The CRM and sales blog

Lime CRM <3 ERP system

To work in numerous systems, copy and paste information between the systems and try to keep them updated, is a nightmare for many of us. And sure, we are advocates of working according to the ”best of breed” principle, but sometimes, it is better to collect the information in one system.

With this in mind, we have launched a new integration between Lime CRM and your favourite ERP-system. We currently support Visma Administration, Visma Business and Navision, and we will continuously expand the support to more systems! An integration that will not only help you manage your customers even better, but also facilitate the financial work! So, what are the advantages?

With the connection between the ERP system and Lime CRM, you can :

  • Migrate your existing customers from the ERP system to Lime CRM
  • Create new customers from Lime CRM in the ERP system with a simple click
  • Update customer information from Lime CRM to your ERP system
  • Continuously import registered invoices to Lime CRM automatically
  • Get information on turnover for this and previous year for existing customers on the company card in Lime CRM
  • Get a graphic overview of the invoicing for each customer the past five years

How does it work?

We start by migrating the existing customers and their invoices and invoice lines from the ERP system to Lime CRM. The customer number is transferred and added to each customer in Lime CRM.

When a company becomes a customer, they are also automatically created in your ERP system. You do this by clicking the link in the Action pad on the company card.

The generated customer number is automatically added to the company card in Lime CRM. This will be used as key for the invoices synched from your ERP system to Lime CRM.

Registered invoices (together with invoice lines) are automatically synched to Lime CRM every 10 minutes and are displayed in the Invoices tab.

From the customer card, you have a great overview of all the paid invoices for the past five years. This way, you can easily compare invoicing per year, month or quarter.

Read more!

If you want to know more about Lime CRM, and everything we offer -– read more here

How much does it cost?

Lime CRM: from 450 SEK/user/month
Integration to ERP-system: 1 000 SEK/month +
5 000 SEK (4 hours consultation) for installation & configuration. (Standard integration can be customised at an additional cost).
We support the following ERP systems: Visma Administration, Visma Business and Navision.

Do you want to know more?

Fill out your details in the form below and we will contact you shortly!

By | 11 October, 2017|Categories: CRM|0 Comments

GDPR – what, when and Lime

GDPR is the acronym that you actually HAVE to know everything about. The new regulation kicks in May 25, 2018 and it will change the way companies and organizations collect, store and use personal data . Are you fully prepared? Didn’t think so. 😉 Let us help you!

In this article, we will tell you…

  • What is GDPR?
  • GDPR and Lime – how does that work?
  • How to prepare!

 

What is GDPR?

GDPR stands for The General Data Protection Regulation. It’s a new European privacy regulation that will come into effect May 25, 2018.

It gives all individuals, more power over their personal and work related data (banking info, addresses, IP addresses, hospital info, social media posts etcetera – just think about how much info you leave behind on the Internet!) and less power to the organizations that collect and use it for monetary gain.

This means stricter requirements for all of us who run a company or an organization when handling personal data, and it requires new procedures and processes for safe handling of data. The good thing? This is absolutely not the end of the world! With a CRM system, you already have a great start.

 

Will the stricter requirements apply to your company?

Is your business/organization established in the EU? Does your company save or in any way handle personal information about any individuals? Do you sell and/or store any personal information about citizens of the EU?

If you answer yes to any of these questions, GDPR will apply to you. And if you have a CRM system like Lime, you most certainly store personal information, so please listen up.

 

What is “personal data”?

Personal data refers to all information that can be linked to an individual. There is no distinction between personal data in a private, public or professional role. It doesn’t matter if the individual is an employee, a customer or a prospect, neither if you work B2C or B2B. As long as there is a person involved, you have to follow the new regulations.

Personal data may be obvious things like a name, but it could also be a mix of information that together makes it possible to identify a person.

Examples:

  • A name
  • A mailing address
  • An email address
  • Location information
  • Running text with personal information
  • An update on social media
  • A computer’s IP address

 

Penalties? Oh yes.

Companies that do not comply with the regulation risk sanctions. If you don’t comply with GDPR, the fines are up to 4% of annual global revenue or 20 million Euros, whichever is greater.

 

What rights will GDPR provide for individuals – and for the contacts of your company?

Let’s make this a bit more hands on! With this new GDPR, what rights will you gain as an individual? This list will hopefully clarify what your company needs to prepare for. Again – this is going to be so much easier to handle if you have a CRM-system.

The right to be informed before data is gathered. Consumers have to opt in for their data to be gathered, and consent must be freely given instead of implied.

The right to request access to personal data and ask how the data is being used. Your company must then provide a copy of the personal data, free of charge.

The right to have information corrected.

The right to be forgotten . If an individual is no longer a customer, or if he/she withdraw their consent from your company to use their personal data, then he or she has the right to have their data deleted.

The right to request that personal data is not to be used.

The right to transfer personal data from one service provider to another.

The right to object, i.e. right to stop personal data for direct marketing. There are no exceptions to this rule, and any processing must stop as soon as the request is received. As an organization, you must make this very clear at the start of any communication.

The right to be notified if there has been a data breach which compromises an individual’s personal data. The individual has a right to be informed within 72 hours after a data breach.

 

Put some effort into GDPR – gain loyal customers

Yes. GDPR means extra work for companies. But please keep in your mind, that by being transparent about how personal data is used in your company, you don’t only show that you value an individual’s privacy, you will also build a deeper trust. This will make you retain loyal customers.

 

Preparations

Start the preparations now. Create a plan for your GDPR journey, and be calm as a cucumber in May 2018 when customers start asking questions regarding compliance!

Dedicate time to understand what you need to do in order to become compliant.

Knowledge sharing and education. Make sure everyone at your company who works with data regarding any individuals at all know about GDPR and what it means for your organization.

Map all personal data. An important thing about the GDPR is “ privacy by design”, which means that all departments in an organization are required to take a closer look at their data and how they handle it. This means, that rather than just collecting random data, you’ll have to know what you want to use it for. Here’s a few bullets to help you get started.

  1. What kind of personal data do you handle?
  2. How do you handle it, and why?
  3. Who has access to it?
  4. Are there any integrity risks and what harm can they cause?

Review documentation and business processes. Under GDPR, individuals have to explicitly consent to the acquisition and processing of their data. Pre-checked boxes and implied consent won’t be acceptable anymore. Review all of your privacy statements and disclosures and adjust them if needed.

Establish policies and procedures for how you will process personal data.

For example:

  • How can individuals give consent in a legal manner?
  • What is the process if an individual wants his or her data to be deleted?
  • How will you ensure that it is done across all platforms and that it really
  • gets deleted?
  • If an individual wants his or her data to be transferred, how will you do it?
  • How will you confirm that the person who requested to have his or her data
  • transferred, removed or corrected is the person he or she says he/she is?
  • What is the communication plan in case of a data breach?

Put security measures in place to guard against data breaches.

 

How can Lime help you?

Lundalogik has closely analyzed the requirements of the GDPR and we are working on enhancement to our Products, contracts and routines to help support you as a Customer in your journey to become GDPR complement in Lime.

Don’t hesitate to give us a call if you have any questions regarding how GDPR will affect your journey to become a customer magnet!

 

More information

If you want to know everything and more about GDPR, visit www.eudataprotectionregulation.com.

By | 13 September, 2017|Categories: CRM|0 Comments

Get a head start: Start the customer’s buying process – before the meeting

What do you do after you have booked a customer meeting until the day of the meeting? A while ago I read an article, by the Finnish sales coaches Micah D. Rubanovitsch and Tero Nieminen, about what each seles person should do between a booked meeting and the meeting itself.

They mean that the dialogue between you the customer must start way before the first meeting. The article gives an example of a salesperson who had booked a meeting with the authors. Two weeks after they have booked the meeting, they still hadn’t heard from the salesperson. The meeting was just around the corner and not a word. What could the salesperson have done instead? What would YOU have done?

Start the customer’s buying process

A booked meeting is the start of the sales process, you know that the customer is interested and you have their attention. You’ve kicked off your sales process, but have you started the customer’s buying process?

Gather information

Take this opportunity to gather all the information you might need, without taking too much time of the customer. Keep it simple and send over some questions about the customer’s needs and current situation by e-mail. This way, you get the customer to start thinking, and they will feel that you are committed. The answers will give you the opportunity be really well prepared and hold a great meeting.

Share information

In addition to asking questions, share some information about yourself, your skills, your business and what products you offer. Maybe send a movie, a presentation or just a link to your website. Sometimes it may also be good to talk about references at an early stage. Again, before the meeting.

You have a head start – get your best customer meeting ever!

By both sharing and collecting information before the meeting, you’ve gotten yourself several major advantages. You can now come to the meeting and:

  • Already have started the customers’ buying process
  • Know the customers’ needs and current situation
  • Know that the customer knows you and what benefits your products have
  • Know that the customer already knows about your satisfied customers

Since you’ve already started the customer’s buying process before the meeting, you can leave the meeting and come much further than your competitors. The goal is to not end up in a situation where the customers asks “can you send me some more information?” or says “I will get back to you if I have any questions”. Already at the meeting, you should be able to book the next step. Remember: never end a meeting (even if it’s a phone meeting) without deciding the next step. It is the best way for you to continue to push forward in the customers buying process.

So, go out and start the buying process for the meetings you already have booked, before your competitors get ahead of you. Good luck!

By | 9 March, 2016|Categories: Sales|0 Comments

Chantarells will help you sell more!

Yes – you heard me! In a lecture with Charlie Söderberg, economist and wealth coach, I got an eye-opener that I wish I had been given before. He described a phenomenon he calls Chanterelle. Have you ever picked chantarells in the woods? If you have, you know what process that you have to go through! Immediately when you step out of the car and put on those rubber boots you set your brain on those little yellow things in the ground that may be chanterelles. It takes a big focus and after a while you can spot a chanterelles miles away. Why is that? You would probably not have seen these chantarells if you were not explicitly looking for them.

The same principle applies when you book a trip to an unusual destination, and all of a sudden you hear about others who have just been there and publicity about the destination begin to appear. Strange coincidense, one might think! But it’s not that strange – you have set your mind on a specific event or goal, and therefore it records everything that has to do with it. What is the opposite? Well, you might run into lots of chantarells when you’re out walking your dog without even knowing it.

The same principle can be translated to the life as a salesrep. Without knowing what you seek, you will never be able to find it. If you do not know where you’re going, it doesn’t even matter which path you take. Imagine chanterelles being the symbol of a customers buying signals, if you are not looking for them your customers or prospects could give you how many hints whatsoever without you realizing that you are about to step into a hot business opportunity.

Since I am responsible for my own prospecting, a can chanterelle for me could be to find attractive companies that I have never been in contact with – when I focus my eyes along the highway on the way to a meeting, all these companies logos appear as chantarells along the roadside. Another chantarell that I have to keep my eyes on is customer needs. If I’m not looking for my clients’ needs, I will never be able to offer them a CRM system that give them the added value they’re looking for.

The Chanterelle method is based one important component – focus. No one would ever make an important investment through a salesrep who lacks just that, would you? So how can you apply this in your day to day life as a sales person?

1. Put on your chanterelle glasses
2. Think about where you are today and where you are heading
3. Set up guidelines for what to look for, and start looking!

It’s as simple as that.

By | 16 February, 2016|Categories: Sales|0 Comments

The 10 most influential salespeople of all time

Life as a salesperson can sometimes be tough. The constant fight over the same customers, whom starts to get tired of taking your calls. And sometimes when you feel down, you may need some inspiration!

In a blog post on the blog Thank You For Selling, they highlights the 50 best salespeople of all time. I get very inspired to see that regardless of who you are and what you come from, you can, with willpower, get exactly where you want be. We’ve chosen to highlight the top 10 below. We hope you can find someone who inspires you to become a little bit better on sales.

1. Alfred Fuller
Also known as the “Fuller Brush Man” for his household brush that became famous in the 1900s. Instead of just selling the product he asked his clients for comments on the brush, to be able create a brush that he knew would attract the market. His company sold for $ 8,500 the first year, which today would be approximately $ 244,000 (2.2 million SEK).

2. Anneke seley
Sales ​​guru who does not keep her knowledge all to herself. World famous for her book “Sales 2.0 technique“. She inspires up-and-coming business to reach higher for their goals.

3. Ben Feldman
Former world record holder for selling the most products in a year (worth 800 million SEK). During his sales career from 1942 until his death in 1993, he sold insurance for New York Life, worth $ 1 800 00 00 (15 329 880 000 SEK).

4. BR Shetty
Bavaguthu Raghuram or BR Shetty left India and came to Abu Dhabi more than 40 years ago. His career started as a door-to-door medical sales representative. Today it has grown into a private health care company, NMC Healthcare, who treats up to 5,000 patients each day.

5. Barry Maher
Canon, Hewlett-Packard, McDonald’s, Wells Fargo and Verzion, are just some of the clients in Machers impressive portfolio. Maher began his career as a salesman and is now one of the world’s most respected sales and business speakers.

6. Bella Weems
“Earn it” – That was the answer that Bella got from her parents when she, 14 years old asked if she could get a car when she turned 16. She then got the idea of ​​starting a company that sold customizable lockets, and now, four years later, the company has grown to be a multi-million company with over 300 employees and 60 000 distributors.

7. Benjamin Franklin
While history books portray him as an inventor, we know that he was also an extraordinary seller at young age. At 12, he served as an apprentice to his uncle who was a printer. After helping his uncle compose pamphlets he sold them on the streets.

8. Bob Urichuck
His enthusiasm and humility makes him a favorite when it comes to speakers of business. Urichuck has been invited to speak in more than 1,500 cities in more than 45 countries. He has also written many books such as “Motivate your team in 30 days” and “Velocity Selling: How to Attract, Engage, and Empower Buyers to Buy.”

9. Brian Tracy
He might be an expert in real estate, but he also uses his knowledge to encourage other people to be competitive when it comes to sales. Tracy has written 55 books translated into 42 languages. He also conducts seminars and workshops where he talks about his sales strategies. If you, like me, like to be inspired every day, I can recommend his Facebook page.

10. Colleen Stanley
With her understanding of the importance of emotions in selling, she managed to increase sales of the company Varsity from $ 8 million (68 million SEK) to an impressive $ 90 million over a 10-year period. Author of the book “Emotional Intelligence for Sales Success”.

Are you more curious about any of the above? Google it! There is a lot of information written about them. Are you eager to read further in the list and see who the other 40 people are? Read more here!

By | 3 February, 2016|Categories: Sales|0 Comments

Do You Want to Be Messi, Ibra or Ronaldo of sales?

Sports and athletes have been compared to sales for ages. No wonder! Professional athletes work daily with success, setbacks, perseverance and determination. They always try to achieve a higher level of knowledge and skill. Of course it is risky to generalize, but personally, I have received an enormous boost in motivation by doing this comparison between sports and sales.

Professional athletes are not born, they are made! What combines professional athletes is the tremendous work ethics that they put into being the best in what they do.

What does it take to score goals in Sales?

Let me take an example from my favourite sport: Football. Some of the biggest athletes in this game are Cristiano Ronaldo, Zlatan Ibrahimović and Lionel Messi. What is the combining factor for all of these athletes? They love to score goals. They want to put every drop of sweat and tears in to being the best goal scorer. Haunting them in the back of their mind, there is always a younger and hungrier player behind them that would want to take their place.

Scoring goals for a professional athlete could be compared to signing a new agreement for a sales representative. I believe that is what we sales people thrive to and what gives us the feeling of succeeding in our work.

For a football player, to be able to score a goal, he needs to be in the starting eleven and play in a game.

In a sales perspective this would probably mean that we need to meet our customers. We need to be able to exchange thoughts with the customer to get a good solution in hopes of an agreement.

Making it in to the starting eleven is key

How does a professional football player make it to the starting eleven? How is he chosen when there are so many others in line willing to take his place? He keeps on training! He goes all in at every training session to achieve a higher level than his competition.

In a sales representative’s world, I would say that this means prospecting. Cold calling, one’s own processing, inbound leads, references. Whatever it takes to make it to that meeting.

Training is not always fun… So keep the dream alive!

Let’s be honest. Training is not always fun. Nothing comes free and sometimes you feel like quitting. Remember that when you train, it is a lot more likely that you will be chosen to play in the game and eventually score that beautiful overhead kick that will be watched on YouTube for millions of times.

 

“When I was able to get down the road a ways and look back, I realized success is 90% perseverance. The key is to stay in the game.”

Trevor Rees-Jones

By | 26 January, 2016|Categories: Sales|0 Comments