Aligning Teams & Driving Growth Using CRM...CRM Analysis & Design CRM Implementation CRM Support All...

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Aligning Teams & Driving Growth Using CRM


Agenda CRM as “The Hub”

Lessons learned on alignment journey

What’s in it for the End User

Step 1: Finding leads

Step 2: Working leads/prospects/customers

Step 3: Qualified opportunities - the sales process

Step 4: Measuring success and Making adjustments

How to get started


C R M a s “ T h e H u b ”



Why CRM? One place for full insight customer/prospect interactions

Real time access anytime / anywhere

Consistent messaging to leads and customers

Ensure new leads get contacted immediately

Manage all relationships

Team collaboration

Consistent sales process

Measure success


A l i g n m e n t J o u r n e y



Alignment Journey

It’s a journey

Ongoing and consistent collaboration with Sales and Marketing Managers

Measure it and adjust

Data segmentation continues to evolve

Different messaging: Leads, Prospects, Customers, Partner

Define a multichannel approach

Different needs based on end user role: SDR, ISR, AE, AM

Ongoing training is critical

Use Dashboards and lists to direct users activities

Leverage automated workflows and notifications


W h a t ’s i n i t f o r t h e E n d U s e r



Benefits of Alignment for the End User

Focus Working on the right things

Visibility Can see how someone is reacting to marketing activities and adjust

Insights Easy access to research information and activity history

Preparedness Having a 360 degree view prior to a call

Productivity All of the above improves productivity


R e l a t i o n s h i p f o r L i f e



Relationship for Life

Alignment between Sales and Marketing should address the entire customer lifecycleo New Customer Acquisition

o Pipeline Velocity for Target Accounts

o Account Expansion: Upsell and Cross Sell


S t e p 1 : F i n d i n g L e a d s



List Building Strategies

Who = persona, title, department

What = industry, revenue, employees

Where = Territory, zip code, area code, state, etc.

How = content, delivery method

Past results = what messaging worked


List Building ToolsInsights for Dynamics CRMData.com for Salesforce


Data Integrity


Marketing List Segmentation


S t e p 2 : Wo r k i n g L e a d s / C o n t a c t s



Lead Management Process


Lead/Contact Scoring


Workflows and Triggers


Focus on the Best Leads/Contacts


Who/When to Call?


Insight and Research


Marketing Interactions


Activity Tracking


Access Anywhere/Anytime


T h e S a l e s P r o c e s s



Opportunity Tracking for Marketing – Why?

Revenue results by Campaign

Length in each sales stage

Success by: Industry

Territory

Sales person

Product or Service

Primary contact

Customer vs. prospects

Repeat past success


The Sales Process


The Pipeline


Salesforce1 Pipeline Management


Dynamics Mobile Pipeline Management


M e a s u r i n g S u c c e s s



KPIs to Measure

• Campaign Analysis and Success


The Power of Dashboards


Salesforce1 Mobile


Dynamics CRM Mobile


W r a p U p



About Ledgeview Partners

CRM Analysis & Design

CRM Implementation

CRM Support

All Consultants CRM Certified

350+ Customers

1,000+ CRM Projects

98% Customer Retention

Inside Sales & Marketing Consulting

Microsoft Dynamics CRM Gold Partner

Salesforce.org Partner

Salesforce Silver Partner

Microsoft Office 365 Partner


Ledgeview’s Alignment Services

Define and Document: Current State and Future State

Requirements Gap

Buyer Personas

Customer Journey Map

Content Alignment

Lead Management Process

Automation of processes

Key Performance Indicators


Marketing Analysis


Additional Resources

The Ledgeview Partners Blog

Recorded webinars: Dynamics vs. Salesforce, CRM A-Z to name a few

Customer Success Stories

Whitepapers

Microsoft and Salesforce community sites

www.ledgeviewpartners.com

http://www.ledgeviewpartners.com/


Q u e s t i o n s ?

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