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Managing Sales ROI – And How CRM Can Help


You probably know how much you spend on Sales. But do you know your Sales ROI, or return on investment, or what you get back for every dollar that you put in?

Symmetrics Group released information earlier this year showing how Sales costs companies up to 100 times more than Marketing. Yet while marketers have long been required to prove ROI, Sales have escaped that to date, but things are changing. It is no longer enough for Sales to deliver, they need to deliver efficiently for maximum return on investment.

Sales reps are spending only 36% of their time actually selling.  By contrast, up to 40% of their time is spent on administration.  So frontline sales people are spending more time on admin than on sales.  No wonder there are questions about Sales ROI!

If you're not tracking sales efficiency as well as performance, how are you going to overcome this issue? How are you going to deliver better results than your competition?

Read more: Managing Sales ROI – And How CRM Can Help

Email Newsletter Marketing with ClickDimensions and Microsoft Dynamics CRM

This is the first in an occasional series of posts looking at how Opsis use ClickDimensions, the number one marketing add-on for Microsoft Dynamics CRM.  Today we're looking specifically at email newsletter marketing.

In later posts, we'll look at how Opsis use other ClickDimensions marketing features including:

  • Web visitor tracking and social media capture
  • Online data capture through forms
  • Landing Pages
  • Autoresponder Emails
  • Nurture Programs
  • Email Newsletter Marketing with MS Dynamics CRM – the challenges

MS Dynamics CRM is a powerful tool for sales teams, with functionality and structure strongly aligned with the buyer's journey.  It's also fantastic for customer service and looking after existing customers, especially with the recent Spring 2015 release.  But it's not designed for easy email newsletter marketing.

Read more: Email Newsletter Marketing with ClickDimensions and Microsoft Dynamics CRM

Salesforce for Sale: Who’s Buying, Why and What it Means

salesforce for sale sign

Is Salesforce for sale?  The market leader in CRM is worth $50 billion, despite the fact that it's made a loss of $600m since 2001.  Yet there have been rumours for the last two weeks that the company is on the market.

What does a potential sale of Salesforce mean for your CRM project?

 Especially if you are still trying assessing which technology best meets your needs.

Who might buy Salesforce?

The possible contenders seem to be:

  • Microsoft
  • Oracle
  • SAP
  • IBM
  • Hewlett Packard
  • Google
  • Amazon
  • Facebook

Let's have a look at what some of those might mean.

Read more: Salesforce for Sale Whos Buying Why and What it Mean

CRM 2015 Spring Release is here

The Dynamics CRM 2015 Spring Release is now live!  All new CRM online environments will incorporate the release.  Timing for the on-premises CRM 2015 release is not yet provided.

Get the full guide to FEATURE and INTERFACE changes in this release!  Other online products including Microsoft Dynamics Marketing, Microsoft Social Engagement 2015 and Parature have also been updated.

The update includes great integration with other software packages so your latest CRM data is always at your fingertips.

Some CRM 2015 Spring Release highlights

Here are some of the highlights which got our attention in this release and how they can be used effectively for your CRM:

  • Intuitive tracking of emails through Exchange: Tracking new opportunities coming through email is simple. Move incoming emails to a set folder in Exchange, then the Outlook App lifts CRM tasks and activities and places them within your email. Track the email conversation, and save contact information in CRM.
  • Integration with OneNote: This allows note-taking to be synchronised within Dynamics CRM. Keep critical client information within the account file, and attach rich media content such as voice recordings, videos, and photos.
  • New CRM for Phones app: Lets you nurture leads and opportunities on your mobile in the same way you can for tablets.
  • Social media activity integration: Your social media channels can now feed information directly into CRM. Create rules which update client data, or create leads or opportunities based on social media interactions.
  • Redesigned Export to Excel and Excel reporting interface: Export to Excel desktop (2007 or higher), Excel Online, or any other Excel client. Sales teams can even manipulate CRM data in a familiar Excel format and save changes, all within CRM.
  • Join work groups together with Office 365: Team members who don't have CRM can interact with CRM users via Office 365 groups. Schedule training sessions and seminars, share work documents, emails, OneNote files, and more.

Get 32 information-packed pages to help you get maximum benefit from this release

Top tips for a successful CRM upgrade

A CRM upgrade should be treated like any other project. That means it requires scoping, implementation, testing, training, and deployment. Here are our top tips for planning your successful CRM upgrade.

Upgrade Readiness Workshops for Microsoft Dynamics 365

Is a CRM Upgrade right for you now?

Why are you considering a CRM upgrade?

Read more: Top tips for a successful CRM upgrade

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Opsis is an expert Microsoft Dynamics 365 consulting company. Our focus is your Microsoft Dynamics 365 success - not licence sales or billable hours. As Principal Consultant, Gill oversees all business operations and strategic planning and execution, yet she still believes in offering personal attention to each and every client, so as to understand their needs and offer tailored solutions.  We are based in Sydney, with clients in Sydney, Canberra, Melbourne, Brisbane and across Australia.  We offer Microsoft Dynamics 365 strategy, Microsoft Dynamics 365 scoping, Microsoft Dynamics 365 implementation, Microsoft Dynamics 365 technical support, Microsoft Dynamics 365 advice and guidance, Microsoft Dynamics 365 training and mentoring.