Generating leads and acquiring new customers is the lifeblood of every organization. Many organizations believe that satisfied customers and referrals are their best sources of leads. That’s certainly a sound principle and something to strive for but unless you’re measuring and tracking where your leads are coming from, this belief is anecdotal and little more than company lore.
Get the Facts
In general, leads are generated by many sources: marketing, self-generated by sales, or referrals from clients, employees, vendors, and business partners. Without thoughtful plans and campaigns to engage with and cultivate these lead sources, it’s easy to lose control over what lead source works best and your ability to meet goals.
Give some thought to these best practices, and you’ll quickly see gaps that need to be addressed.
Track and Measure in CRM
Microsoft Dynamics 365 has several mechanisms for tracking and comparing actual lead results to your lead source goals. Follow these steps to set up all needed elements and ensure meaningful and accurate analysis.
The proof around your efforts is identifying which lead source tracks best from opportunity through to sale.
Act to Improve Results
The CRM analyses of the above data are simple and straightforward and provide many opportunities to put their results to good use.
Apply these best practices to gain control over lead generation and improve its effectiveness in helping your find your best customers. To get the most value from Microsoft Dynamics, consider InfoGrow’s personalized services for coaching, process improvement, and ongoing support. Contact us to discuss how we can help!