Senior Leaders: Improve Departmental Performance with CRM

,

 

The drivers of CRM adoption vary by department – here are some tips for each team leader.

You may be convinced of the case for CRM. But what about the people who work for you?

9 out of 10 companies of over ten people use CRM.

If you lead a team or department, you know it’s the people on those teams who’ll determine whether a CRM effort succeeds or stagnates. But too often, CRM is positioned as a mandatory take-it-or-leave-it to employees… without articulating how it can deliver better outcomes for their working lives.

Here’s how Directors and other C-level people like you can make sure your people know the size of the prize.

Read more

/by

Marketing Wins: Keep Your Customers Coming Back with CRM

,

A new blog on how the right CRM customer experience can retain customers, not just attract them. Read more

/by

Adopt Microsoft Dynamics 2016 to Improve Your Sales Visibility

,

Microsoft Dynamics 2016 updates drive extra sales by offering better sales pipeline CRM visibility and CRM insights.

When business leaders use the phrase “the story behind the numbers”, they’re not talking about the bottom line or the profit margin. Rather, they are asking what delivered those numbers – the actions and practices that led to success.

Why? So the business can do more of them.

How Microsoft Dynamics 2016 brings you the story behind the numbers

In today’s connected business, it’s software that delivers those stories – most frequently, CRM-savvy software like Microsoft Dynamics. The new 2016 updates serve to make the sales team even more competitive … by shouting those stories loud and clear from the sales pipeline. It’s about increasing visibility of your success!

So what are these updates? Let’s take a look.

Cortana integration: a helping hand for important questions

Microsoft Dynamics 2016 hooks up with Cortana – the Redmond giant’s software personal assistant launched alongside Windows 10. If you’re getting flashbacks of Clippy the Infuriating Paperclip, don’t worry – the new software is unobtrusive and general-purpose, answering problems rather than providing in-your-face advice.

Cortana integration lets you ask questions of your sales pipeline CRM in natural language.

A few years back, queries like “Show me all customers who’ve spent over £10,000 in all time but nothing in the last 12 months” needed report-generating skills. Today, salespeople can answer that question in a much more straightforward way, embedded within their everyday sales activities. Making it far more likely that illuminating questions have the opportunity to be asked.

Excel experience: keeping Excel in the loop

The 2016 updates also bring Excel into the mix – recognising that while the sales pipeline CRM in Microsoft Dynamics provides plenty of numbers, tried-and-tested spreadsheets are still widely used across all departments. Whenever you connect data, you add visibility.

The benefits add up wherever sales performance would be improved by information not stored directly within Microsoft Dynamics. Perhaps a shared spreadsheet contains forecasts for a prospect’s sector, or the prospect’s growth curve against its peer group? That information can make or break a sales call.

Marketing automation: linking Sales and Marketing

Sales and Marketing teams always want to strengthen their relationship – and new, tighter integration between Microsoft Dynamics and marketing automation systems help. Other updates let Sales not just connect, but collaborate with Marketing to gain richer insights about their  prospects while prioritising conversion of leads into actual sales.

A June 2015 Sales and Marketing Alignment Survey found that 73% of respondents felt Sales and Marketing alignment was critical to the overall success of their company… and yet only 17% of them were aligned.

This helps both teams achieve greater sales pipeline visibility and deeper customer insight.

On the go: CRM app for outlook

Microsoft’s strategy is to align with how and where salespeople want to work and in the new updates, they are delivering key sales capabilities within Outlook desktop and mobile browser, making it even easier to stay productive.

The Microsoft Dynamics CRM App for Outlook makes it easy to track emails, add contacts from within an email or even create new records to track emails against the browser on PC or Mac or mobile browser on the user’s phone.

This helps Sales to achieve greater sales pipeline visibility, wherever they are, whenever they need it.

And that’s visibility for you

Visibility can provide Sales with the ability to update their pipeline more meaningfully, reconnect with cold leads more effectively, and put far more information about their leads and prospects to profitable use.

So if your sales teams aren’t benefiting from increased visibility and integration with marketing, take a lot of what Microsoft Dynamics CRM 2016 can bring to the party. Even if you’re not using it already!

Takeaways:

  • 73% of a survey’s respondents feel that Sales and Marketing alignment is critical to the overall success of their company.
  • Gain sales pipeline visibility, better quality leads, streamline processes and more with a CRM system that enables improved sales and marketing integration.
  • Microsoft Dynamics CRM 2016 now offers machine learning intelligence with Cortana Analytics integration to enable your sales teams to work smarter while increasing cross-selling opportunities through improved customer insight.
  • A properly integrated and intelligent CRM system will not only encourage collaboration between sales and marketing, but enables sales to benefit from shorter lead conversion times.
  • Track the customer journey, and turn cold leads into hot prospects with a better understanding of what motivates each customer.

While Microsoft Dynamics 2016 updates can help your business, you should always use a system that gives you the best view of your pipeline. Find out how by watching this webinar: One Step Ahead: Getting your CRM Specification Right

One-Step-Ahead-Getting-your-CRM-Specification-Right

/by