Posts tagged “Sales and Marketing”

In the last 2 or 3 months, ClickDimensions have added some brilliant new features. My favourite is the ease with which you can now add dynamic personal content to an email template. In the New Drag n Drop users can set predefined conditions to sections of content, and only recipients who meet these conditions will see that content in the mail. This means that in one template you can add sections that will only appear to specific contacts and send that one template to multiple Marketing lists. Simple examples are different content for contacts that work in different industry sectors, or located in different cities. 
Sticking with improvements to New Drag n Drop Email templates, there is a new Corporate Styles setting which allows you to set up the Corporate style, then apply it to any template that you have created, ensuring consistency across you emails. The final improvement is that you can now create your email send from the Email template itself. 
If you are interested in refreshing your knowledge on ClickDimensions, contact for some refresher training or support. 
Other improvements come in Campaign Automation with the addition of the Update field action. This allows you to update any field on the Lead or Contact entity direct from a Campaign automation – no need for a workflow. Ideal for something like an onboarding or Welcome campaign where you want to flag that a recipient has already been through the automation. There are also new Campaign Automation templates to use as a starting point for your own automations and the ability to clone a Campaign automation to serve as a basis for future similar automations. 
Linking to your Dynamics 365 CRM there are three main survey solutions that we work with ... 
Voice of the Customer – the free add-in that comes with D365 CRM 
Power Survey Plus from Power Objects - for $2 per user 
ClickDimensions surveys – part of the ClickDimensions package 
In this blog we give an overview of all three based on our experience. 
eMarketing techniques such as email campaigns are used to raise awareness and nurture prospects until they declare their interest by filling in a website form or as an inbound telephone call. However not many prospects do this. 
More subtle declarations of interest can be gleaned from analysis of the prospects behaviour, this is identified from a combination of email opens, email URL clicks, website visits, website page dwell time. The whole end to end visit can be scored in real time, and visits that reach a high score can be passed to sales in real time. 
To implement this real time strategy requires an integrated solution with Microsoft Dynamics CRM/365. 
The scattergun approach rarely works! 
In another blog we talked about “low hanging fruit” and making sure you don’t use valuable resources getting new customers when you could be getting more business from existing customers. 
Of course new customers are always important and targeting can be applied to both existing customers and aiming for new ones. 
Don't miss the low hanging fruit 
It costs more to attract new customers than to sell to existing ones. The figures vary anything between 5 and 7 times as much is usually quoted. 
Are you missing out on by not selling to your existing customers? 
• Contract Renewals 
• Maintenance 
• Upgrades 
• New Products/Services 
The Implication of Qualification 
Following on from our last article which discussed how implementing CRM can help you improve your Sales Velocity, this time we are looking at three leading methodologies for helping you qualify your sales. 
Qualifying your potential leads/prospects correctly and early avoids wasting resources on deals that you have little chance of winning, or are not good business for you. This then means your sales team have more time to concentrate on better more profitable business 
How have times changed for the salesperson? 
How many hours do we spend, on average, using social media every day? According to data from We Are Social released in Jan 2016, we spent an average of 1 hr 29 minutes using social media across all devices – with the overall time spent online at around 2 hrs 51 minutes per day.  
The split across the age ranges is fairly similar so using the excuse that it is just for “youngsters” simply doesn’t add up. (Source: – UK Social Media Stats). 
6 Strategies to improve your Sales Velocity 
Sales velocity is similar in concept to any other type of velocity measurement. In a car, velocity is a measure of its speed i.e. miles per hour. Sales Velocity measures and predicts the “£’s per day” – how much and how quickly is your business making money? 
The equation for Sales Velocity can be seen in the image to the left. 
5 Tips to help you refine your Sales & Marketing processes 
The Summer Olympics are over for another four years but the planning and preparation is an on-going process. 
The same should apply to your business. When you have a success, however big or small, you need to review it and see how you can improve for next time. 
Have you just won a big new contract, taken a great order, or had the best quarter/year of your business? Maybe you haven't done as well as you planned or hoped? 
Are you ready? 
As the Olympics are well underway, this week’s blog takes on a sporting theme.  
Looking at the key components of a good marketing campaign, there are some similarities with the traditional Olympic Triathlon which consists of a swim, cycle and runLooking at the key components of a good marketing campaign, there are some similarities with the traditional Olympic Triathlon which consists of a swim, cycle and run. These can be of different lengths depending on the specific competition that you are entering. 
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