#1 Problem for Sales and Marketing Professionals: Qualified Lead Generation

Closing sales opportunities starts with an effective prospecting and qualifying system with well defined procedures performed by your marketing and/or your sales professionals.  Here are five challenges we encounter, followed with a few of our suggestions:

1. Defining the prospect population.

Challenge yourself and your personnel to define prospects likely to have an interest in your product or service. Consider factors such as industry type, geography, employee size, and other demographic considerations. A misstep here will result in lost time and money as well as a feeling of facing a lost cause.

2. Defining your ideal customer. 

What are the characteristics of the clients you enjoy a win-win relation with, enjoy working with and feel they value your service and product?  Little too much of a “feel good” attitude for you?  Perhaps, but consider which clients contribute to your objectives. They are the ones to seek.  Team members may vary on who these clients are, but you will reach a consensus that permits you to devote your efforts securing business from prospects who exhibit the qualities you value.

3. Understanding your prospect or clients’ need to buy.  

Why is the prospect willing to speak with you?  Closing ratios improve as you gain greater understanding of what the prospect expects to gain by placing an order.  The gains are likely to be for the business entity as well as for the individuals you meet with.  The drivers we look for are growth or trouble in the business and a variety of personal gains for the buyer.  Growth creates the need for products and services that further that growth.  Trouble creates the need to find a product or service that eliminates or reduces the trouble.  If everything is fine, how likely is the prospect to buy?  How much time and effort can you spend if there is no sign of growth or trouble?

4. Planning every step in the marketing and selling process. 

Determine your business reason for selecting the prospect population, the business reason for having an ideal customer profile, and a strong business reason for each contact you have with the prospect together with a commitment to take the next step.

5. Working together. 

Marketing and sales win when the lead generation and qualifying processes are effective and the process has been designed to take advantage of the skills and talents each possess.

Improving Probabilities of Success with Planning, Scheduling, and Performance Metrics

There is an old adage, “the man makes the plan work, the plan doesn’t make the man work.” Whether you are a marketing or sales professional, a customer relationship management (CRM) software package can highly impact your effectiveness, efficiency, and ultimately your bottom line. However, having these systems in place will not cause people to do more or achieve more. It truly is the leader who makes these tools of technology enhance the human capabilities of an organization.  We can assist by helping you collect and report on data measuring your performance against the goals you have established.

Premier Computing is located in the heart of Salt Lake City, Utah. We have worked with more than  250 companies through the process of implementing CRM and ERP systems. Our experience and products assist small and large businesses across various industries including manufacturing, distribution, professional services, technology providers and health care.

Please call us at 800-458-2948 for further information.

Product Focus: Microsoft Dynamics CRM
For More Information Click Here.

Marketing
Microsoft Dynamics CRM will help you improve the cost benefit of your marketing campaigns by accurately targeting your prospects and customer base with the products and information that are relevant to them.

Campaign Execution & Management
Microsoft Dynamics CRM has a variety of tools to assist with marketing campaign management including campaign details, budget information, campaign status, campaign dates, etc. The campaign features also enable you to connect targeted marketing lists to specific campaigns.

List Creation & Management
A marketing list in Microsoft Dynamics CRM can be a static list of accounts, contacts, or leads from your database created and updated in a variety of ways; one at a time, or add groups of individuals.  Or you can use the advanced find function to build dynamic lists of accounts, or leads, for marketing initiatives that are continually refreshed and updated based on the criteria you define.  Automaded workflows help keep you moving forward.

Sales
Microsoft Dynamics CRM helps perform your sales activities plans, sales forecasting and opportunities management tasks while maintaining notes on your last activity, next planned activity and information which helps plan your account strategy and specific sales calls.

Mobile
There are various options available to access your data including offline data on your laptop or Smartphone and remote access over the internet.

Premier specializes in accounting, enterprise resource planning (ERP), and Customer Relation Management (CRM) software.  We assist clients with a broad software offering coupled with consulting services from individuals who specialize in these areas.  We look forward to exploring your sales and marketing automation needs.
Please visit our web site and contact us by phone at 800-458-2948 or by sending an email to: dpotter@premiercomputing.com.

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