Wine. I love it. And I love visiting wineries whenever I can. Wine and wine making are such rich sources of history, have an element of the artistic, and just feel closer to the basic and raw elements of the earth. Like farming, there are a lot of simple lessons in wine making that apply to everything else in life.
But the lessons learned when my wife and I visited a wine maker on a recent trip still came as a surprise – I wasn’t expecting to see the connection between making wine, and improving customer relationship management (CRM) projects with solutions such as Microsoft Dynamics CRM and Salesforce.com.
Let’s face it, customer relationship management applications can be confusing. There are lists of lead, accounts, contacts, opportunities and – in some cases – other things like products, quotes and orders. With all of these things you can do, we are frequently asked, “where do I begin and how do I start each day with my CRM application?”
The answer is simple … but how you arrive at the simple solution takes some discipline.
It costs about 7 times more to win a new customer than it does to retain and grow a relationship with an existing customer.
But most Sales Reps receive very little training on how to prioritize different customer relationships. Just a little bit of work with your customer relationship management (CRM) system can mean a boost of 10% or more to standard commissions – and to overall sales!
Microsoft has added a lot of functionality to CRM since version 2011. If you’re on Microsoft Dynamics CRM 2011 (or earlier), Dynamics CRM 2013 or are on Dynamics CRM 2015 but have not yet applied Update Rollup 1, this article provides a useful list of resources to help you understand the new benefits for your users.
Inside Sales teams are rapidly replacing traditional sales teams. This approach to sales is resulting in significant productivity gains, improvements in responsiveness to prospects and customers, and cost savings. It also introduces an ability to have a much tighter and more buyer-driven sales process. But it also requires some rethinking of the tools used in CRM to support the sales function.
Activity planning and management is one of those areas. Learn how queues can boost the productivity of the Inside Sales team.
Did you know it takes an average of 7 contacts to convert an unqualified prospect into a sales qualified lead? And did you know that 60%-95% of sales leads are never worked at all? That’s a huge amount of untapped potential!
In this article, we will look at the "3 C's" of lead management using customer relationship management.
If you’re not using CRM as a tool to plan your day, week, month – or more – then you’re missing out. You’re leaving valuable referral sources in the cold. You’re letting opportunities slip through the cracks. And you’re letting your competitors snap up your best customers.
This article takes a look at how to use CRM as a planning tool.
The days of the production-line worker, the inbox/outbox process and any other repetitive task for humans to perform – are vanishing quickly. With automation, apps and robotics replacing humans at an unprecedented rate, our ability to collaborate to innovate, inspire, inform and to discover new insights might be one of the last ways to differentiate human labor from an automated workforce. But there is a problem. Most organizations have only a vague notion of how they are doing with social collaboration – let alone a vision and measurable goals for how they will make improvements.
If you’ve started to track contacts, accounts and your pipeline in CRM, then you’re ready to start tracking activities too. Most CRM solutions provide a way to track activities such as calls, appointments, emails and tasks. This article provides some quick tips for tracking your activities.
One of the most important benefits of a CRM solution is that it allows a Sales Rep to track their pipeline. Sadly, this is also one of the areas that many organizations tend to make overly complicated and so painful, that reps often revert back to using a legal pad. This article will provide some tips for using your CRM solution to track your pipeline – and why this is important – regardless of the condition of your CRM solution.
Are your customer care or inside sales reps straddling CRM (customer relationship management) and ERP (enterprise resource planning, or accounting) systems in order to get their jobs done? Is it slowing them down? Are they missing opportunities to collaborate with your field sales reps because they don't have enough time to keep things updated in CRM? Are your outside sales reps asking for more information about order history to be visible in CRM?
Many improvements to Dynamics CRM were announced last week at Microsoft Convergence 2015. But CRM isn't really just one application anymore - there are a host of things that companies need to consider in order to work together better both externally with customers and internally with employees who are striving to serve those customers. This article looks at recent and upcoming improvements to Microsoft Dynamics Marketing (MDM), Social Listening, Parature and Unified Service Desk; as well as some of the more standard products such as Excel, SharePoint and Outlook.
Get ready ... CRM 2015 just came out, but the spring release is just a few months away. Microsoft is including a lot of new features in this release that you'll want to take advantage of including: new (easier) navigation, OneNote integration and Power BI dashboards.
A lot of exciting information is being shared this year at Microsoft Convergence in Atlanta, GA. This post summarizes the highlights of day 1, with a focus on the sessions that discussed working together better inside and outside of the organization - customer and employee engagement. We will pay particular attention to the discussions around collaboration in this post.
Looking for a way to expand usage of your company's CRM? Here's a simple idea: commit to making it the one and only place that you use to manage your list of contacts. It sounds simple, but it's amazing how many contact lists are spread out over a pile of business cards, in our mobile devices and handwritten on notepads. This article shares some practical ideas on how to get all of your contacts into CRM.
Does your organization have a CRM system, but you struggle with making it a useful tool for getting your job done? You're not alone! Sales Rep CRM Quick Tips from C5 Insight are an ongoing set of 5 minute tips that a Sales Rep can use to transform any CRM solution into the most valuable tool in their personal sales toolbox.
In spite of what you may have heard from CRM software vendors, a customer relationship management system is not a "shot in the arm" or "30 days to productivity". In all but a few teams (those that are highly process-driven) a CRM project takes time to fully adopt.
There is a lot of discussion about collaboration in the workplace, but little explanation as to why it is becoming increasingly important. This infographic explains the four primary business-drivers behind the movement towards collaboration between employees, customers and suppliers.
Meet Cortana, your new CRM personal assistant.
This is the sixth and final part in a series exploring the upgrades available when moving from CRM 2011 to CRM 2015. In this article, we will be looking at the new mobile versions of CRM as well as some of the improvements to other products such as SharePoint, Yammer, Lync and Skype. Included in our discussion will be an overview of Cortana - Microsoft's new voice-activated digital assistant - and how she gives you voice access to create and lookup records in Microsoft Dynamics CRM 2015.
If you’re still using Microsoft Dynamics CRM 2011, now is the time to consider an upgrade. With CRM 2015, you can teach your CRM to do all sorts of new tricks that will make your team more productive. In this article we will look at the new administrative features that you can use to expand what your team can do with CRM. Don’t worry, we’re not going to get too technical.
This is the fourth in a series of articles discussing the CRM upgrades available to organizations who are on CRM 2011, and are considering the leap to 2015. This entry takes a look at the new functionality specific to the sales, service (aka customer care, inside sales, customer support) and marketing. All three of these functional areas received upgrades in both CRM 2013 and again in CRM 2015. That's a lot to cover - let's dive in!
If you're upgrading from CRM 2011 to CRM 2015, there are some game-changing upgrades to the user experience that will radically improve your teams performance, and your ability to ensure that everyone is using a consistent (but flexible) process.
Still working with CRM 2011? Working with CRM 2013, but wondering if you should go ahead and jump to CRM 2015?
This blog series outlines the many upgrades available to you by upgrading to the latest version of CRM 2013 - the latest version of the MIcrosoft Dynamics CRM application. The upgrade is due to be released in December, 2014.
The complementary paper includes over 12 years of research, recent survey results, and CRM turnaround success stories.
This 60-second assessment is designed to evaluate your organization's collaboration readiness.
Learn how you rank compared to organizations typically in years 1 to 5 of implementation - and which areas to focus on to improve.
This is a sandbox solution which can be activated per site collection to allow you to easily collect feedback from users into a custom Feedback list.
Whether you are upgrading to SharePoint Online, 2010, 2013 or the latest 2016, this checklist contains everything you need to know for a successful transition.