After reading The Challenger Sale some of my concepts about sales were … challenged.
But after reading, discussing, researching and trying, I am now a believer. In the process, we developed a template that we use to develop our own Challenger Sale presentations. While we can no longer share the template with you, this blog contains a bit of information on creating your own template.
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Microsoft Social Engagement comes as an evolved form of Microsoft Social Listening, and the name change reflects a changed sentiment of the tool. It Is no longer about simply listening, Social Engagement is now about reaching into the social media world to engage with customers and prospects on a level that has never been reached before. From setting up watches to know who is talking about your company or product, to monitoring complaints to create prospects, Social Engagement offers a way to keep one eye on your company’s social pulse and the other on prospective customers.
If you’ve been paying any attention at all to the world of business intelligence lately, you’ve seen the shift of Microsoft Power BI from the service built-in to Office 365 to the standalone offering from http://powerbi.com. In today’s post, I want to show you how to leverage the Power BI service and construct your data source so that you can have date tables and OData sources that you can configure scheduled refreshes on.
Rollup Fields become INVALID when doing a schema copy in Cloud CRM from a production org to a sandbox org (for example). This is related to the Minimal copy option as opposed to the Full copy option.
As a sales manager, are you using your CRM solution to plan forward, or simply reflect backward? Planning forward will help you help your team members prioritize their time, make better judgement calls about activities associated with leads/opportunities and ultimately close more deals. This article discusses a more effective way to conduct sales meetings, whether weekly catch-ups with sales reps or all-in sales team calls.
If you're like me, walking into the wide world of CRM can make the word "intimidating " look like an understatement. Whether you just need to know enough about CRM to get by, or you are about to dive in to discovering all that CRM has to offer, take a look at the resources and articles below to start navigating the waters of Dynamics CRM.
Don’t tell my boss, but I hate CRM.
Research suggests that leadership’s opinion of CRM success is often different from the teams using CRM on the front lines. And IT, Sales, Customer Service and Marketing can all have radically different opinions of an organization’s CRM solution. C5 Insight has introduced a free to download tool that can be used as a self-evaluation to rate the success or failure of your CRM project.
Next week, both of C5 Insight’s Managing Partners will be at CRMUG Summit in Reno, NV discussing both CRM and Collaboration failure. The truth is, over the last 5 years or so, we have become somewhat obsessed with failure, not necessarily by choice, but because nearly 60% of all new client work for us is what we call CPR work - in other words, project rescue.
After working with hundreds of companies and investing hundreds of hours into CRM success and failure research, there is one thing we have never heard from organizations that have successfully implemented CRM: “Our CRM was such a good tool for our sales team, that they want to use it.”
In other words, CRM is not going to be your Field of Dreams. If you build it, they won’t come – no matter how good it is.
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.
The truth is, the “training” methods we have been using for decades are dying. And if your organization is still hoping to train users on SharePoint, CRM, or any other technology by sitting them in a room to watch recorded videos or a live individual, I want to offer some suggestions that I believe will transform the way end users adopt and learn new technology.
If you keep up with SharePoint news at all, you have very likely heard that Microsoft recently dropped the beta 1 build of SharePoint 2016 (or more affectionately called the IT Preview) to much fanfare. With the release of the public beta, there are lots of folks in the community who have written about these new features and how to install it. In today's blog I want to discuss the initial highlighted features that are removed from the SharePoint 2016 preview.
Welcome back to part 2 of my short series of using AutoSPInstaller to build a 3-tier multiple server SharePoint farm. Last time we looked at all of the work we needed to do to get setup and discussed what our end goal was. Now we can get down to business and start some installation! I’ll walk you through the most critical part – creating your answer file, then the installation itself.
Chances are, if a company has invested in a collaboration or relationship management solution without an experienced solution partner offering ongoing coaching, support and training, its internal IT support staff is feeling the sentiments of one or more of the following: “I have 7 other jobs”, “Management thinks it’s just another application, like Outlook”, “I’d rather do anything than try to learn this”, “I don’t spend enough time on this to ever be very good at it”. Have you said, or heard, any of these statements? Then read on.
Everyone wants to know which of their accounts have not been followed up recently. But using the Neglected Accounts report is just sooo 1995. Nobody uses reports anymore – we want everything as a view, chart or dashboard! But until the most recent release of Dynamics CRM, the only way you could create a Neglected Accounts view was thru installing add-on products or developing code.
In this 2-part series I am going to take you through all of the necessary steps to use autospinstaller to build a 3 server farm doing remote installations on Windows Server 2012 R2 with SharePoint 2013 recent CU. (When I say all, I am referring to the SharePoint relevant pieces and the autospinstaller.) Continue reading for SharePoint 2013 (2010) installation.
Ever received a trade show list after an event that has email address but doesn’t have website, with a request to import it into your CRM solution? You know those website URLs are locked up inside of the email addresses, but you need to get them imported in a hurry, so you just import it without concern for the website. The problem is that the website can contain critical information. This article explains how to use an Excel formula to quickly pull the website URL out of an email address before importing into your CRM solution.
The latest technology out there today is compelling and can do great things. And it’s true, a few could revolutionize the very way you do business. But in an effort to do more with less, move faster than competitors, be agile and lean, and choose “best of breed” technology, we often see organizations forget about the very ones who will make the investment successful and worthwhile.
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!
I recently ran across a staggering statistic: less than 10% of businesses are using a marketing automation solution.
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.
The release of Microsoft Dynamics CRM – Spring 2015 includes a helpful new feature; Immersive Excel. This functionality allows a user to manipulate Dynamics CRM data in MS Excel, without the cumbersome "Export to Re-import" process required in the past.
There is a big issue in business these days – blaming technology for people problems.Though it’s true that technology can be fickle and frustrating and even I have often restrained myself from sending my laptop sailing out the window, well…it’s a computer. Can we all just agree, collectively, to assert our human brain’s superiority and stop blaming technology? Here are a few ways to start bringing people back into the mix.
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.