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and customer service teams on the same page. 

Sales Process – Do you really have one?

9/15/2022

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As we determine the deployment requirements for Dynamics CRM, one of our first discovery questions we ask for is a copy of the sales process. It is still quite surprising how many organizations do not have a documented process. We are often told that sales process is something that “all the account managers know”. Sometimes there might be an elaborate Visio diagram tucked away, out of sight, generated by a previous VP of Sales, which outlines an unusual number of steps, however, today no one on the sales team is aware of or following. Even when a sales process is unearthed, quite often there is no role for marketing in the process.
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According to Objective Management Group http://www.objectivemanagement.com/ 92% of the companies whose sales force they evaluate have ineffective, incomplete, non-existent sales processes, or sales processes that their people don’t follow.

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3 Blind Mice - A Technology Tale

9/9/2022

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3 Blind Mice - A technology Tale
Once upon a time...

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Three Type of Dynamics CRM System Failures (and How to Correct)

12/10/2021

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There are three types of Microsoft Dynamics CRM failures that I have encountered:

  • Complete CRM Failure
  • CRM Doesn’t Meet Expectations
  • CRM has untapped potential
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Notice what I didn’t mention – Picking the wrong CRM system.
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Very seldom does a Dynamics 365 CRM project fail because the wrong CRM software was selected. Especially when that software is Microsoft Dynamics 365, one of the most modern and versatile CRM solutions on the market today. The problem I see most often is that Dynamics CRM has been implemented as a technology project and not as a change management effort. 


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Not Enough Time in the Day

10/12/2021

 
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Dear Bob,

As a national sales manager, I have a full-time job already. While recognizing that using a CRM is an evolving tool where users need to be given direction and and behaviors that I want must be monitored, I am just not finding the additional time in my day. I tend to only focus on how Dynamics is working just before each quarterly sales meeting. In that sales meeting, I bark out directives on how we are going to start using the tool more effectively. What should I be doing different?

- Jon


Dear Jon,

Your first step is to change your mindset about how you and your team use Dynamics CRM. It is not an add-on task for you or your team. Rather it is your primary sales process and management tool. 

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Giving Your Customers a Voice

9/14/2021

 
Dynamics 365 Customer Voice
Bob,

Is there a way in Dynamics 365 connect a survey tool to our CRM contact data and use a workflow to send out an email survey in follow-up to customer service calls?
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- Mary Ann

Dear Mary Ann,
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Absolutely, in fact there is a better way. Your Dynamics 365 Online application delivers with a module that you can use not only for case follow-up but other surveys that will help you understand customers’ needs and if you are measuring up to their expectations. Dynamics 365 Customer Voice is a much overlooked, but highly effective application that ingrates with your CRM contact data.  


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5 Questions to Determine if Your Client Needs a CRM Tune-up

9/8/2021

 
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:
 
  1. The average revenue generated per lead closed?
  2. Their win/loss ratio on quotes?
  3. Why and to whom do account managers lose sales?
  4. Which account managers are not following up on marketing leads?
  5. The length of time a key account has a service request open?

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3 Compelling Reasons Why Dynamics Makes You a Smarter Marketer

10/5/2020

 
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​Dear Bob,
 
What is the best way my customers can use CRM to be better Marketers? 
 
- Jane
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Dear Jane,
 
It’s not hard to see why CRM data, made up of customers, prospects and influencers is the most important marketing asset. After all, how can a marketer be successful without the right data? And how can a marketer discover or fine tune a message without insight into behaviors and their service needs? But, keeping this data organized, current, and easily accessible for every relevant team member, throughout an organization, can still be a massive challenge.
 
A versatile, robust CRM system is still the best way to store, manage, and use critical customer data for sales AND marketing. However, many marketers who invest in a CRM system fail to fully capitalize on its marketing value.

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Do You Really Need Dynamics CRM to Grow Your Business?

3/22/2017

 
Dynamics CRM
Many companies don’t appreciate the value of a CRM system until they understand its pivotal role in closing more sales. CRM’s virtues are not always apparent unless one is intimate with the ins and outs of how business gets done in the organization.


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3 Steps to Accurate and Insightful Sales Forecasting Using Dynamics 365/CRM

3/2/2017

 
Dynamics 365
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.

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  • Home
  • Services
    • CRM Implementations
    • Dynamics CRM Rescue
    • Dynamics CRM Support
    • Dynamics CRM Reporting
    • CRM Manager
    • Formstack and Dynamics
  • Solutions
    • Dynamics 365 CRM
    • CRM for Nonprofits
    • Marketing Automation
    • Project Operations
    • Power Platform
  • Resources
    • Dynamics CRM Coaching
    • Dynamics CRM Blog
    • Videos
    • Guides & Ebooks
    • Dynamics CRM Quiz
  • Why InfoGrow
    • Our Approach
    • Our Pledge
    • Our Story
    • Careers
    • Our Clients
    • Alliances
  • Business Partners
  • Contact Us
  • Schedule FREE Review