Did you know that Microsoft’s Customer Engagement and Sales Enterprise licenses come with a basic marketing module built-in? Well, it does, and it can do a lot more than you think. Let’s get into a quick overview of how to double your sales and marketing results.
Step 1. Start capturing your data.
Step 2. Bridge the gap between marketing and sales.
Step 3. Analyze, make adjustments, do it all over again.
Step 1. Start capturing your data.
The more information you capture about your prospects and customers, the more targeted your marketing initiatives can be. Use Microsoft’s integrated tools such as LinkedIn and Portals to start building a more robust database. Then use the Campaign and Marketing List tools to full plan and execute your marketing initiatives. Throughout this process capture the important information, how many hits you got, how many people you successfully contacted, how many emails you sent, and most importantly, how many leads did your efforts generate.
Step 2. Bridge the gap between marketing and sales.
Now that you’re capturing the data, it’s time to hand that valuable information off to sales. By taking advantage of workflows (configurable automation), Microsoft Flow, Lead Scoring, and dashboards, you can provide your sales teams with complete lead profiles, and notifications when it’s time to reach out. This enables your sell more to those interested in buying, and spend less time with low-quality leads.
Step 3. Analyze, make adjustments, do it all over again.
Now that you’re capturing the data and handing leads over to sales, what you’re doing is generating valuable reports. All of the information you are capturing through these processes provide KPI for your marketing initiatives. Every quarter, or every 6 months, take that KPI and analyze it. Identify what brings in the most leads, cut out the initiatives with the lowest scores, generate new ideas to fill the gaps and do it all over again.
As Jim Heaton, President of VOX ISM always says, “the proof is in the pudding.”
VOX ISM Leads since Jan 1. 2015
| 2015 | 2016 | 2017 | 2018 | 2019 |
| 479 | 1071 | 1422 | 2278 | 1658* |
*as of June 13, 2019. We’re on pace ~4000 as we generate the majority of our leads in Q3.
If you want to learn more tips and tricks of CRM then join our exclusive webinar on July 3.
Blog post by Jacob Steinfeld – Dynamics 365 Solution Architect
Jacob Steinfeld is a graduate of the Electronic Media Design program at Langara College in Vancouver, British Columbia, specializing in marketing & user interface design. For the last 3 years, Jacob has been a Dynamics 365 consultant with VOX ISM, supporting our various customers in the manufacturing, distribution, and healthcare industries. Jacob brings his sales and marketing expertise to his customers to aid in the implementation of new CRM systems.