InfoGrow Blog

​Dear Amy,
I am sure you have heard the saying – You can lead a horse to water, but you can’t make them drink. 

Your efforts need to be focused on the “What’s in it for them” approach.  Package your training and communications on what the benefits are and productivity savings they get out of using CRM.  

​Most CRM systems fail because upper management, IT, marketing, sales, customer service, and others who use the software do not establish clear, well-defined, measurable goals. Consequently, it can be difficult or impossible to determine the effectiveness of a CRM system.
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This happens because CRM is often thought of as a technology solution for a company's business; however, CRM is a really a business solution.
 
Even if when your company deployed CRM you did not have defined measurable goals or had ill-defined goals, you can “mend" a failed CRM, in four simple steps.

What an interesting week we had. It just underscored how important it is to approach working Dynamics 365/CRM from a process and change management vantage point rather than as a technology. We saw the following:
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• Manufacturer with 30 account reps > They knew that they were missing something for getting the value out of their CRM and Marketing Automation system.  InfoGrow stepped in with an assessment and found that their system had been configured wrong.  Not only was it costing them money with web form hosting and significant additional database space charges, it was costing them productivity time due to poor performance and account rep confusion.  We made the necessary corrections and are building them a roadmap for the next 12 months to guide their maturity with Dynamics and ClickDimensions. 

What is so special about Marketing Automation vs. continuing to drop bulk emails?
-- Amy
 
Dear Amy,
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If you are concerned about the low click-rates of your bulk emails, or being seen as a spammer, or your messages always only “selling” this week’s special offer, then you might want to look beyond bulk emails and at marketing automation.  

​Want more and better leads? Of course you do!
 
The key to getting rock-solid sales leads is understanding your best lead sources – and how you can find more prospects just like your best customers. Customer relationship management software like Dynamics 365 for Sales / Dynamics CRM can help you:
 

• Identify your best lead sources
• See the big picture
• Accelerate the sales and marketing process

 
If you’re in a sales management or executive position within your company, see if you can easily answer these three questions: