The sales pipeline: for most Dynamics 365 for Sales users, it consists of a list of accounts, opportunity forms, and maybe a list of standard activities for each phase of the pipeline.
But there are literally dozens of technologies to aid sales managers, reps and marketers with generating better leads, improving win rates, accelerating deals and expanding margins. If you're not using them, then you're like a carpenter that isn't using power tools.
In this article, you'll learn about some of the more important solutions to further automate your selling process.
Finding and qualifying leads is critical for any sales process. Options for building lists and enhancing them with data include:
On top of these, there are numerous industry specific databases ranging from new construction starts, to restaurants, hospitals, and government projects going out to bid. Whatever your industry is, there's at least one custom database that you should be exploring and integrating into your CRM. And don’t overlook other public sources such as local business lists, press releases, and more.
Fully leveraging these might require an individual dedicated to data analysis to enter, research, and clean data. If you don't have one on your team, make sure you partner with someone who does.
Got a list of leads from one of the above sources or from a recent trade show? The next step is to get it imported into CRM.
The problem is that the native import features either import everything (including duplicate records) or nothing (duplicates are blocked, but they may contain additional important information). Import solutions include:
The leads that convert at the highest rates are the ones who are looking for your services. To find them, you need a great content marketing strategy (blogs, social posts, webinars, events and public speaking, etc.), an outstanding website, search engine optimization, referrals, partners, pay per click campaigns, and great networking processes.
Most marketing departments generate far more leads than the sales team can possibly follow-up. And sales teams want to focus their time on the leads that will deliver the greatest bang-for-the buck.
Now those precious leads are in the hands of the sales team. But they need further qualification and nurturing to get them through the pipeline. Sales skills are critical, but they're not enough in today's world.
All of this is just the tip of the iceberg in terms of what you can do with the Microsoft product line and third party applications.
Where is best place to start? Great question, and the answer depends on which parts of the process are the biggest gaps for you. The correct answer is never, "turn them all on and see how it goes." Be strategic. Evaluate your processes and gaps. Choose a single area and start a cadence where you will introduce new approaches on a quarterly or bi-annual basis.
Want to dive deeper and ask questions in an open forum? Join us on on Sep 14 at 1pm EDT for a webinar (or signup to get a link to the recording).
Want some help with prioritizing and planning sales process automation tools? Contact C5 Insight today.
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