Bellwether - A Blytheco Magazine | First Quarter 2013

Volume 4 | Issue 1 | First Quarter 2013

Improve Sales Now

Plus Our:
2013 Software
Buyers 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
@doclinkbyAtlec
2 Bellwether Magazine | First Quarter 2013

“The way to get started is to quit
talking and begin doing.”
~Walt Disney

Letter from the Editor 5
sections

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

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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
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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’.


LEADERSHIP
salespeople typically see that as a professional imperative.
It’s integral to the professional’s values, it’s analogous to who
they are. It’s antithetical for them to ‘push’ something they
don’t believe in or isn’t in their customers best interests.

“
To these types of salespeople, they appreciate that a sale
is ultimately a by-product of a trusting relationship.
Everything else being equal, the better the relationship,
the greater upside for sales. Their higher purpose is
being helpful---they never confuse that with ‘selling
realizing (and
stuff’.

Many ‘A’ list salespeople will, over time, become
acting like) you’re
distrustful of their organization should its leadership
stray from priorities that are central to fulfilling the part of something
organization’s core purpose. ‘Straying’ siphons
off the organization’s best energies and resources
and preempts the organization from investing in or
bigger than
supporting 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 to
the organization’s core purpose puts the salesperson’s
credibility at risk. ‘A’ list salespeople won’t put up with that
for long. They want to make a difference with their customers
and expect that their organization will ‘come to play’.

Great salespeople think differently than their less-successful
counter-parts. Likewise, great sales managers do too. The
foundation for sales leadership stems from the trust that’s
inherent in having a ‘something bigger’ mind-set. Great
salespeople have a service orientation, they know that it’s
important to ‘get beyond yourself’. That enables the sales
organization to focus---first and foremost---on their central
purpose.

Is sales leadership dependent on great lead generation,
powerful CRM tools, and the like? Sure! Yet, the most vital
aspect of sales leadership is the way the sales professional
thinks. Great organizations are great because their people
think differently.

Where’s the level of trust in your sales organization? What
do your salespeople people obsess about---being helpful
to customers or their sales goals? Are you fulfilling your real
purpose or do you feel like you’ve got sand in your gears? If
you’re struggling, developing a ‘something bigger’ mind-set
is a good place to start.

About the Author
Bill Wiersma is the principal of Wiersma and Associates, LLC, a consultancy that helps leaders create cultures based on professional ideals. Bill
is the author of two critically acclaimed books. His expertise has been featured in numerous media outlets--including the New York Times. The
Power of Professionalism, Bill’s latest book, was a finalist for Soundview Executive Book Summaries 2011 Book of the Year. Follow his weekly
blog posts at: www.wiersmaandassociates.com/blog/


SALES&MARKETING

by Rob Johnson

Create Your Super Simple Sales Success Plan
The best rainmakers have the simplest sales plans. by Rob Johnson
In fact, true to the Pareto Principle, most top performers focus system each year. They are known
80% of their efforts executing a single selling strategy. That in the local banking community
simple business development and selling strategy becomes the as the experts in helping
mainspring of their business growth. The result of this laser-like small and micro businesses
intensity of focus is above average revenue and profit growth, get organized and ready to
resulting in sustained superior performance. take on business growth.
They grow at a rate more
A former client of mine provides IT and accounting solutions
than triple of their nearest
for small businesses. They developed their Super Simple Sales
competitor.
Strategy with this notion; all small businesses will eventually
need the services of a banker. And, bankers in general feel Chances are you already
much 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 to
entire go-to-market strategy was to get connected with every
do and what our natural strengths
bank that had small business clients in their marketing area.
are. We simply don’t know
Their 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 narrowly
averages 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


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 author
Robert Early Johnson is the National Sales Manager for Channels at Avalara. In this role, he manages the
national field sales organization and key ERP software developer relationships. He and team are responsible
for managing Avalara’s rapidly growing channel sales strategy. Previously, he served as head of Channel
Programs 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 is
designed to offer practical solutions to help salespeople improve their sales performance. KYOA is available
at bookstores and online book retailers everywhere. Learn more at www.robertearlyjohnson.com


SALES&MARKETING

Elevate the
Conversation:
Using Social Tools
in Business by Joshua Curlett

U se the ideas within this article to facilitate a conversation with your team that
focuses on elevating the conversation from “sales” to “trusted advisor” in
the 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 setup
marketplace 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 via
or direct mail to enter the conversation and provide value text, pictures or links so as not to overwhelm followers. When
in hopes of changing customer perception are over. Today, deciding whether your business should tweet, remember that
businesses 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 amounts
According to the international best-selling book by Erik of content, including text, links and photos. Be wary of making
Qualman, “Socialnomics,” 90% of consumers trust peer your business’ fan page into an online brochure or a duplicate
evaluations, whereas they only trust company advertisements of your website. Doing so could potentially cannibalize
at a staggering 14%. It has been commonly stated that people content and prove counterproductive, and you risk receiving
do business with those they like, respect, and trust, which diminishing returns for your efforts.
requires businesses to communicate clearly and effectively
on different channels to reach their potential customer base. LinkedIn: A similar concept to Facebook, LinkedIn allows
Marketers no longer lead the path people take, and they don’t users to connect with other businesses or contacts. While
lead 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, users
As noted in Josh Bernoff’s book on harnessing the power of can view professional experience, background and even make
social technologies in business, “Groundswell,” as marketers, recommendations and endorsements—all of which can be a
we 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 do
in social is heaviest there. Social outlets such as Facebook, YouTube: Videos can be a great way to educate your audience
LinkedIn, Twitter and YouTube are platforms your business can and provide instant value. When communicating complex
use to talk to and engage your target audience. The main ideas, a video can be your best tool to communicate clearly in
principle with these tools is not to create another sales outlet a timely manner. Be aware of video and sound quality as initial
but 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 value
as simple or complex as your time allows. It is imperative through social channels and deepening relationships with
to manage content rollout so that time is budgeted to customers. Remember, leaders can be found in the front of
appropriately 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 @soundpro


SALES&MARKETING

A shot
in the DARK by Ginger Kittinger

by Ginger Kittinger

C ompanies spend a lot of money on their marketing efforts to bring in new
business and to continue receiving revenue from their existing clients. But
do you really know what is happening once you send out an email or put up a
pay-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 website
entire 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 works
You have to put a lot of triggers in place so you can gauge and what doesn’t will help you quickly assess whether you need
the 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 determine
how many people read and/or clicked on links in an email you Another statistic you need to look at is not just the quantity
sent out. Asking people to call a special phone number or to of responses, but the quality of them. You may get a lot of
visit a specific URL after receiving a direct mail piece will allow calls or form fills, but if they are not from serious buyers, then
you to track those responses. Having a form for them to fill you are wasting time and giving things away for nothing. High
out on your website to request more information or to sign up quality prospects that are ready to engage in the sales cycle
for 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 the
But – once these events occur, what do you do next? Hopefully right message.
you have a Customer Relationship Management system in
place, such as Sage SalesLogix, SugarCRM or Sage CRM to In the last few years, online software trials are becoming
track the prospects and activities associated with them. You popular and expected by prospects. It is a great way to let
can even take it a step further and integrate an Inbound them see it before they buy it. However, Christopher Hosford
Marketing system, such as HubSpot, to give you more detail from B to B, The Magazine for Marketing Strategists, found
and 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’t
Most CRM systems have marketing capabilities included that acknowledge that the prospect hadn’t used the software and
allow you to set up campaigns to track responses and sales most just sent automated follow-up emails. They got them in
opportunities 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 aware
of the campaigns, goals, audience and expected response You need to analyze results throughout a campaign and make
methods 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 that
Tracking Lead Sources is a great way to tell where prospects are aren’t interested.


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.


In his 2009 commencement address to the graduating class prospect. You will accelerate your sales process by at least
of the University of Pennsylvania, Eric Schmidt, executive 30 percent, spend less time prospecting (who wouldn’t want
chairman and CEO of Google, urged students to make human that?), and attract more quality clients. Face-to-face contact
connections. “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 is
human around us.” Keep reaching out. Preserve your most valuable sales asset—
your relationships. When you make the effort, you win—and
In 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, Joanne
for both building and maintaining business relationships. In
works with sales executives, business owners, and their teams
fact, 95 percent of business people agree that they’re the keys
to increase revenue while decreasing their cost of sales. Turn
to building long-term relationships, according to a Harvard
prospects into clients more than 50 percent of the time and ace
Business Review Reader Poll.
out the competition. Joanne is the author of NO MORE COLD
Win 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 vacation
to meet with a prospect. That business-development
visit resulted in two speaking engagements,
which never would have occurred had I not
taken the time to visit and build a new,
mutually respectful relationship.

You don’t have to hop on an
airplane. Drive your car,
get on a bus, or take
a train. Just meet
Visit Joanne at
face-to-face
www.NoMoreColdCalling.com or
with every
email joanne@nomorecoldcalling.com or
m a j o r
415-461-8763.
client
a n d


Secrets of Successful Sales Managers
by Ginger Kittinger

W
sales.
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 in

All 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 elements
of 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. They
Barry Maher of Barry Maher & Associates shared 8 tips from his learned to review every call, every day, every week and every
book, “No Lie: Truth Is the Ultimate Sales Tool.” month, always asking themselves what they could have done
1) Demonstrate faith in your team. To me, great leadership is better. But after absorbing the lesson, they learned to absolve
about showing your people that there is more in them than they themselves-leaving the mistakes behind-and move on to the
know: 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 any
true. Within a very short time, they were all trying to live up to company is always the one who hears the most “Nos”: the
my expectations. A little while longer and they had adopted most “Nos” in total and the most within any given call. Then
those expectations as their own, which meant they worked we started collecting those “Nos” and worked on building
even harder to fulfill them. the kind of rapport with our customers and our prospects
2) Demonstrate loyalty to your team. I fought for them that would create the kind of tolerance in them to allow us to
and championed them in the division and in the company. I get more “Nos” in each of our calls. Eventually of course we
had 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 the
concrete plans for reaching those goals. I never asked them accounts a priority. We tried to create an atmosphere where
to do anything without making it clear what was in it for them. everyone would look forward to going to work, and look
And it wasn’t long before they were doing things just for me forward to making the calls. A salesperson who enjoys what he
and for the company. is doing will sell more. One who can make the call fun for the
3) 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 the
selling the most important people in the company. I told them Focus on Structure
that all the rest of us, the administrators, the managers, the Peter Fasulo, President of PJF Sales Training, Inc. told us about
VPs, 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 8
4) 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 New
5) Create a team mentality TOGETHER. We were going to England region of a major Fortune 500 corporation. In the
be number one, and we were going to help each other and 120-day period after the class, sales for that region of that
mentor each other to make sure that we all made it together. particular company increased over 45% within the first 120 days
We set up a mentoring program that went beyond the constant following the course. In addition, that company’s rep turnover
training that I was doing. No one who wanted or needed help decreased from over 50% annually the previous year to under
was 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 success
to overcome their fear of failure, their fear of giving their as a sales manager?” he replied “we teach front-line sales
best and proving to themselves, to me, and to those around managers to create structure. Too many managers these days
them 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.”


SALES&MARKETING
Our course “The 8 Basic Facets of Sales Management” they don’t.
focuses on having front-line managers and Directors of Sales
stay 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 with
decrease rep turnover at companies such as Comcast, Siemens measureable outcomes, MOST importantly you need to
Medical, Bright House Networks, AFLAC and many others. be sure your team agrees with them.

Focus on Simplicity
Our own Vice President of Sales Jeff Gregorec helps his team
About Barry Maher
exceed their goals with a combination of clear and simple Selling Power says “To his power and famous clients, Barry Maher is simply
principles 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 frequently
My 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 priority
of 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


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 the


hidden objection, “How do we pay for this”.
The operations manager or the IT manager
may not see the need, but at some point
it lands on the CFO or CEO’s desk and
the first question is “how much is this
going to cost?”

The second example we saw
this year came from a reseller
who received a referral from
his existing client who recently
just purchased from them. The
new client was deciding on
getting a software package
but didn’t realize the cost, so
they started asking some of
their distributors who they
use. One of the distributors
told him he just finished a
CRM installation and they
offered monthly payments
for an on premise solution,
and it covered maintenance,
services, software and
product. Immediately it
was the tipping point in his
decision making. He called the
same reseller and thus the deal
was closed.

Partnering with a finance company
not only benefits the client but it
benefits your business in many ways. For
example, clients on average spend 20%
more when they are paying on payments.
It creates repeat business because business
expiring agreements push clients to action
to either replace or upgrade. It’s easier to sell a
monthly payment versus the full equipment price
and lastly, financing clients can add more features than
they would if they pay cash.

More and more independent surveys are showing that
customers who take advantage of an extended customer
financing program are more loyal, will usually purchase higher ticket
items, and ultimately come back and purchase more items compared
to cash or bank customers. Remember: By offering financing, you are
giving yourself a selling advantage over your competition who may have
decided not to offer financing. To learn more please contact us. We will show
you just how we can help.

About the authors
Mark Grimes and Valerie Hook are with Dimension Funding, one of the most respected
equipment lessors in Southern California. Dimension uses its almost-30 years of expertise and
knowledge to create leasing programs that best fit our clients’ needs. Learn more about Dimension
Funding at www.dimensionfunding.com.


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
www.blytheco.com/biznet/
Business reporting and analytics platform that provides real-time access to your business data from Microsoft
Office Excel.
Starts at $5,000


Web-based Procurement Management
eRequester
www.erequester.com
eRequester is a Web-based procurement management, purchase requisition, authorization routing, and
purchase order system. It allows companies to define and implement standardized purchasing practices, which
streamlines and manages supply chains.
Starts at $25,000

Monitor/Alert/Report/Update
Knowledgesync
Sage 100 ERP, 500 ERP
www.blytheco.com/knowledgesync/
Monitor your business data, automate the production and delivery of documents and automatically trigger
workflow to update applications, schedule tasks and move information between systems.
Starts at $4,000

Barcode/Warehouse Automation
Scanco
Sage 100 ERP
www.blytheco.com/scanco
Scanco specializes in an extensive line of products designed to increase warehouse productivity. From basic
barcode 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 virtually
every industry while seamlessly integrating the accounting back end.
Starts at $25,000

Barcode/Warehouse Automation
ScanForce
Sage 100 ERP
www.blytheco.com/sage100/scanforce.asp
ScanForce combines the affordability of a batch upload solution with the cutting edge technology of wireless
communication. Warehouse Automation, Sales Automation, Remote Sales Automation and Labeling.
Starts at $20,000


Document Management
ERP Sage Cont.
ACOM
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
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
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
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 $5,000


Shipping
SmartLinc
www.blytheco.com/sage100/shipping_smartlinc.asp
Count 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 than
Truckload (LTL) shipments, Truck Load, and Company Vehicles.
Starts at $13,000

Shipping
Starship
www.blytheco.com/starship
StarShip 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 your
company become a more competitive business
Starts at $6,000

Website to ERP Integration
InSynch
Sage 100 ERP
www.blytheco.com/sage100/insynch.asp
IN-SYNCH allows you to pull sales orders from a website; the product is customizable and can be expanded to
accomplish many more Sage 100 ERP integration and synchronization needs. IN-SYNCH allows you to connect
Sage 100 ERP to a pre-existing web site, no matter what Database Server it accesses. Using IN-SYNCH allows
for full control and flexibility in designing, creating and customizing your corporate web site and store front.
Starts at $11,000

Website to ERP Integration
Websitepipeline
www.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


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 month


POS system
Retail Anywhere
www.retailanywhere.com
Utilizing web services to support near real-time, bi-directional integration with NetSuite, Retail Anywhere POS
is a full-featured NetSuite POS solution, guaranteeing retailers a reliable and proven solution that allows for
choice, scalability, and a high ROI.
Custom Pricing

DCAA compliance
Daston
www.daston.com/dcaa.htm
Using NetSuite’s integrated ERP/CRM solution, Daston has helped many organizations move away from their
legacy on-premise solution, including government contractors that need to comply with DCAA accounting
regulations. Daston has extended NetSuite’s functionality by developing the DCAA-On-Demand solution
for NetSuite which automates much of the strict project costing, book keeping, and time keeping needed
by government contractors. Daston’s DCAA-On-Demand product resides within NetSuite and requires no
installation or any hardware or software by the end users.
Custom Pricing

CRM - Sage
Social/Sales Intelligence
InsideView
Sage SalesLogix
www.blytheco.com/insideview
SalesView maximizes sales team productivity by delivering a one-stop shop for your prospecting needs and
accelerates 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 you
know” tightly synched with “when and where you should know it”. You need to be able to combine the best
enterprise information sources with the best insights from social relationships to identify the right opportunities
at the right time and determine the right people.

$29 - $99 per user per month

Monitor/Alert/Report/Update
Knowledgesync
Sage SalesLogix
www.blytheco.com/knowledgesync/
Monitor your business data, automate the production and delivery of documents and automatically trigger
workflow to update applications, schedule tasks and move information between systems.
Starts at $1,995


Business Process Management CRM Sage Cont.
TaskCentre
Sage SalesLogix
www.blytheco.com/taskcentre
What do you want to Automate? TaskCentre is a business process management suite that offers workflow, advanced business
alerts, document automation and integration. TaskCentre takes an everyday manual repetitive process and automates it
according to your business rules. Some of the benefits of using TaskCentre are: Frees up employee time; Ensures that
customer service requests are responded to quickly and effectively; Gives real time visibility of critical information; Lower
operational costs and Greater Agility

Starts at $3,750

Marketing Automation
SalesFusion
Sage CRM, Sage SalesLogix
www.salesfusion.com
SalesFUSION is an enterprise b2b marketing automation software platform designed to support the business, technology
and process needs of B2B marketers. SalesFUSION is the only marketing automation software built on top of a traditional
CRM database. As such, we specialize in integrating key marketing and lead generation processes to your installed CRM
system. With broad features ranging from email marketing, nurture marketing, landing pages, social media publishing, lead
scoring and website visitor tracking, we are well-positioned to support your multichannel marketing needs.

Starts at $550 per month

Email/e-Marketing
Swiftpage
Sage SalesLogix
http://www.blytheco.com/saleslogix/saleslogix_emarketing.asp
Sage 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 campaigns
and view history, interactions, and results -- all from within Sage SalesLogix. Reports show open and click rates and trends
over time so users can understand which campaigns bring the most success. And, Sage SalesLogix E-marketing is powered
by Swiftpage so emails are sent out through their powerful and reputable servers ensuring users remain compliant with the
latest spam laws and increasing the likelihood that communications will reach their intended inbox.


Sage CRM integration to ERP
Greytrix
Sage CRM
www.greytrix.com
Integrates Sage CRM with Sage 100 ERP giving you a bi-directional flow of information between CRM and ERP in real
time. Access the latest/added accounting information like Customer details, Sales Orders, Invoices, frequency and payment
information of Customer from within Sage CRM.

Starts at $800


Customer Data Integration
Inaport
www.inaplex.com
Inaport is the premier customer data integration tool from InaPlex. It moves data between your CRM system and other data
repositories 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 $1,799

Computer Telephony Integration
QGate intelli-CTi
www.qgatesoftware.com
intelli-CTi delivers tangible productivity enhancements and is used by thousands of SalesLogix and Sage CRM users
worldwide. Fast, error-free dialing and caller identification shaves vital seconds off every call, meaning hours across the
whole infrastructure and reductions in your business overhead.

Starts at $4,400

Project Management System
TimeLinx
www.timelinxsoftware.com
For companies that need to track more than just customer relationship information, TimeLinx Web, LAN and
Mobile 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 - Sugar
ERP Integration
Faye Business - Sugar Connectors to ERP
www.fayebsg.com/sugarcrm-home/sugarcrm-integrations
Integration between ERP and CRM can help you close the gap between prospects and customers, and help
meet your business objectives. SugarCRM integrates with Quickbooks, Sage 100 ERP, and more.

Starts at $1,499 per year


Social selling CRM Sugar Cont.
Share2b
www.share2b.com
Share2B 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 share
information about customers in Share2B with colleagues or external experts. Missed opportunities are therefore a thing of
the past. The Sales team is always right in the picture if an ideal opportunity to close a sale presents itself.

$12 per user per month

VoIP call center solution
NewBridge
www.blytheco.com/newbridge
Newbridge offers our clients a comprehensive hosted and managed Cloud Call Center Solution. Newbridge
melds managed customer experience solutions with the benefits of state of the art, customized technology.
$99 per user per month

ERP Integration
Starfish ETL
www.starfishetl.com
With pre-built maps and connectors to many databases, ERP systems, email clients, website and mobile platforms, Starfish
ETL™ automates the integration, importing, exporting and data sharing process seamlessly. Push, pull or synchronize data
from Sage 100 ERP (formerly Sage ERP MAS 90 & 200) to SugarCRM for a 360 degree view of the customer.


SalesFusion
www.salesfusion.com
SalesFUSION 360 is a SaaS marketing automation & demand generation platform built with B2B marketers in mind. Easy to
use and adopt, yet powerful enough to manage complex marketing needs of large enterprises, SF360 is the right solution
for companies who are looking to improve their lead to sales management processes.


HubSpot
www.blytheco.com/hubspot
Attract scores of high-quality leads with blogs, social media and search. Nurture sales prospects with the right content at the
right time. Measure it all. HubSpot makes it possible.



HRMS
Outsource payroll
CompuPay
www.blytheco.com/sage-hrms/compupay.asp
Sage Partner CompuPay is one of the country’s leading experts in payroll, tax filing and HR-related services. The company
has become a major force in the industry by tailoring innovative, cost-effective payroll solutions for small and mid-sized
businesses in all 50 states.

Custom pricing

Time collection
Insperity Timestar
www.blytheco.com/timestar
Payroll 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 the
right hours, in the right place — and are accurately compensated for their time.

Custom pricing

Recruiting Management
Cyber Recruiter
http://www.blytheco.com/cyber-recruiter
Effectively manage and communicate during the entire recruiting process with Sage HRMS Cyber Recruiter by Visibility
Software, a Sage Endorsed Solution to help fill open positions more quickly and efficiently. Recruiters, hiring managers, and
their staff can focus more on core recruiting activities while eliminating administrative tasks.

$6,700/20-150 employees

TalentManagement
PerformancePAM
www.blytheco.com/sage-hrms/PerformancePam.asp
PerformancePAM is the premier talent management solution designed specifically to work with Sage HRMS. Performance
PAM is developed with direction from HR professionals resulting in a system that encourages employee development and
increases workplace performance and satisfaction.

Starts at $14,000 / 300 employees


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.

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.



BOOKREPORT
by Geni Whitehouse

T 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. He
offers tips from Aikido, psychology, and the mindfulness practitioners as alternatives to the wrong
things 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.


CUSTOMERPROFILE

Timeless Precision Delivered at
Kramer and Frank

by Sierra Workforce
by Alicia Anderson

A 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 time
worked must be kept. When Denise Sparrow, Chief of Operations, needed a precise
timekeeping solution that was capable of handling exact time and attendance
requirements, she reached out to Sierra Workforce Solutions.
The challenge of managing employee’s time daily was complex export code requirements, Sierra’s proprietary
especially 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 to
and handle the employee’s varying workload schedules any accounting and payroll application and works with
of 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 Frank
to 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’s
with Sierra to plan and subsequently orchestrate a needs with ease,” states Leonard Ramirez, Director of
seamless implementation. Sierra’s dedication and Operations at Sierra Workforce Operations. “Kramer
assignment of resources proved to be invaluable from and Frank’s complex accrual requirements were the
a customer perspective. They tackled the complexity of challenge because with different employee types
our 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 SICK
has 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 of
and Frank, P.C. providing knowledgeable support quickly whenever it
TimeMaster Web was an excellent fit for the law was needed. With Sierra’s 95% customer satisfaction
firm. Capable of handling complex milestones with rating and 97% customer retainment rate year over
probation, carryover, and paid/unpaid lunch policies, year, Kramer and Frank found what they were looking
it was able to reflect the benefits and culture Kramer for. Sierra Workforce Solution’s 25 years of successfully
and Frank wanted to provide their employees without delivering workforce solutions and integrations was an
compromise. intelligent choice.
Kramer and Frank had the need to export employee time
and attendance data to their Sage ERP 300 (formerly
Accpac) accounting and payroll system. Complicated by


25 years of successful integrations

Time & 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.com

Geni Whitehouse
SPEAKER AUTHOR
CONSULTANT NERD
She’s been called the “comedian CPA.”
A self-proclaimed nerd, experienced software
executive and former CPA firm partner,
Geni Whitehouse has made it her mission to
eliminate 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


5564 Hilliard Rome Office Park
Hilliard, OH 43026
877.462.5984

Process Produces
Performance
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organization, the need to understand and optimize
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Bellwether - A Blytheco Magazine | First Quarter 2013

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