Lead Management: Build Your Sales Pipeline With Dynamics 365

lead managementAre you in control of your sales pipeline? The more you can manage your sales pipeline, the more likely you are to make sales and increase revenue. Lead Management is critical to your sales success.

Before we dive into strategies, let’s go back to basics:

What is sales pipeline management?

Sales pipeline management allows you to track open sales opportunities as they move through your sales process. It shows all your individual sales opportunities and where they are against each of the sales steps that make up your sales process (your sales pipeline). This increased visibility into your sales process allows you to analyse problem areas in each stage of the pipeline and – this is the important bit – take the right actions to turn leads into fully satisfied repeat customers.

Sounds simple, right?

Yet, a recent study of sales managers found that 63% think their companies do a bad job of managing their sales pipelines.

So, how do you manage your leads to successfully build your sales pipeline?

That’s where your CRM comes in. But it’s not enough to sign up to the latest CRM technology and start plugging in leads. You need to use your CRM effectively to capture data, analyse information, prioritise leads, and take action – all while saving time. In other words, to sell faster, smarter and better.

Lead Management – Here are 7 ways to use Dynamics 365 to build your sales pipeline:

1. Customise your pipeline to match your sales process.

Every sales team works differently, so when it comes to a CRM, one solution does not fit all businesses. Start by making sure your CRM is working the way you work in real life. Whether you have an established sales process or you’re starting from scratch, adapt Dynamics 365 to create your ideal process. The good news that Dynamics 365 includes a “business process ribbon” that allows you to easily mirror your proven sales process.

2. Know where every deal is in your sales pipeline

Never let a lucrative deal slip through the cracks again. Use your CRM to track your sales pipeline and identify what to do next. Dynamics 365 dashboards enable you to capture, track, and understand your contacts and leads by the numbers. You can see opportunities based on emails, calendar and customer interactions, and the estimated days until the deal close. Delve even deeper to see whether the client has opened an email, replied or opened an attachment to see if they’re engaged. Using relationship insights, this data is surfaced to your sales team quickly and simply.

3. Prioritise your leads

Don’t waste time chasing unqualified opportunities. Prioritise your leads depending on how likely they are to close. Dynamics 365 allows users to generate an analysis of customer relationship and predictive lead scoring, so you can generate a list of sales-ready leads to contact. Not only does this save you valuable time and effort, but it can also increase conversions by as much as two or three times.

4. Use personalised insights for lead nurturing

Annoying, irrelevant emails are the last thing your prospects want. You need to make sure content, tone and timing of every interaction are relevant to each prospect. How? Look to the treasure trove of information waiting in your CRM. Dynamics 365 provides suggestions for relevant content based on what you’re working on and who you’re working with. Also, by integrating Dynamics 365 with LinkedIn, you can pay attention to the topics they discuss to drive more personalised and meaningful engagement that moves relationships forward.

 5. Know where leads are coming from

 Are your leads coming from organic search, referrals, social media, email marketing? If you know where your best leads are coming from, you can invest in those marketing and sales activities that are contributing most. To get a good read of where your leads are coming from, your Dynamics 365 CRM simply needs to be integrated with your marketing automation software. Lead management and nurturing should also be a top priority.

6. Motivate and manage your sales team

Take advantage of activity dashboards on your CRM as the way of keeping your team motivated and on track. Dynamics 365 lets you monitor your team’s activity and see pipeline gaps that need to be closed. Now you can rally your team around the right deals. You can also pair activity reports with key revenue metrics to see any correlation between activity and results. When a rep sees all their calls and meetings against their closed and open deals, they’ll recognise how their activity is leading to revenue and be motivated to do more. In short, by using your CRM, you can work better as a team and drive results.

7. Automate tasks and save time

 Time is Kryptonite for sales leads. They must be actioned quickly and early. Otherwise, you miss the opportunity and your conversion rates suffer. That’s why you need to use your CRM to automate tasks and save time wherever you can. By automating time-consuming and repetitive tasks like data entry, you can send more emails, make more phone calls, and hit your quota. With automated email tracking, you know the second a lead opens an email or downloads an attachment so that you can send a perfectly timed follow-up.

 The bottom line: Master your sales pipeline, and you’ll master your results.

Are you struggling to use the sales pipeline productively? Start using Dynamics 365 to take control of your sales pipeline today. We can help you better manage your sales process, lead management process and sales pipeline. Just ask us how