Happenings September 16, 2023

    In this issue:

• National Day Spotlight
• Dad Jokes
• Customer Spotlight
• ISV Addon Spotlight
• Acumatica User Tip
• Sales 101
• Events, Blogs, Movies

The purpose of a newsletter is an opportunity for the ASWi team to provide you and the rest of our clients with information on all the new ASWi and Acumatica related things (or “happenings”) that you may not otherwise be aware of.

Please feel free to share this newsletter with any/all of your team. Pease let me know if anyone on your team who would like to be added to the mailing list for the next issue and removed.

“Holy green guacamole!” Selena

Happy Guacamole Day!

Guacamole brings together some of my favorite fresh ingredients into a delicious mixture: avocados, lime juice, cilantro, tomatoes, onions, hot peppers, and spices such as cumin, chili powder and salt.

Avocados are a “superfood”, so there’s no need to feel guilty indulging in this flavorful dip that packed with good fats and nutrients. It’s easy to make, so celebrate National Guacamole Day by putting some on your breakfast tacos, add it to a salad for lunch and cheer on your favorite team today by dipping tortilla chips into it during the game.

There are approximately 6.02*10^23 guacas in guacamole. This is known as Avocado’s number.
Note: if you got this joke without having to look it up, you have taken a LOT of math classes!

Son: Dad, Mom just spilled the bowl of guacamole!
Dad: Guacward.

Q: How do robots eat guacamole?
A: They dip computer chips into it.

Q: What does the Pope dip his tortilla chips into?
A: Holy guacamole.

Dad: Just remember, Son, people are a lot less judgy when you say you at an “avocado salad” instead of a bowl of guacamole.

Q: What do you call guacamole that won’t talk to you?
A: Incommuni-cado.

I wanted to drip to the grocery store to buy some guacamole to celebrate National Guacamole Day but I didn’t avocado.

EBizCharge by Century Business Solutions is an Acumatica certified PCI compliant payment application, natively built within Acumatica, that allows users to process credit cards, debit cards, and ACH checks within Acumatica.

It streamlines the accounting process and makes accepting payments simple and affordable. Users can access unlimited transaction history, generate custom reports, view their daily batch, and easily issue credits and voids.

Here are two great features of EBizCharge:

eMail Pay
eMail your customers an invoice directly within Acumatica Cloud ERP that has an embedded payment link, enabling them to pay from anywhere and on any device. Of course, the invoice can be personlized tohave your logo and colors included.

Customer Payment Portal

Give your customers an easy way to view, pay and report on their invoices from you at anytime with any device that will supporta web browser. Customers can pay with credit, debit or eCheck. Their preferred payment methods can be saved for convenience.

If you would like to learn more about EBizCharge, please reach out to Keith Wood, our Customer Success Manager at keithw@aswius.com or(717) 581-1226.

These features were added to the 2023 R1 release of CRM:
• Streamlined Extension of Business Account to Customer
• Automatic Security Validation
• Related Activity Enhancement

Streamlined Extension of Business Account to Customer
Previously, a Business Account would need to be manually created and then extended into a Customer record, in addition to also creating an Lead, Contact, Opportunity or Quote. Now when you have created a Quote from an Opportunity and you are ready to convert it to a Sales Order, a Customer record will automatically be created using the Customer Class that you select.

Automatic Security Validation
Whenever you are either converting a Quote into a Sales Order or creating a Sales Order “from scratch”, Acumatica Cloud ERP is validating that the user attempting to create the Sales Order has the appropriate security to do so. If the user does not have sufficient security, they will receive a “pop- up” message referring them to your System Administrator.

Related Activity Enhancement
A “Related Entity” type and a “Related Entity” field to the Activity, email Activity, Task and Event forms within CRM.

For example, we can “connect” this Task to a specific sales Opportunity.

You can use your mobile phone’s facial recognition capabilities to log into Acumatica Cloud ERP on its native app for iOS and Android.

By Meredith Elliott Powell

Allowing your sales pipeline to go dry can jeopardize your income and force you into a reactive, stressful state of mind. But if you find yourself running against the clock and you need to make a quick sale, there are some strategies that you can take without sacrificing your integrity in the process.

Don’t Cut Off Your Own Lifeline
Okay, I will crawl down off of my high horse, and admit I get it, it happens sometimes. You get busy, you get stuck, and you get so consumed with taking care of existing business, you forget to go out and look for new business until it is too late.

Then there you are, it is the end of the month, end of the quarter, or heaven forbid end of the year, and you are seriously shy of your goal. What do you do? Where do you turn? You need revenue! You have bills to pay, a commission to earn. How do you find the quick sale?

Go For Gold
Take a look at your existing customer base, and ask yourself how well you know them and how well you understand their needs. Why?

Because there is gold in your existing customer base – gold in the sense that there are easy sales, and easy sales that have value for both you and your customer.

Can You Answer the BIG Questions? Let me ask you, do you know the BIG Ones? Do you know the big questions every salesperson should know about their customers?

• How does their business work? What exactly do they do?
• What are their biggest challenges?
• How has this economy impacted their business?
• Where do they see their business in the next five to ten years?
• What do they see as their biggest opportunities?

Take the time to make five calls this week, to any of your existing customers, and ask them these questions. Get the conversation going, and you will find enough products and services to fill your pipeline.

Your Alternate Sales Force
We all have those five or six customers that just love us. For some reason they love us, our staff, what we do, and they believe more in our business than we do. Save for our mothers, no one thinks we hung the moon more than these customers.

When your pipeline goes dry, you need to turn that support into more than just sheer admiration. Sit these folks down, and ask for their help. In today’s economy, our advocates’ sales power is far more impactful than ours. What may take us eight to ten times to close a deal, they can do in two.

Look In The Mirror
I hate to tell you this, but if you have been in sales longer than one year, you have left sales on the table. You did the hard part: You made the initial call, had the conversation, followed up once or twice. But then you gave up because the prospect didn’t bite. Now, we all know most customers do not buy without at least seven to eight touches, yet more often than not we give up at two or three.

The good news is, if we left sales on the table, then they are on the table just at a time when our pipeline is dry. So now is the time to pull out a mirror and take a good hard look at the sales calls you have made in the last year. Look closely, and choose 10 or 20 who deserve a follow-up call.

The Big Sweep
You guessed it, now it is time for the big sweep. A whole week of follow-up calls. Just let those prospects know you are getting back in touch with them, seeing what has changed or is new in their business, and you have a few ideas for how you can help them.

In today’s economy, if you do not learn to master follow-up, and consistently practice the BIG SWEEP, you are leaving sales consistently on the table and making sales a much harder process than it has to be.

Change Your Lifestyle
There you made it. Your pipeline is full again, and this crisis has been avoided. Now, do not rest on your laurels, get back in the game, and change your lifestyle.

An empty pipeline, combined with a big goose egg where closed sales should be, never feels good. So get that stress out of your life, follow these steps and start making sales calls every day.

Never Sacrifice Your Integrity
Now again, I am not in any way advising you to get yourself into this pinch, but I do get it, and have been there myself. These are the strategies, ideas, and tips I use to fill my pipeline, when I need a quick sale.

What I love about these strategies is that they may produce quick results, but never ever at the expense of your integrity as a sales person. No matter how dry your pipeline you can never sacrifice that.