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:
If you’re in a sales management or executive position within your company, see if you can easily answer these three questions:
Question 1: What’s your best lead source?
Many companies don’t know the answer. While acquiring new customers is vitally important, understanding the source of your sales leads can be complicated, especially if you have a long, complex sales process.
How CRM Software helps with Lead Source Identification:
Microsoft Dynamics 365 has several features that help you track your lead sources and compare your results to your goals and expectations.
Your first step should be to establish your primary lead sources within CRM. In addition to traditional sources such as trade shows, banner ads, SEO and referrals.
Question 2: Which specific sales and marketing activities accelerate the sales process and increase sales conversion rates?
Your sales and marketing teams may tell you anecdotally how customers and prospects responded to a particular campaign, but can you see the bigger picture?
How CRM Software Increases Sales Insight:
In your CRM system, you can create deeper levels of detail for activities that produce large numbers of leads. For example, referrals could be broken down by customer, vendor, and business partner. Likewise, trade shows could include major shows that are a significant part of your event marketing strategy. To add insights to your analyses, CRM will aggregate this information in total and from a specific source. You can pull information into Excel or Power BI for even deeper analysis.
Question 3: Are your lead source expectations aligned with reality?
In general, leads are generated by many sources: marketing, self-generated by sales, or referrals from clients, employees, vendors, and business partners.
Sales management best practices recommend that you:
How CRM Software Helps Analyze Results
In CRM, you can establish your goals by lead source. You would then associate every new account or contact entered into CRM with a specific lead source. As that customer continues to engage, you see other touchpoints that helped progress the sale. You can then generate reports to analyze:
Now, instead of stories, you have evidence showing what works. The final step is to take action!
Act on CRM Insights
One of the ways that InfoGrow differentiates itself from other CRM implementation partners is that we really focus on helping our clients improve their sales results! Through our CRM Coaching and CRM Rescue services, we help you change your business processes to achieve your business goals.
We look at every stage of the sales process:
Explore InfoGrow CRM Services
We help companies just like yours – all over the country. We help clients with:
Not sure what you need? Give us a call at 330-929-1353, extension 224 and we’ll help you get your CRM project moving in the right direction. Yep. We’re the kind of company that still answers the phone.