“Your best ideas, those eureka moments that turn the world upside down, seldom come when you’re juggling emails, rushing to meet the 5pm deadline, or straining to make your voice heard in a high-stress meeting. They come when you’re walking the dog, soaking in the bath, or swinging in a hammock.” - Carl Honore.
Check out our blog to see the latest insights, ideas, and discoveries - and maybe even that eureka moment - penned by our very own Highland staff.
Choosing the right technology solution isn’t much different from choosing your plan of attack for baking a cake. Time, budget, flexibility, skill, and how willing you are to make (potentially costly) mistakes all contribute to the method you need to take when choosing the right technology for your company. So next time you’re in the market to invest in tech, as a team, make the decision: Do you only have time and money for the box mix?
Recently, I was watching an interview with filmmaker George Lucas where he was describing the intersection of art and technology, especially as it related to the making of the Star Wars movies. In the interview, Lucas stated, “You don’t invent technology and then figure out what to do with it. You come up with an artistic problem and then you have to invent the technology in order to accomplish it. It’s the opposite of what most people think it is.”
We set out on technology projects because we are after something that matters to our business: better reach, increased revenue, insight, efficiency or an enhanced customer experience. The project itself seems relatively easy to control. We can see the solution being built and view the status each week. Yet, while projects are a critical part of change, they’re only one part of getting to what matters.
As one of the most highly regulated industries in the world, healthcare providers must always be aware of the need for compliance, in day-to-day activities and in the business systems that support them. When it comes to CRM solutions for healthcare, Chicago turns to Highland Solutions
Think back about 10 years to a time when you carried a cell phone just to make calls and send text messages. You may have used the internet, but by the time a page loaded you could roast a Thanksgiving turkey. Clicking on a webpage link meant using the keys, hoping that you were actually clicking on the right link. You could take pictures, but they were the size of a thumbtack, and the quality was as good as the last episode of Lost. Pics required a magnifying glass for viewing, so you carried a camera as well. For travel, you were either cool and had a sweet GPS that almost looked like a second-rearview mirror, or you printed (on paper) the directions from Mapquest.
Sales life is challenging. Time-enduring tasks, such as cold-calling, are still common and dreaded. Sales people need a solid understanding of product offerings, services, solutions, and the prospective client’s business to build trust from initial contact. They are sensitive to the language in an e-mail or a phone call. They are concerned with talking to the right people about the right service at the right time. Each interaction counts and often feels like a make-or-break situation.
This is the time of year when many, including myself, reflect on the past year and take stock of how the events of our lives have allowed us to learn, achieve, fail and hopefully become more complete as a result of our year’s journey.
"Sales folks can no longer simply act as hunters; they have to act as fishermen. They have to study where their best prospects live, they have to discover which kind of bait attracts certain prospects, and they have to learn what tactics to use as a hook."
As a sales associate, what might be the most frustrating part of selling for you? Shelley Levene (played by Jack Lemmon) in the movie Glengarry Glen Ross, perhaps put it best: “The leads are weak.” It’s frustrating when the only information you have for a lead is a partial first name and a questionable phone number. Did the lead visit your website? Have they already read through marketing materials? You have no way to view their interaction history. So you browse your CRM or contact database to see if there’s a matching email address with the hope of introducing yourself there first. Alas, no information. You have to call. Then you check the next lead and find the same situation. The lead qualification process is extremely difficult if you’re not sure you’re working with a real lead from the get-go.
CRM SNAFU: Failure to Launch
Acronyms move into common language as a word when they offer a particular relevance and strike a nerve. According to the Merriam-Webster online dictionary, the word SNAFU is defined as "a problem that makes a situation difficult or confusing." Those of us with military experience remember the original meaning as Situation Normal, All Fouled Up. Either way, the word and the acronym point to a difficult situation that is made worse by incompetence; thus, SNAFU has made its way into the language of business professionals.