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From Optional to Necessity: Key Features That Impact Daily Business Processes

A little over a decade ago, CRM could have been considered optional, a nice upgrade to one's sales process. However, it now seems that CRM is not only prevalent but a necessity. Brad Wilson, General Manager of Microsoft Dynamics CRM 2011 stated in an interview with Software Advice, "It is a critical tool for differentiating your business and building your customer service.

"Did I catch you at a bad time?"

I wanted to take the time to analyze how Microsoft Dynamics CRM 2011 can optimize the performance of an Inside Sales professional.  When I think inside sales, I think telemarketing, email marketing and appointment setting.  Telemarketing is tough enough as it is; therefore, it's essential to have the best resources available for your telemarketers/inside sales people.  CRM itself, really is the number one tool an inside sales professional relies on to achieve their goals.  I took a step back to flesh out how

Automate Your Goals: Goal Management Through Dynamics 2011

When it's comes to sales, nothing is more important than reaching defined goals and achieving results.  I'd like to stress the importance of DEFINED goals.  Every professional has a certain amount of productivity they must maintain.  In order to do so, it's important to not only define your goals, but to also clearly understand them.  As for me personally, this has become relevant as our last team meeting addressed how we must all begin to actually document our goals and put them in writing.  At first, this seemed like a no-brainer.  Write them down and stick to them; however, I underestima

Enhancements For the End User: New Features of Microsoft Dynamics CRM 2011

Now that Microsoft Dynamics CRM 2011 has been released, let's take a moment to look at some new enhancements and features that are available.  Luckily for me, as I am an end user, most of these features and applications apply to people that rely on this tool the most.  As you may have read in the previous blog post, "Perspective From the Everyday User...", I stated that it can sometimes be difficult for end users to make changes to CRM without having to get in touch with an IT professional; however, it seems

The New Kid On the Block: Microsoft Takes An Aggressive Marketing Approach

As of mid-January, Microsoft has released its latest version of CRM to the cloud. It’s been a long time waiting, over four years to be exact, since Microsoft has released a version of Customer Relationship Management. Microsoft Dynamics CRM 2011 is currently available for cloud users and is expected to be on-premise February 28th.

Sales Enablement: User Acceptance Means More Sales

The difference between a CRM failure and a CRM implementation that delivers a high return on investment -- often comes down to user acceptance. If users don't enthusiastically embrace CRM, then the initiative may not only fall short of the ROI objective, the entire CRM initiative will surely be at risk. Sales users only embrace a CRM initiative if the toolset delivers to their self-interest -- optimizing the productive interaction between the salesperson and the customer/prospect.

Sales Calls Are Always Better When They Are Planned

We've all seen it. The team heads out to an appointment and someone asks "who are we meeting with?" That is followed by "what are we there to talk about." The quality of the pre call planning is dependent on the length of the drive to the prospects offices! That is not good business even in great economic conditions. In this economy, when appointments and qualified opportunities might seem more scarce, it is a disaster.

In his well written sales blog, Dave Kahle offers some great advice about how to prepare and plan for a sales call.