eMarketing techniques such as email campaigns are used to raise awareness and nurture prospects until they declare their interest by filling in a website form or as an inbound telephone call. However not many prospects do this. 
More subtle declarations of interest can be gleaned from analysis of the prospects behaviour, this is identified from a combination of email opens, email URL clicks, website visits, website page dwell time. The whole end to end visit can be scored in real time, and visits that reach a high score can be passed to sales in real time. 
To implement this real time strategy requires an integrated solution with Microsoft Dynamics CRM/365. 
With a few small changes to the Microsoft Dynamics CRM system, it can be configured to give you real insight into the sales team’s pipeline and sales effectiveness. 
A typical pipeline chart looks like a funnel: prospecting activity feeds new leads into at the top of the funnel, sales then qualify the leads and a percentage of these leads come out of the funnel as a won order. This simple chart is a visual guide to a company’s sales process. 
The process bar in the sales opportunity form of Microsoft Dynamics 365 can be configured to match your sales process, the real insight comes when you connect the pipeline chart to the process bar. 
The importance of good data quality 
Most people would agree that one of the key points, and benefits, of a Customer Relationship Management system is to be able to get good quality data out in the format you need and when you need it. 
Maybe one of your key reporting tools is managing staff goals – what are their targets and how close are they to achieving them? 
What you really want is a solution everyone is happy to use – anywhere, anytime! 
The success of any CRM project is often measured in terms of “does it meet the spec” – whatever that spec was in the first place. 
How often does the success get measured by the impact it has on those using the system? If the users it is designed to help don’t like the system they will find ways to avoid using it or double up by still using old systems alongside the new. 
CRM often has a large user base with different functionality for each group of users. They all need to be taken into consideration during the design and development of a system. 
Email marketing messages need to be read - not just delivered 
Email newsletters are still very popular and some people subscribe to many newsletters, so how do you ensure that yours gets read?  
Many senders make fundamental mistakes that could easily be avoided.  
If they do not get delivered or read it doesn’t matter how brilliant your service/product is the call to action won’t generate anything 
Is SaaS the way to go? 
Most businesses have implemented a CRM system at some time, but if this was a few years ago maybe 2017 is the time to look at changing it. 
Over the years technology advances have changed the functionality of CRM systems dramatically. Whilst you may have the “if it isn’t broken don’t fix it” mindset, do you realise how much more effective you and your team could be with a new system? 
The scattergun approach rarely works! 
In another blog we talked about “low hanging fruit” and making sure you don’t use valuable resources getting new customers when you could be getting more business from existing customers. 
Of course new customers are always important and targeting can be applied to both existing customers and aiming for new ones. 
Don't miss the low hanging fruit 
It costs more to attract new customers than to sell to existing ones. The figures vary anything between 5 and 7 times as much is usually quoted. 
Are you missing out on by not selling to your existing customers? 
• Contract Renewals 
• Maintenance 
• Upgrades 
• New Products/Services 
The Implication of Qualification 
Following on from our last article which discussed how implementing CRM can help you improve your Sales Velocity, this time we are looking at three leading methodologies for helping you qualify your sales. 
Qualifying your potential leads/prospects correctly and early avoids wasting resources on deals that you have little chance of winning, or are not good business for you. This then means your sales team have more time to concentrate on better more profitable business 
How have times changed for the salesperson? 
How many hours do we spend, on average, using social media every day? According to data from We Are Social released in Jan 2016, we spent an average of 1 hr 29 minutes using social media across all devices – with the overall time spent online at around 2 hrs 51 minutes per day.  
The split across the age ranges is fairly similar so using the excuse that it is just for “youngsters” simply doesn’t add up. (Source: www.clickly.co.uk – UK Social Media Stats).