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You’ve implemented Dynamics CRM, you “kind of” manage leads, but you either have no real process or a process that regularly fails. In this session we will find out how to take advantage of Dynamics CRM to manage your leads more effectively and track the conversion of leads to actual opportunities and sales.
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Lead Management
Kirsten Bockett-Smith and Sophie Khun-Hammond
Lead Management
Your presenters
6 years experience with Dynamics CRM
7 years at Intergen
Wellington based
Presales / Solution Lead / Analysis & Design /
Project Governance
Kirsten Bockett-Smith
Solution Specialist – Dynamics CRM
6 years experience with Dynamics CRM
3 years at Intergen
Wellington based
Lead Consultant on CRM Implementations /
Gather requirements / Design solutions
Sophie Khun-Hammond
Senior Dynamics CRM Consultant
Our Agenda
What is a lead?
How to utilise Dynamics CRM to manage leads
Reporting / Dashboards
How do you capture leads?
Demo
Lead Management
What is a Lead? A potential or prospective customer.
In Dynamics CRM A lead record is an unstructured form, for gathering
information about a person, and/or organisation
and/or potential deal.
An opportunity in contrast to a lead is a qualified
potential sale and is associated with a customer.
Lead Management
How do you gather leads?
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Where/how do you store the leads? Are they in one central place?
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You can increase your lead conversion rate and create more revenue generating opportunities, if they are correctly tracked and developed. You need the right process and tools in place to make this successful.
Utilise Dynamics CRM to
manage leads
Lead Management
WORKFLOW FOR
LEAD
DISTRIBUTION &
ASSIGNMENT
Productive workers need the right tools
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SEGMENT LEADS
Teams working together produce better results
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Utilise the Dynamics CRM Process Flow
Leads entered
Leads assigned to Sales team
Workflow email
created
Lead followed up
Qualify Lead
converted to opportunity
How to enter leads
Lead Management
Demo
■ Outlook – track an email
■ Convert a campaign response
■ Import a list
■ Manually create a lead via mobile phone
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Demo: Outlook: Track email, convert to a lead
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Demo: Campaign completed, response converted to lead
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Demo: Import: List of Leads
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Demo: Add a lead from your phone
Lead Assignment
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Demo
■ Assign to a user or team
■ Workflow for lead assignment
■ Activity Feeds
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Demo: Assign to a user / team
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Activity Feeds ■ Enables Sales Managers to be kept up to date with lead progress
■ Manual of automatic updates
■ Posted to external apps via API
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View activity feeds via Windows Phone App
Qualification
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Do you have a structured lead qualification process?
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Demo: Qualification process
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As you qualify leads, you can convert them to other types of
records.
You can qualify multiple
leads at once
Demo: Qualify
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Demo: Convert a lead
Measurement
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Do you need to measure how well your sales team
performing?
Can you identify your most successful lead source?
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Measuring Success
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Lead Source Effectiveness – compare lead sources
Neglected leads – leads have not been contacted
Reports
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Dashboards
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For more information, contact [email protected]. or [email protected]
■ Improve productivity
■ Easily measure your sales teams performance and effectiveness
■ Close deals faster through team input and centralisation
■ Ensure a consistent process is followed
In Summary
The right process + the right tool = success
