to play’.Great salespeople think differently than their less-successfulcounter-parts. Likewise, great sales managers do too. Thefoundation for sales leadership stems from the trust that’sinherent in having a ‘something bigger’ mind-set. Greatsalespeople have a service orientation, they know that it’simportant to ‘get beyond yourself’. That enables the salesorganization to focus---first and foremost---on their centralpurpose.Is sales leadership dependent on great lead generation,powerful CRM tools, and the like? Sure! Yet, the most vitalaspect of sales leadership is the way the sales professionalthinks. Great organizations are great because their peoplethink differently.Where’s the level of trust in your sales organization? Whatdo your salespeople people obsess about---being helpfulto customers or their sales goals? Are you fulfilling your realpurpose or do you feel like you’ve got sand in your gears? Ifyou’re struggling, developing a ‘something bigger’ mind-setis a good place to start.About the AuthorBill Wiersma is the principal of Wiersma and Associates, LLC, a consultancy that helps leaders create cultures based on professional ideals. Billis the author of two critically acclaimed books. His expertise has been featured in numerous media outlets--including the New York Times. ThePower of Professionalism, Bill’s latest book, was a finalist for Soundview Executive Book Summaries 2011 Book of the Year. Follow his weeklyblog posts at: www.wiersmaandassociates.com/blog/ bell•weth•er -noun: one who takes initiative or leadership 7
  • SALES&MARKETING by Rob Johnson Create Your Super Simple Sales Success PlanThe best rainmakers have the simplest sales plans. by Rob JohnsonIn fact, true to the Pareto Principle, most top performers focus system each year. They are known80% of their efforts executing a single selling strategy. That in the local banking communitysimple business development and selling strategy becomes the as the experts in helpingmainspring of their business growth. The result of this laser-like small and micro businessesintensity of focus is above average revenue and profit growth, get organized and ready toresulting in sustained superior performance. take on business growth. They grow at a rate moreA former client of mine provides IT and accounting solutions than triple of their nearestfor small businesses. They developed their Super Simple Sales competitor.Strategy with this notion; all small businesses will eventuallyneed the services of a banker. And, bankers in general feel Chances are you alreadymuch more confident working with a small business who has a know what your SSSP should be.proper accounting system in place… There you have it. Their Most of us know what we want toentire go-to-market strategy was to get connected with every do and what our natural strengthsbank that had small business clients in their marketing area. are. We simply don’t knowTheir execution plan is very straightforward;• Identify the banks that fit their target market.• Identify the lending officers in each bank.• Create a strategy to make a connection with each of the lending officers, and begin educating them on their services, helping the bank to see why referring a client to them would ultimately help the bank develop a deeper how to get started. For that, it’s relationship with their client, and dramatically improve the helpful to have a planning template. There are a client’s chances of success. lot of great resources available. However, your focus should be to keep this process as simple as possible.• Create a follow-up and stay-in-touch program So, let’s look at 5 simple steps.They work with more than 60 bank branches in their metro area.They visit each branch and lending officer every quarter. That 1. Verticalize your approach - The more narrowlyaverages about 5 visits per week. As a result, they help about you define your market, and the approach for reaching it –100 new small businesses implement their first accounting the better. One of my favorite business books of all time 8 Bellwether Magazine | First Quarter 2013
  • LEADERSHIP is Customers for Life, written by Carl Sewell, a Cadillac and old media, branding and lead generation, education dealer in Dallas, TX. In it, he describes the transformation and awareness building. However, it’s important to have of his dealership by focusing their strategy on the small a single primary activity. The smartest way to do that percentage of Cadillac buyers who want really great is to look at your existing client base for clues. Where service, and are willing to pay for it. Creating a niche- did your happiest, most profitable customers come based approach brings enormous benefits for everyone from? What are your natural strengths and interests? It’s connected to your enterprise. remarkable what you will learn from an exercise of this 2. Set and write down clear goals - There nature. Once finished, you’ll have a really good idea of is overwhelming evidence that goals where to look, and the best ways to build a connection. that are specific, measurable and The reality is this; what you choose as your “one thing” meaningful – and that are is less important than executing it every single day. Even written down and stuck a mediocre plan, well-executed, is better than sitting at on the refrigerator door your desk complaining about the crappy leads from the - have a billion times home office. more likelihood of 4. Connect the dots of activities to results - There being achieved. Be is a direct connection between effort and results. And, as granular and it’s very important that you know and track your metrics analytical as your and ratios. In this way, you’ll be able to determine if your personality goals are obtainable, and where you have opportunities dictates. I’m for improvement. not kidding 5. Build and execute your plan - The last, and most about the important element is building your daily, weekly and door thing. monthly sales plan. What you do each day matters. How Do it. you prepare yourself matters. Your key daily activities are what you can manage and measure. 3. Create Most of us know what we want to do and what our natural an impactful way strengths are. We simply don’t know how to get started. of reaching your Chapter 16 of my book Kick Your Own Ass; The Will, Skill, market - How you & Drill of Selling More Than You Ever Thought Possible reach your market largely addresses this exact issue. The book includes planning determines your overall templates and resources available on my book’s website success. For most companies, you www.thesaleskicker.com will likely have a blended approach of new Happy Selling!About the authorRobert Early Johnson is the National Sales Manager for Channels at Avalara. In this role, he manages thenational field sales organization and key ERP software developer relationships. He and team are responsiblefor managing Avalara’s rapidly growing channel sales strategy. Previously, he served as head of ChannelPrograms and Readiness for Sage in North America.In 2010, Mr. Johnson authored and released the highly acclaimed book Kick Your Own Ass; The Will, Skill& Drill of Selling More Than You Ever Thought Possible. Published by John H. Wiley & Sons, the book isdesigned to offer practical solutions to help salespeople improve their sales performance. KYOA is availableat bookstores and online book retailers everywhere. Learn more at www.robertearlyjohnson.com bell•weth•er -noun: one who takes initiative or leadership 9
  • SALES&MARKETINGElevate theConversation:Using Social Toolsin Business by Joshua CurlettU se the ideas within this article to facilitate a conversation with your team that focuses on elevating the conversation from “sales” to “trusted advisor” inthe social space.How is your business differentiating itself from competitors to engage your audience and maintain message momentum.in social media? As the economy continues to change,businesses are looking for ways to set themselves apart in the Twitter: By far one of the simpler social media tools to setupmarketplace as much as they are the social space. The days and maintain. Because tweets are limited to 140 characters,of leveraging “nurture marketing” campaigns by way of email businesses can communicate short bits of information viaor direct mail to enter the conversation and provide value text, pictures or links so as not to overwhelm followers. Whenin hopes of changing customer perception are over. Today, deciding whether your business should tweet, remember thatbusinesses must also consider extending marketing strategies people are more inclined to follow you if you are interesting,and enter the conversation by connecting with customers engaging and provide value.using social media. Facebook: Facebook‘s tools allow for sharing large amountsAccording to the international best-selling book by Erik of content, including text, links and photos. Be wary of makingQualman, “Socialnomics,” 90% of consumers trust peer your business’ fan page into an online brochure or a duplicateevaluations, whereas they only trust company advertisements of your website. Doing so could potentially cannibalizeat a staggering 14%. It has been commonly stated that people content and prove counterproductive, and you risk receivingdo business with those they like, respect, and trust, which diminishing returns for your efforts.requires businesses to communicate clearly and effectivelyon different channels to reach their potential customer base. LinkedIn: A similar concept to Facebook, LinkedIn allowsMarketers no longer lead the path people take, and they don’t users to connect with other businesses or contacts. Whilelead the dialogue. Consumers lead it through social. serving as a professional base, LinkedIn also provides users a forum in which to tell a story and build a network. Here, usersAs noted in Josh Bernoff’s book on harnessing the power of can view professional experience, background and even makesocial technologies in business, “Groundswell,” as marketers, recommendations and endorsements—all of which can be awe have little control over what happens in the middle stages powerful tool to build trust.of the marketing funnel, but the influence of what we doin social is heaviest there. Social outlets such as Facebook, YouTube: Videos can be a great way to educate your audienceLinkedIn, Twitter and YouTube are platforms your business can and provide instant value. When communicating complexuse to talk to and engage your target audience. The main ideas, a video can be your best tool to communicate clearly inprinciple with these tools is not to create another sales outlet a timely manner. Be aware of video and sound quality as initialbut to provide value and educate. pitfalls in many video rollouts.Rolling out a new social media marketing campaign can be To keep your business top-of-mind, focus on relating valueas simple or complex as your time allows. It is imperative through social channels and deepening relationships withto manage content rollout so that time is budgeted to customers. Remember, leaders can be found in the front ofappropriately update information and respond to users within the pack—leading.each medium. Plan to pace fresh content for campaigns so as About the author:Joshua Curlett is the CFO of Sound Productions, Inc. a Pro Audio Sales and Distribution company servicing North America.Joshua has a B.B.A. from Baylor University, M.B.A. from Southern Methodist University and has studied at the Disney Insti-tute, as well as multiple international universities. Follow Joshua @joshuacurlett or his company @soundpro10 Bellwether Magazine | First Quarter 2013
  • SALES&MARKETING A shot in the DARK by Ginger Kittinger by Ginger KittingerC ompanies spend a lot of money on their marketing efforts to bring in new business and to continue receiving revenue from their existing clients. Butdo you really know what is happening once you send out an email or put up apay-per-click ad – and do you know how prospects found your website?You may come up with a great marketing idea and create an coming from. It isn’t enough to just say they visited our websiteentire campaign around it, send out emails, a direct mail piece or called in – how did they find your website or phone number?and steer prospects to your website, but if you don’t measure Did someone refer them to you, did they do a Google search,responses along the way, how do you know if it is effective? find you via social media, click on a paid online ad or did they respond to an email or direct mail piece? Knowing what worksYou have to put a lot of triggers in place so you can gauge and what doesn’t will help you quickly assess whether you needthe effectiveness. Email programs (such as Swiftpage and to change your approach or keep it the way it is.MailChimp) have open/click counters so you can determinehow many people read and/or clicked on links in an email you Another statistic you need to look at is not just the quantitysent out. Asking people to call a special phone number or to of responses, but the quality of them. You may get a lot ofvisit a specific URL after receiving a direct mail piece will allow calls or form fills, but if they are not from serious buyers, thenyou to track those responses. Having a form for them to fill you are wasting time and giving things away for nothing. Highout on your website to request more information or to sign up quality prospects that are ready to engage in the sales cyclefor an online presentation is a great way to capture responses. are what you are looking for. The true measure of success means you found the right target audience and you sent theBut – once these events occur, what do you do next? Hopefully right message.you have a Customer Relationship Management system inplace, such as Sage SalesLogix, SugarCRM or Sage CRM to In the last few years, online software trials are becomingtrack the prospects and activities associated with them. You popular and expected by prospects. It is a great way to letcan even take it a step further and integrate an Inbound them see it before they buy it. However, Christopher HosfordMarketing system, such as HubSpot, to give you more detail from B to B, The Magazine for Marketing Strategists, foundand background on visitors to your website. that while many companies offer free online software trials, many did little or no follow up with the prospects. Most didn’tMost CRM systems have marketing capabilities included that acknowledge that the prospect hadn’t used the software andallow you to set up campaigns to track responses and sales most just sent automated follow-up emails. They got them inopportunities which will help you measure success. It is crucial the door but never said hello.to make sure your lead generation and sales teams are awareof the campaigns, goals, audience and expected response You need to analyze results throughout a campaign and makemethods so they can track them correctly in your CRM system. necessary changes or call it quits. It just doesn’t make sense to keep sending a message that isn’t working to people thatTracking Lead Sources is a great way to tell where prospects are aren’t interested. bell•weth•er -noun: one who takes initiative or leadership 11
  • COVERSTORY Pick Up the Phone, Bring In the Money by Joanne S. Black Y ou’re the missing link in your sales success. Now is the time to “pick up the phone,” engage with prospects and clients, and leverage your connections to bring new clients to your company. Only by getting in front of your clients and prospects will you generate and deliver the kind of business that guarantees results. But how? Try this to start: five lunches and four breakfasts each week. That’s nine meetings a week. It could be 10, but who wants to meet for breakfast on Monday morning? (I know this plan seems aggressive, but stick with me.) The Magic Meeting Number • You convert a minimum of 50 percent of your contacts to clients when you receive a referral introduction to Nine meetings a week equals 36 meetings a month, equals your decision maker. That means 50 new clients to your 396 meetings a year. (A solid 12 months a year adds up to company. 432 meetings, but I subtracted four weeks for vacation, and Sound too good to be true? It’s not. But you need to other things that get in the way—conferences, personal work the process. Sales success means leveraging your business, sick days, etc.) relationships. Either way, the number is staggering: 396. This is what one You Are the Secret to Your Sales Success of my clients asks his sales team to do. Do they always reach that goal? No. But they continue to expand their Whether you have an ultrahigh or low-tech business, the relationships and build out their networks. most important buying decisions customers make are still based on personal relationships—because they like and Set Stretch Goals and Reach trust the salesperson and his organization, or because someone they trust recommended him. Wouldn’t it be great if you had loads of people out there selling for you and you didn’t have to pay them to make Bottom line: People do business with people they know, sales? This low- to no-cost sales force would find sales like, and trust. Our smartest, tried-and-true business- leads, put you in touch with the right sales prospects, and development, lead-generation, deal-closing tool maybe even make the sale. A referral network does this for has always been ourselves. you (here’s how). Nothing Replaces a Handshake When your goal is to bring new clients to your company, your most important activity is to expand your referral The digital world—as great as it is—threatens network and enroll them as de-facto members of your sales personal connections. We need face-to-face contact team. Think of it this way (I’ll round down the numbers for with others. Even with whisper-light computing easy math and reduce the number to be conservative): power and immediate, 140-character Twitter posts, we are not a species meant to sit alone behind computers. We • Say you have 200 meetings a year with potential thrive on interpersonal communication and being in the referral sources. What if half (100) of those connections presence of like-minded individuals working together to introduced you to a potential client? accomplish results.12 Bellwether Magazine | First Quarter 2013
  • In his 2009 commencement address to the graduating class prospect. You will accelerate your sales process by at leastof the University of Pennsylvania, Eric Schmidt, executive 30 percent, spend less time prospecting (who wouldn’t wantchairman and CEO of Google, urged students to make human that?), and attract more quality clients. Face-to-face contactconnections. “Turn off your computer,” he said. “You’re actually gives you the edge over your competitors every time.going to have to turn off your phone and discover all that ishuman around us.” Keep reaching out. Preserve your most valuable sales asset— your relationships. When you make the effort, you win—andIn an era when companies are canceling sales trips to cut costs, you win big.believing webcasts and videoconferences are just as effective,they actually need to do the opposite—schedule more. Face-to-face meetings aren’t luxuries. Even in our technology-driven Joanne Black is America’s leading authority on referral selling.world, nothing replaces a handshake and in-person interactions A captivating speaker and innovative seminar leader, Joannefor both building and maintaining business relationships. In works with sales executives, business owners, and their teamsfact, 95 percent of business people agree that they’re the keys to increase revenue while decreasing their cost of sales. Turnto building long-term relationships, according to a Harvard prospects into clients more than 50 percent of the time and aceBusiness Review Reader Poll. out the competition. Joanne is the author of NO MORE COLDWin the Numbers Game CALLING™: The Breakthrough System That Will Leave Your Competition in the Dust.One summer, I tacked a 60-mile drive onto the end of a vacationto meet with a prospect. That business-developmentvisit resulted in two speaking engagements,which never would have occurred had I nottaken the time to visit and build a new,mutually respectful relationship.You don’t have to hop on anairplane. Drive your car,get on a bus, or takea train. Just meet Visit Joanne atface-to-face www.NoMoreColdCalling.com orwith every email joanne@nomorecoldcalling.com orm a j o r 415-461-8763.clienta n d bell•weth•er -noun: one who takes initiative or leadership 13
  • Secrets of Successful Sales Managers by Ginger KittingerWsales. e wanted to know what works in managing a sales team – so we reached out and got some great insights from some of the top professionals we know inAll three pros keep the goal of success in mind, but their approaches are different.See which one might help you improve your team’s performance, or use elementsof all of them to work smarter in 2013.Focus on Team overcome their fear of failure unless I could first overcome my own: if I were afraid of failure, they would be also afraid. TheyBarry Maher of Barry Maher & Associates shared 8 tips from his learned to review every call, every day, every week and everybook, “No Lie: Truth Is the Ultimate Sales Tool.” month, always asking themselves what they could have done1) Demonstrate faith in your team. To me, great leadership is better. But after absorbing the lesson, they learned to absolveabout showing your people that there is more in them than they themselves-leaving the mistakes behind-and move on to theknow: so they’ll be unwilling to settle for less. I made it clear to next call.them that I truly believed that individually and collectively they 7) Whenever possible, turn negatives into positives.had the capability to be the best. Then I acted as if that were For example, we discussed how the top salesperson in anytrue. Within a very short time, they were all trying to live up to company is always the one who hears the most “Nos”: themy expectations. A little while longer and they had adopted most “Nos” in total and the most within any given call. Thenthose expectations as their own, which meant they worked we started collecting those “Nos” and worked on buildingeven harder to fulfill them. the kind of rapport with our customers and our prospects2) Demonstrate loyalty to your team. I fought for them that would create the kind of tolerance in them to allow us toand championed them in the division and in the company. I get more “Nos” in each of our calls. Eventually of course wehad their best interests at heart. I found out what their short ended up, also collecting the most “Yeses”.term and long term goals were, and together we worked out 8) Have fun. We made having fun on the job and in theconcrete plans for reaching those goals. I never asked them accounts a priority. We tried to create an atmosphere whereto do anything without making it clear what was in it for them. everyone would look forward to going to work, and lookAnd it wasn’t long before they were doing things just for me forward to making the calls. A salesperson who enjoys what heand for the company. is doing will sell more. One who can make the call fun for the3) Work for your team. I explained my belief that the company prospect is half way to a sale.was a selling organization and that made those who did theselling the most important people in the company. I told them Focus on Structurethat all the rest of us, the administrators, the managers, the Peter Fasulo, President of PJF Sales Training, Inc. told us aboutVPs, the CEO, were sales support. Then I acted on that belief one of their greatest success stories:and supported them in every way I could. We presented our sales management course entitled “The 84) Praise and Reward your team for their accomplishments Basic Facets of Sales Management” in 2011 to the 18 front-and make sure the company does the same. line sales managers and the 3 sales directors from the New5) Create a team mentality TOGETHER. We were going to England region of a major Fortune 500 corporation. In thebe number one, and we were going to help each other and 120-day period after the class, sales for that region of thatmentor each other to make sure that we all made it together. particular company increased over 45% within the first 120 daysWe set up a mentoring program that went beyond the constant following the course. In addition, that company’s rep turnovertraining that I was doing. No one who wanted or needed help decreased from over 50% annually the previous year to underwas ever left alone with a problem. 25% in the 12-month period after the course was delivered.6) Make it OK to make a mistake, to fail. I did all I could When asked “What do you do to create sustained successto overcome their fear of failure, their fear of giving their as a sales manager?” he replied “we teach front-line salesbest and proving to themselves, to me, and to those around managers to create structure. Too many managers these daysthem that they did not have the potential they all wanted to are spending much too much time reacting, and fighting fires,believe they had. I also realized that I could never help them rather than leading sales individuals.”14 Bellwether Magazine | First Quarter 2013
  • SALES&MARKETINGOur course “The 8 Basic Facets of Sales Management” they don’t.focuses on having front-line managers and Directors of Salesstay focused on the 8 facets of running a successful team: Best management style is based on ”RUMBA” • R realizable = set a course/clear direction for your team• Recruiting that is attainable so team-members can “visualize it”.• Hiring/Interviewing • U understandable = be sure that everyone, without a• Training doubt, understands the mission ahead.• Coaching • M measurable = if you can’t measure the results or• Motivating outcomes of an initiative, it’s probably not worth doing.• Disciplining • B behavioral = ensure that team-members are properly suited for the task at hand. In other words, be sure you• Terminating have appropriate skills for specific tasks to get the highest• Promoting sales professionals. chance of success.This course has been proven to increase productivity and • A agreed-upon = if you set a clear objective withdecrease rep turnover at companies such as Comcast, Siemens measureable outcomes, MOST importantly you need toMedical, Bright House Networks, AFLAC and many others. be sure your team agrees with them.Focus on SimplicityOur own Vice President of Sales Jeff Gregorec helps his team About Barry Maherexceed their goals with a combination of clear and simple Selling Power says “To his power and famous clients, Barry Maher is simplyprinciples for leadership, hiring, and management. the best sales trainer in the business.” Barry, www.barrymaher.com, has appeared on the Today Show, NBC Nightly News, CNBC, and he’s frequentlyMy personal leadership philosophy is based featured in publications like the New York Times, the Wall Street Journal, the London Times, Business Week and USA Today.on the principles of “LLTR”. His books include Filling the Glass, which has been cited as “[One of] The Seven• Like – Leaders and team-members should strive to form a Essential Popular Business Books,” by Today’s Librarian along with books like working relationship where they “like” one another at some The Seven Habits of Highly Effective People and The One Minute Manager. His level. This allows for comfortable working conversations, most recent book, the groundbreaking No Lie: Truth Is the Ultimate Sales Tool, better collaboration and fosters a sense of genuine from McGraw-Hill, has been translated around the world. openness between one another. About Peter Fasulo• Learn – Leaders and team-members should look to learn Peter Fasulo left corporate America and started his own business, PJF Sales from each other whenever possible. It is a misconception Training Inc. He wrote a book entitled “The 3 Ps to Sales Success” which was published in 2007. His firm has conducted sales training and sales that managers are always the teachers and team-members management training programs over the past 8 years for companies such as the students. I believe the best leaders learn more from Comcast, ClearChannel Radio, Bright House Networks, Siemens Medical, their staff collectively than they can ever teach an entire AFLAC, Mass Mutual, Cellular South, Veterinary Clinics of America, and many group. others. Their courses have been PROVEN to lead to an increase in sales of anywhere from 17-52% almost immediately.• Trust – This is foundational to everything. Unless there is trust amongst your team, you have nothing. This should be paramount to all other elements.• Respect – If you can establish the other attributes, respect comes over time. When you establish mutual respect, there is no challenge you cannot overcome.Best hiring philosophy or priorityof needs• Recruit team members for their intangibles… .”honest,” “hard-working,” “communicative,” “enthusiastic,” “trustworthy,” and “team- oriented’….you can train people to know products,, policies and procedures…. you can’t train intangibles. People either have those qualities OR bell•weth•er -noun: one who takes initiative or leadership 15
  • INDUSTRYNEWS Trying to overcome customer objections? Need referrals? Have a need to increase your Margin? The Answer: Options! by Valerie Hook & Mark Grimes E very salesperson, regardless of their industry, product, or skill level, makes mistakes from time to time. To keep from missing out on profits, avoid the biggest mistake of all- not giving your client options. Every large manufacturer offers their clients payment options. So why can’t it be the same for small to medium businesses? Do what most SMB business owners are not doing, offer an easier way for them to afford your product or service. Providing options yields three important results; improved customer care which leads to more referrals, uncovering and handling hidden objections and most importantly increased profits. Take a moment and think about how this proven financial You may be pleasantly surprised at the amount of people program can not only make you more money but in who will gladly take advantage of your options. Here are actuality make you stand out from your competition two real life examples we experienced this year. since you are offering one of the most compelling ways to develop your clients’ loyalty. In 2004, Inc. Magazine We recently had a salesperson that had a client, with printed an article stating, “Taking a cue from the Big whom they knew had plenty of capital and were highly Three automakers, Eric Ruud saw a 10% jump in three profitable. When the sales executive approached the months just by offering financing, which is rare for a operations manager with their software proposal and company of his size.” Sabrix’s tax compliance software payment options, the operations manager initially costs between $250,000 and $1 million but by partnering said, “We don’t need that, we have plenty of cash”. with a financing company and giving his customers The diligent sales executive just said to take the quote payment options, he was able to grow sales from zero with the payment options attached, when it landed on to $11 million in just four years. the desk of the CEO, he immediately saw the monthly payment and said, “Let’s do it!” After the loan funded Offering payment options can lead to more referrals. we followed up with the CEO to get their feedback. He We all know our customers talk, especially in the age said they never would have paid the upfront costs; it just of social media. Giving a slight advantage in a highly didn’t make sense to use his capital where he can make competitive market can make all the difference in a client a better return on other functions of the business such referring you to more revenue sources. Referrals are the as advertising, employees and inventory. Point being, backbone to any sales success. Any slight advantage given options sped up the sales cycle, and uncovered an can make the difference. If presented correctly and objection which was never thought to even be an issue. in a professional manner, options will help you close more sales. These options must be a tool to guide your Realistically no client will take the initiative and ask you client to the close of sale, it is also very important to not if you offer a payment plan. This is why you need to overwhelm the client with too many. This can lead to a make this an added feature on your quotes or mention it prolonged sales cycle, confusion and ultimately loss of when discussing budget. Having options eliminates the sales. Experts agree that the power of 3 is the best. sensitive money objections and helps to discover the16 Bellwether Magazine | First Quarter 2013
  • hidden objection, “How do we pay for this”.The operations manager or the IT managermay not see the need, but at some pointit lands on the CFO or CEO’s desk andthe first question is “how much is thisgoing to cost?”The second example we sawthis year came from a resellerwho received a referral fromhis existing client who recentlyjust purchased from them. Thenew client was deciding ongetting a software packagebut didn’t realize the cost, sothey started asking some oftheir distributors who theyuse. One of the distributorstold him he just finished aCRM installation and theyoffered monthly paymentsfor an on premise solution,and it covered maintenance,services, software andproduct. Immediately itwas the tipping point in hisdecision making. He called thesame reseller and thus the dealwas closed.Partnering with a finance companynot only benefits the client but itbenefits your business in many ways. Forexample, clients on average spend 20%more when they are paying on payments.It creates repeat business because businessexpiring agreements push clients to actionto either replace or upgrade. It’s easier to sell amonthly payment versus the full equipment priceand lastly, financing clients can add more features thanthey would if they pay cash.More and more independent surveys are showing thatcustomers who take advantage of an extended customerfinancing program are more loyal, will usually purchase higher ticketitems, and ultimately come back and purchase more items comparedto cash or bank customers. Remember: By offering financing, you aregiving yourself a selling advantage over your competition who may havedecided not to offer financing. To learn more please contact us. We will showyou just how we can help.About the authorsMark Grimes and Valerie Hook are with Dimension Funding, one of the most respectedequipment lessors in Southern California. Dimension uses its almost-30 years of expertise andknowledge to create leasing programs that best fit our clients’ needs. Learn more about DimensionFunding at www.dimensionfunding.com. bell•weth•er -noun: one who takes initiative or leadership 17
  • TECHNOLOGY ERP - Sage Sales Tax Compliance Avalara Sage 100 ERP, 300 ERP, 500 ERP www.blytheco.com/avatax/ A hosted, web-service-based solution that automatically performs address validation, sales tax jurisdiction research and rate calculation – all on the fly within your accounting application, with no change to your existing workflow. Fully detailed reports are always at your fingertips and returns are automatically repopulated and generated. Starts at $10,000 Excel Business Information Suite BizNet Sage 100 ERP, 300 ERP, 500 ERP www.blytheco.com/biznet/ Business reporting and analytics platform that provides real-time access to your business data from Microsoft Office Excel. Starts at $5,00018 Bellwether Magazine | First Quarter 2013
  • Web-based Procurement ManagementeRequesterSage 100 ERP, 300 ERP, 500 ERPwww.erequester.comeRequester is a Web-based procurement management, purchase requisition, authorization routing, andpurchase order system. It allows companies to define and implement standardized purchasing practices, whichstreamlines and manages supply chains.Starts at $25,000Monitor/Alert/Report/UpdateKnowledgesyncSage 100 ERP, 500 ERPwww.blytheco.com/knowledgesync/Monitor your business data, automate the production and delivery of documents and automatically triggerworkflow to update applications, schedule tasks and move information between systems.Starts at $4,000Barcode/Warehouse AutomationScancoSage 100 ERPwww.blytheco.com/scancoScanco specializes in an extensive line of products designed to increase warehouse productivity. From basicbarcode label printing to wireless inventory management, there is a solution to fit every budget and need.Scanco’s goal is to provide solutions that automate the complete distribution process for customers in virtuallyevery industry while seamlessly integrating the accounting back end.Starts at $25,000Barcode/Warehouse AutomationScanForceSage 100 ERPwww.blytheco.com/sage100/scanforce.aspScanForce combines the affordability of a batch upload solution with the cutting edge technology of wirelesscommunication. Warehouse Automation, Sales Automation, Remote Sales Automation and Labeling.Starts at $20,000 bell•weth•er -noun: one who takes initiative or leadership 19
  • Document Management ERP Sage Cont. ACOM Sage 100 ERP, 300 ERP, 500 ERP www.blytheco.com/acom EZContentManager is a powerful document management solution that enables you to build a secure digital document library—an efficient electronic filing system for the myriad of documents your business relies on, and might otherwise need to print and file, including: Scanned invoices, checks, purchase orders; System reports and forms; Faxes and email messages and Images, multimedia files, spreadsheets, PDFs, etc. Starts at $25,000 Document Management Altec Sage 100 ERP, 300 ERP, 500 ERP www.altec-inc.com doc-link™ software is an integrated document management system (IDMS) that is interfaced with your business system to effectively eliminate paper from your office. doc-link enables you to archive, process through workflow, retrieve and research document transactions from the desktop. Increase company productivity while enhancing communication to customers, vendors and employees. Starts at $25,000 EDI HighJump Sage 100 ERP, 500 ERP www.blytheco.com/truecommerce TrueCommerce EDI Solutions – everything you need to fully implement an EDI system from one source. Implementing EDI with TrueCommerce is simple. Whenever your business grows and you acquire new customers that require EDI, all you need to do is request an affordable software plug-in that allows your current system to interact with a new customer or vendor. Starts at $13,000 EDI RedTail Sage 100 ERP, 500 ERP www.blytheco.com/redtail RedTail’s solution is a unique combination of service and software that provides you, the mid-market supplier, with a cost-effective approach that fully implements electronic trading with all of your trading partners. Our RedTail Transaction Manager™ provides a single, simple interface that allows transactions to be exchanged directly with your accounting system via the internet. Starts at $5,00020 Bellwether Magazine | First Quarter 2013
  • ShippingSmartLincSage 100 ERP, 300 ERP, 500 ERPwww.blytheco.com/sage100/shipping_smartlinc.aspCount on Shipping by SmartLinc. Reduce costs while processing shipments accurately and on time, every time.Provides a flexible solution that can help you streamline shipping activities for all Parcel Carriers, Less thanTruckload (LTL) shipments, Truck Load, and Company Vehicles.Starts at $13,000ShippingStarshipSage 100 ERP, 300 ERP, 500 ERPwww.blytheco.com/starshipStarShip integrates tightly with your Sage ERP system and makes the entire shipping process more fluid. Plus,when combined with the pick, pack, and ship feature built into the Sales Order module, StarShip helps yourcompany become a more competitive businessStarts at $6,000Website to ERP IntegrationInSynchSage 100 ERPwww.blytheco.com/sage100/insynch.aspIN-SYNCH allows you to pull sales orders from a website; the product is customizable and can be expanded toaccomplish many more Sage 100 ERP integration and synchronization needs. IN-SYNCH allows you to connectSage 100 ERP to a pre-existing web site, no matter what Database Server it accesses. Using IN-SYNCH allowsfor full control and flexibility in designing, creating and customizing your corporate web site and store front.Starts at $11,000Website to ERP IntegrationWebsitepipelineSage 100 ERP, 500 ERPwww.blytheco.com/websitepipeline/With websitepipeline, you can get an eCommerce website with SEO tools, fully integrated with Sage 100 ERP,including a web-based, non-technical content management system, and running on a MS SQL Server database.All in less than 30 days.Starts at $35,000 bell•weth•er -noun: one who takes initiative or leadership 21
  • Mobile Warehouse O2 Sage 500 ERP www.evs-sw.com Developed specifically for Sage 500 ERP financial accounting software, O2 Mobile Warehouse offers real-time views of your inventory. O2 Mobile Warehouse is a warehouse distribution and inventory management software that allows you to fully utilize the power of Sage 500 ERP software’s warehouse management module. Starts at $20,000 Mobility bly:Mobile Sage 100 ERP www.blytheco.com/blymobile bly:Mobile, the mobile app for Sage 100, is easy to deploy for smartphone, tablet and browser. It’s as intuitive to use as any app – it’s a cost-effective way to get the system you have today mobile and get your team more productive. Starts at $1,250 per license or $99 per user per month. ERP - NetSuite eCommerce and More Sererra www.sererra.com eCommerce, Event Management, Rental Management, Repair Management and more for NetSuite. Starts at $10,000 Inventory Planner Valogix www.valogix.com VALOGIX® Planner is integrated to NetSuite and manages an unlimited number of items and locations. Users have instant visibility to the Master warehouse, to field stock, and everything in between. The proprietary planning engine efficiently plans for each itemlocation combination based on its unique characteristics. Ranges from $5,000 - $25,000 Exchange email synch Riva www.rivacrmintegration.com/netsuite Riva delivers transparent, bi-directional synchronization of NetSuite address book data (accounts, contacts, leads) and calendar information (appointments, meetings, tasks, phone calls). You can decide whether you prefer to work in NetSuite or your email application. Riva will keep both systems synched and up to date. License: $195 per user per year | Cloud: $15 - $25 per user per month22 Bellwether Magazine | First Quarter 2013
  • POS systemRetail Anywherewww.retailanywhere.comUtilizing web services to support near real-time, bi-directional integration with NetSuite, Retail Anywhere POSis a full-featured NetSuite POS solution, guaranteeing retailers a reliable and proven solution that allows forchoice, scalability, and a high ROI.Custom PricingDCAA complianceDastonwww.daston.com/dcaa.htmUsing NetSuite’s integrated ERP/CRM solution, Daston has helped many organizations move away from theirlegacy on-premise solution, including government contractors that need to comply with DCAA accountingregulations. Daston has extended NetSuite’s functionality by developing the DCAA-On-Demand solutionfor NetSuite which automates much of the strict project costing, book keeping, and time keeping neededby government contractors. Daston’s DCAA-On-Demand product resides within NetSuite and requires noinstallation or any hardware or software by the end users.Custom Pricing CRM - SageSocial/Sales IntelligenceInsideViewSage SalesLogixwww.blytheco.com/insideviewSalesView maximizes sales team productivity by delivering a one-stop shop for your prospecting needs andaccelerates the sales cycle by enabling sales people to call the right prospects at the right time.It’s no longer just who you know that will make business deals happen but “what you know about who youknow” tightly synched with “when and where you should know it”. You need to be able to combine the bestenterprise information sources with the best insights from social relationships to identify the right opportunitiesat the right time and determine the right people.$29 - $99 per user per monthMonitor/Alert/Report/UpdateKnowledgesyncSage SalesLogixwww.blytheco.com/knowledgesync/Monitor your business data, automate the production and delivery of documents and automatically triggerworkflow to update applications, schedule tasks and move information between systems.Starts at $1,995 bell•weth•er -noun: one who takes initiative or leadership 23
  • Business Process Management CRM Sage Cont.TaskCentreSage SalesLogixwww.blytheco.com/taskcentreWhat do you want to Automate? TaskCentre is a business process management suite that offers workflow, advanced businessalerts, document automation and integration. TaskCentre takes an everyday manual repetitive process and automates itaccording to your business rules. Some of the benefits of using TaskCentre are: Frees up employee time; Ensures thatcustomer service requests are responded to quickly and effectively; Gives real time visibility of critical information; Loweroperational costs and Greater AgilityStarts at $3,750Marketing AutomationSalesFusionSage CRM, Sage SalesLogixwww.salesfusion.comSalesFUSION is an enterprise b2b marketing automation software platform designed to support the business, technologyand process needs of B2B marketers. SalesFUSION is the only marketing automation software built on top of a traditionalCRM database. As such, we specialize in integrating key marketing and lead generation processes to your installed CRMsystem. With broad features ranging from email marketing, nurture marketing, landing pages, social media publishing, leadscoring and website visitor tracking, we are well-positioned to support your multichannel marketing needs.Starts at $550 per monthEmail/e-MarketingSwiftpageSage SalesLogixhttp://www.blytheco.com/saleslogix/saleslogix_emarketing.aspSage SalesLogix E-Marketing enables you to reach out to your contacts, grow your customer base, nurture and qualify leads,and automate sales and marketing practices. It is a fully integrated e-marketing solution, that lets users create campaignsand view history, interactions, and results -- all from within Sage SalesLogix. Reports show open and click rates and trendsover time so users can understand which campaigns bring the most success. And, Sage SalesLogix E-marketing is poweredby Swiftpage so emails are sent out through their powerful and reputable servers ensuring users remain compliant with thelatest spam laws and increasing the likelihood that communications will reach their intended inbox.Starts at $250 per monthSage CRM integration to ERPGreytrixSage CRMwww.greytrix.comIntegrates Sage CRM with Sage 100 ERP giving you a bi-directional flow of information between CRM and ERP in realtime. Access the latest/added accounting information like Customer details, Sales Orders, Invoices, frequency and paymentinformation of Customer from within Sage CRM.Starts at $80024 Bellwether Magazine | First Quarter 2013
  • Customer Data IntegrationInaportSage CRM, Sage SalesLogixwww.inaplex.comInaport is the premier customer data integration tool from InaPlex. It moves data between your CRM system and other datarepositories in your organization. Key functions provided by Inaport include: Two way data integration; Data Migration -move legacy CRM data to new systems; Data Management and Data Integrity.Starts at $1,799Computer Telephony IntegrationQGate intelli-CTiSage CRM, Sage SalesLogixwww.qgatesoftware.comintelli-CTi delivers tangible productivity enhancements and is used by thousands of SalesLogix and Sage CRM usersworldwide. Fast, error-free dialing and caller identification shaves vital seconds off every call, meaning hours across thewhole infrastructure and reductions in your business overhead.Starts at $4,400Project Management SystemTimeLinxSage CRM, Sage SalesLogixwww.timelinxsoftware.comFor companies that need to track more than just customer relationship information, TimeLinx Web, LAN andMobile editions extend both Sage CRM and Sage SalesLogix through the entire Customer and Project lifecycle.TimeLinx allows you to track your prospects from marketing campaigns to opportunity through service delivery,customer service and/or tech support.Starts at $2,995 CRM - SugarERP IntegrationFaye Business - Sugar Connectors to ERPwww.fayebsg.com/sugarcrm-home/sugarcrm-integrationsIntegration between ERP and CRM can help you close the gap between prospects and customers, and helpmeet your business objectives. SugarCRM integrates with Quickbooks, Sage 100 ERP, and more.Starts at $1,499 per year bell•weth•er -noun: one who takes initiative or leadership 25
  • Social selling CRM Sugar Cont.Share2bwww.share2b.comShare2B is the optimum Social Sales solution. In combination with third-party software this suite models CRM structures– for instance key sales data or customer relationships. Sales executives can track their important sales leads and shareinformation about customers in Share2B with colleagues or external experts. Missed opportunities are therefore a thing ofthe past. The Sales team is always right in the picture if an ideal opportunity to close a sale presents itself.$12 per user per monthVoIP call center solutionNewBridgewww.blytheco.com/newbridgeNewbridge offers our clients a comprehensive hosted and managed Cloud Call Center Solution. Newbridgemelds managed customer experience solutions with the benefits of state of the art, customized technology.$99 per user per monthERP IntegrationStarfish ETLwww.starfishetl.comWith pre-built maps and connectors to many databases, ERP systems, email clients, website and mobile platforms, StarfishETL™ automates the integration, importing, exporting and data sharing process seamlessly. Push, pull or synchronize datafrom Sage 100 ERP (formerly Sage ERP MAS 90 & 200) to SugarCRM for a 360 degree view of the customer.Starts at $4,800 per yearMarketing AutomationSalesFusionwww.salesfusion.comSalesFUSION 360 is a SaaS marketing automation & demand generation platform built with B2B marketers in mind. Easy touse and adopt, yet powerful enough to manage complex marketing needs of large enterprises, SF360 is the right solutionfor companies who are looking to improve their lead to sales management processes.Starts at $12,000 per yearMarketing AutomationHubSpotwww.blytheco.com/hubspotAttract scores of high-quality leads with blogs, social media and search. Nurture sales prospects with the right content at theright time. Measure it all. HubSpot makes it possible.Starts at $12,000 per year26 Bellwether Magazine | First Quarter 2013
  • HRMSOutsource payrollCompuPaywww.blytheco.com/sage-hrms/compupay.aspSage Partner CompuPay is one of the country’s leading experts in payroll, tax filing and HR-related services. The companyhas become a major force in the industry by tailoring innovative, cost-effective payroll solutions for small and mid-sizedbusinesses in all 50 states.Custom pricingTime collectionInsperity Timestarwww.blytheco.com/timestarPayroll is often the largest expense for most companies, especially service-oriented businesses. Insperity TimeStar™ time-tracking software can help you get the most value from your workforce by ensuring that your employees are working theright hours, in the right place — and are accurately compensated for their time.Custom pricingRecruiting ManagementCyber Recruiterhttp://www.blytheco.com/cyber-recruiterEffectively manage and communicate during the entire recruiting process with Sage HRMS Cyber Recruiter by VisibilitySoftware, a Sage Endorsed Solution to help fill open positions more quickly and efficiently. Recruiters, hiring managers, andtheir staff can focus more on core recruiting activities while eliminating administrative tasks.$6,700/20-150 employeesTalentManagementPerformancePAMwww.blytheco.com/sage-hrms/PerformancePam.aspPerformancePAM is the premier talent management solution designed specifically to work with Sage HRMS. PerformancePAM is developed with direction from HR professionals resulting in a system that encourages employee development andincreases workplace performance and satisfaction.Starts at $14,000 / 300 employees bell•weth•er -noun: one who takes initiative or leadership 27
  • Talent Management HRMS Cont. Cornerstone www.blytheco.com/cornerstone Increase employee engagement, productivity, retention and alignment with organizational goals with Sage HRMS Talent Management by Cornerstone OnDemand. Sage HRMS Talent Management covers the employee lifecycle, from onboarding through learning management and performance management to succession planning and can grow with your needs. Custom pricing Tax Forms and eFiling Sage Payroll www.blytheco.com/aatrix With Sage Payroll Tax Forms and eFiling by Aatrix, you can meet all state and federal reporting and payment requirements right from your Sage HRMS Payroll software. It is easy to use and saves you time by eliminating the need to create reports manually. Reports are automatically completed, reviewed and edited on screen, then eFiled in minutes for processing. $500 per year / Unlimited filings Marketing Inbound Marketing System HubSpot www.blytheco.com/hubspot HubSpot is an inbound marketing system that helps you get found online by qualified prospects, capture more leads, and convert them into customers. With over 4,500 customers & growing, HubSpot is transforming online marketing for companies of all sizes. That integration can only become more powerful when you are able to tie that into your current CRM strategy. Now you can tie HubSpot to SalesLogix with integration from Blytheco, LLC. Starts at $12,000 per year Heatmap Software SeeVolution www.blytheco.com/seevolution SeeVolution’s Real-Time Tools display analytics and heatmaps directly on YOUR website. No complicated dashboards - everything is simplified and easy to understand. Use our tools in conjunction with Google Analytics to make rapid easy improvements to your website. Starts at $79 per month28 Bellwether Magazine | First Quarter 2013
  • BOOKREPORT by Geni WhitehouseT his month’s authors share three different perspectives on how to have a successful business: be awesome, build a great culture, or create your own luck. The Paradox of Choice : Why More is Less | Barry Schwartz In this book, Schwartz helps us learn how to present alternatives in a way that offers prospective customers choice without overwhelming them to the point of indecision. He unlocks the mysteries of decision making and offers a series of tips to help people who are forced to decide. (You might want to share this book with your prospective customers before they send out their next Request for Proposals.)Resilience: Facing Down Rejection & Criticism on the Road to Success| Mark McGuinness The hardest part of selling, in my opinion, is dealing with the no’s – the slammed doors, the unanswered phone calls, the outright rejection. The author takes us on a journey inward so we can learn to develop the confidence to keep moving forward, taking risks, and asking for that order. Heoffers tips from Aikido, psychology, and the mindfulness practitioners as alternatives to the wrongthings that most of us do in the face of rejection. The Art of Explanation | Lee Lefever This book grabbed me on page 10 with this statement “Great explainers have the ability to picture themselves in another person’s shoes and communicate from that perspective.” I have spent many years trying to craft presentations from the perspective of my audience and to understand why a given subject matters to them. In sales, the surest route to success with a prospective customer is to explain your product or service in a way that shows that you understand their point of view. Take advantage of the techniques the author has used with companies like Dropbox and Twitter to become a master artist of explanation. About Geni Whitehouse A self-proclaimed nerd, former technology executive and CPA firm partner, Geni Whitehouse has made it her mission to eliminate boring from the world of presentations. The author of “How to Make a Boring Subject Interesting: 52 Ways Even a Nerd Can Be Heard,” Geni believes her mission as a presenter is to understand a subject well enough to approach it from an angle that will not only educate her audiences—but will resonate with them. Learn more at www.evenanerd.com. bell•weth•er -noun: one who takes initiative or leadership 29
  • CUSTOMERPROFILE Timeless Precision Delivered at Kramer and Frank by Sierra Workforce by Alicia AndersonA t Kramer and Frank P.C, a litigation and trial practice law firm that focuses on commercial, collection and fiduciary disputes and litigation, complex cases,arbitrations, and mediations must be scheduled and meticulous records of timeworked must be kept. When Denise Sparrow, Chief of Operations, needed a precisetimekeeping solution that was capable of handling exact time and attendancerequirements, she reached out to Sierra Workforce Solutions.The challenge of managing employee’s time daily was complex export code requirements, Sierra’s proprietaryespecially important to Kramer and Frank at the end of interface, the TimeMaster Integration Application (TIA),the day. The solution had to be accessible 24x7x365 was designed to do just that. Since TIA can integrate toand handle the employee’s varying workload schedules any accounting and payroll application and works withof varying lengths. all of the TimeMaster applications, configuring it to pass“Sierra Workforce Solutions was an absolute resolution the data to Sage ERP 300 in the way Kramer and Frankto our firm’s employee time tracking and payroll expected to see it for payroll processing was easy.interface needs. Kramer & Frank worked very closely “TimeMaster Web handles all of Kramer and Frank’swith Sierra to plan and subsequently orchestrate a needs with ease,” states Leonard Ramirez, Director ofseamless implementation. Sierra’s dedication and Operations at Sierra Workforce Operations. “Kramerassignment of resources proved to be invaluable from and Frank’s complex accrual requirements were thea customer perspective. They tackled the complexity of challenge because with different employee typesour requests and operating uniqueness as a challenge working various numbers of hours on a weekly basis,and unequivocally surpassed expectations. The firm they’re also rewarded with different PTO and SICKhas acquired not just a new vendor but has developed amounts as well.”a strong working relationship with an organization who Capability was not the only vendor selection criteria.truly focuses on meeting the needs of their customers – Since time is always of the essence in the field of law,a win, win for everyone,” says Denise Sparrow, Kramer Kramer and Frank needed a ‘partner’ capable ofand Frank, P.C. providing knowledgeable support quickly whenever itTimeMaster Web was an excellent fit for the law was needed. With Sierra’s 95% customer satisfactionfirm. Capable of handling complex milestones with rating and 97% customer retainment rate year overprobation, carryover, and paid/unpaid lunch policies, year, Kramer and Frank found what they were lookingit was able to reflect the benefits and culture Kramer for. Sierra Workforce Solution’s 25 years of successfullyand Frank wanted to provide their employees without delivering workforce solutions and integrations was ancompromise. intelligent choice.Kramer and Frank had the need to export employee timeand attendance data to their Sage ERP 300 (formerlyAccpac) accounting and payroll system. Complicated by30 Bellwether Magazine | First Quarter 2013
  • 25 years of successful integrationsTime & Attendance • Data Integration • Labor Costing • Security Be a hero in 2013—seamlessly integrate your accounting and payroll systems, saving time and money! Call today to see how you can have We can help! a robust time keeping system. Make time work for you in the New Year! (800) 822-0973 www.SierraWS.comGeni Whitehouse SPEAKER AUTHORCONSULTANT NERDShe’s been called the “comedian CPA.”A self-proclaimed nerd, experienced softwareexecutive and former CPA firm partner,Geni Whitehouse has made it her mission toeliminate boring from the world of presentations. STRATEGY In this groundbreaking book, EXECUTION Wiersma outlines the seven EVANGELISM key mind-sets of trusted professionals, offering a blueprint for both individuals CONTENT DEVELOPMENT and organizations interested in fostering a culture of professionalism. You’ll see how uncompromising professional standards led to unparalleled success for FBI agent George Piro during his game-changing interrogation of Saddam Hussein, for supermodel Kathy Ireland’s design and marketing enterprise, for the world- renowned Dave Matthews Band, and for many more. www.evenanerd.com Available at Amazon.com bell•weth•er -noun: one who takes initiative or leadership 31
  • 5564 Hilliard Rome Office ParkHilliard, OH 43026877.462.5984 Process Produces Performance It’s true, whether you are a small, mid-sized or large organization, the need to understand and optimize the processes of your business remain the same. That’s where Blytheco’s Business Process Optimization comes in. Find out how Business Process Optimization can help you do your job better, faster, easier and more effectively plus keep your company’s technology in tune with your goals. Visit www.blytheco.com/process today and download your FREE copy of our white paper “Optimizing Business Process.” Or, call 1-800-425-9843 x2500 to get the gears turning today! turning dreams into productivity