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See your organization thrive! Improve the customer experience by keeping your sales, marketing
and customer service teams on the same page. 

Dynamics CRM Updates: View our Video Library

2/16/2021

 
Dear Bob,

Where can I get the latest insights as to what changes and enhancements are coming down for Dynamics 365 CRM?

- Jackie 

Dear Jackie, 

We maintain a video library on our website - check out the Dynamics 365 CRM Coming Soon tab. 

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How poor lead tracking is hurting profit margin

12/8/2020

 
shake your money tree
Dear Bob,

We spend a good deal of resources generate leads for our sales team only to see that the leads are not being followed up.  How do I get my CEO to get the sales and manger managers in the same room to make lead follow up a priority?

​-- Jane
Dear Jane,

There are two primary reasons that lead follow up doesn’t happen. First, the leads are not what I would call Marketing Qualified. Second, there is not enough vision by the CEO, CSO and CMO into what is happening with leads, or better yet what is not happening.

Marketing Qualified Leads

​
Account managers will focus on efforts that put dollars in their pocket. As marketers we must recognize that is a truism. As such, marketing must make any leaded passed on an account manager as qualified. Marketing Qualified means that a lead meets the qualification you have for industry type, size, product and whatever sales has provided you as the top three items that a good lead must contain. And that you have included this information with the lead as well verifying the company name, website, and phone number. 


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Dynamics 365 Lead Management: A CEO's Dilemma with Prospecting

10/20/2020

 
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Dear Bob,​
My account reps just don't prospect or even follow up on leads we provide! What can I do?
- Barb

Dear Barb - 
​
One of the challenges that we often see from a CEO is really trying to drive account managers to do prospecting and to reach out and follow up on leads.

​A CRM system provides vision into what is happening, or not happening with leads provided to the account manager as well as vision of the sales VP and CEO.  

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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
​


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 Your Clients Know the Cost of a Lead?

7/11/2018

 
Cost of a lead?
Leads can come in many ways; website, referral, trade show, direct mail, email drip and even an account rep prospecting. But if we don’t know the sales return from each or the cost of each, how do we evaluate where to invest a limited marketing budget?

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Are Sales and Marketing Still Not Aligned

10/9/2017

 
I have written before regarding the sales growth value of getting your sales and marketing teams on the same page. This is an effort that can’t be left up to sales or marketing alone, it is too important to the organization and must be monitored at the CEO level.
  
InsideView does an excellence job in the following infographic to highlight what current leaders are doing to get things right.  Point number 6 – “Align on Pipeline” is the element I like the most. By emphasizing the sales pipeline you should expect alignment on lead and nurturing campaigns throughout the sales process. This approach will help drive greater cohesion between both team leaders, as well as provide account reps with advanced insight into the contribution of the marketing team.
​

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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 Sales, Service & Marketing
    • Marketing Automation
    • Dynamics for Hospice
    • Dynamics 365 Quality Assurance
    • Dynamics 365 Fundraising and Engagement
    • Dynamics 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