What questions can you use to help determine if a client needs their CRM Refreshed?
A good starting point for a conversation is asking the CEO/Owner how well is their current CRM system telling them:
I need to flush out the details of our customer's sales process with their team, how do I get started?
Jack, National Sales Manager
It is great that you are thinking about getting everyone rowing in the same direction. Establishing sales stages and writing out clear definitions of what is expected to happen in each stage provides everyone with a common language for discussing opportunities in the pipeline. It will cut down deals getting lost and account managers “blowing smoke” about closing statuses.
You’ve heard that old saying “You can lead a horse to water but you can’t make him drink”. I often hear managers complain that their CRM doesn’t work because they don’t have enough user acceptance. Well “leading a horse to water” is the same type of dilemma.
Two basic principles must be in place to achieve user acceptance of a CRM system.
“What is in it for them” is all about giving the end-user what they need to be more productive. Dynamics 365 CRM can’t be laid on as more work. It must cut down work and make it easier for the end-user to do their job. You reduce their daily tasks and deliver in one place the information that they have been scrambling to collect from other sources. You achieve this first principle and you will have a CRM system that can’t be pried away from users in six months.
Most customers who have, or are looking to purchase a Dynamics CRM system are looking to achieve basic results which boil down to two frequently stated objectives: retain current customers and acquire new customers to power growth. Both of these objectives rely on extensive understanding of customer relationships grounded in business data such as account details, sales history, end use information, industry assessment, response to campaigns, etc. If the business does not win through the transformation of time-sensitive management of this data to systems that provide not more data, but useful information and insights, they will lose to competition who are leading in this strategic approach. If your customers are not moving to this new business reality, then they are falling behind.
Marketing Automation's False Start
At first sight, marketing automation is a very tempting and enticing tool. A platform that gives you the ability to reach your best prospects with the right message, at the right time, without manually having to kill yourself to do it! Seems like a no-brainer, so you sign up especially when linked to Dynamics 365 CRM. However, once the system gets installed and after a few email blasts are sent, a landing page is built, and the results come back mixed (and they often do), one of two things usually happens:
Accurate sales forecasting is essential to growing revenue and managing your business effectively. When you know the timing and amount of incoming revenue, you can plan and focus on the right business initiatives; budget and allocate resources appropriately; set organizational goals; and provide teams with priorities and guidelines for how they spend their time.